• Bridging the Gap
  - Transition phase challenges
  - Defining the parameters of your new role
  - The characteristics of successful salespeople
  - Key communication skills
  - Managing needs and expectations

• Introduction to Selling:
  - The selling process
  - The importance of personal selling
  - Marketing vs selling
  - Understanding customer needs
  - Identifying consumer behaviour
  - Converting customers to clients

• Developing a Professional Image
  - Establishing credibility
  - Tailoring your approach
  - Creating a professional appearance
  - Understanding positive body language
  - Understanding buying signals

• Managing Time Effectively:
  - Identifying time wasters
  - Prioritising activities
  - Scheduling appointments
  - Organisational Skills

• Sales Planning:
  - Setting sales goals and objectives
  - Developing sales strategies
  - Making sales appointments
  - Prospecting for potential business

• Sales Preparation:
  - Identifying customer knowledge
  - Anticipating typical objections
  - Analysing competitive knowledge
  - Writing winning proposals

• Sales Presentation
  - Understanding presentation techniques
  - Listening and questioning techniques
  - Focusing on benefits rather than features
  - Verbal delivery skills
  - Handling objections
  - Dealing with difficult customers
  - Negotiating techniques

• Closing the Sale:
  - Identifying buying signals
  - Effective closing techniques
  - Gaining commitment

• Maintaining Relationships
  - Providing added value
  - Moving from customer to client

• And much more!

WHO SHOULD ATTEND

• Specialists who have developed into a sales position

• Engineers, technicians and other technical staff who have developed into a sales position

• Professionals who want to grow their business/practice and sell their services to new and existing customers

• Anyone else wanting to develop their sales skills

TAKE HOME TOOLS

• Training Manual & CD

• All delegates receive one month of telephonic support relating to course content

GENERAL

Provision of the course by AstroTech includes:

• Professional Presentation of the subject matter

• All course material & tutorials

• Suitable Training Venue

• Lunch & refreshments

TERMS AND CONDITIONS

Upon receipt of your enrolment, a tax invoice will be processed and payment is required prior to the start of the scheduled course.

Should course expectations not be met for any reason, delegates are given the opportunity to leave before lunch on the 1st day and receive a full refund of the course fee.

Cancellations

A cancellation can only be confirmed if we are advised in writing at training@astrotech.co.za

For cancellations received more than one week prior to the course:

• 0% cancellation fee will apply.

For cancellations received less than ONE WEEK prior to the course:

• 50% cancellation fee will apply. 

For cancellations received within 24 hours of the course:

• 100% cancellation fee will apply.

Substitutes are welcome at no additional charge at any time prior to the course.

Postponements

Requests to postpone course attendance must be received in writing at least three full working days prior to the course commencement. Should we not receive written confirmation within this period; the postponement will be subject to an additional fee of R 1,430 (excl VAT) per delegate.

All course postponements or programme exchanges need to be utilized within 6 months of the original course booking or the course fee will be forfeited.

Cancellations on postponements or exchanges are subject to the full course fee.

Absent Delegates

In the event that a delegate does not arrive for the course and no written cancellation has been received and confirmed, the full course fee will be payable.

Presenters

Should it be necessary, AstroTech reserves the right to substitute the presenter.

Communication

When a person registers on AstroTech’s website, is registered on an AstroTech course or sends an email to AstroTech, that person consents to receiving communications electronically or otherwise by AstroTech and/or its business partners.

Disclaimer

AstroTech wish to advise that they will not be held responsible for any loss, damage or harm, direct, indirect, consequential or otherwise and howsoever arising that may be caused to any person or property during the providing of any services by AstroTech to the client.