Field Sales
Selling is becoming increasingly professional, and customers are demanding more from salespeople.
With customers able to gain far more information than ever before without the need for a salesperson as an information giver, the demand is for a salesperson that can add value to the customers business and create solutions that make a real difference.
This two-day workshop addresses the range of essential skills required by a today's sales person and will provide them with a clear understanding of the responsibilities and requirements of professional sales role.
Who Should Attend?
This course is designed for all newly appointed field sales staff in their first six months in selling and sales staff new to a company, with no formal sales training.
Course Objectives:
After attending this course, participants will have the ability to:
- Set meaningful sales objectives
- Achieve sales targets through effective work patterns
- Plan and prepare for the sales interview
- Establish how purchasing decisions are made
- Establish the buying motives
- Make effective use of visual aids
- Give demonstrations that gain the interest of the prospect
- Construct an effective verbal proposal, including cost justification
- Handle the prospects questions, concerns and objections
- Know when and how to ask for commitment.
Course Programme:
Developing a valuable business relationship
- Understanding the prospect's world
- Building rapport
Establishing what is valuable to the prospect
- Understanding the process of buying and selling
- Using productive questions
- Listening effectively
Providing exactly what the prospect needs and wants
- Building a compelling business case
- Putting your products and services in customers' language
- Using marketing collateral
- Presenting creative solutions positively
Gaining commitment to action
- Understanding and overcoming questions, concerns and objections
Creating well formed sales goals
- Identifying and qualifying prospects
- Balancing your pipeline
- Targeting the right people
- Using accurate records to help you sell more
