Sales Skills – Field Sales Workshop

Duration

3 days non residential

Overview

Having your own sales region coupled with a required sales target can be an enormous challenge to anyone.

This programme will show you how to complete some effective diagnostics on your region so that you really understand your starting point. It will then provide you with the necessary tools to plan your approach, implement some successful courses of action through telephone or face to face contact and then how to review your achievements.

Learning within a supportive and challenging environment delegates, will experience a blend of theories, discussions, previous experiences and practical exercises – all designed to challenge current thinking.

Who will the course benefit?

Anyone who is responsible for generating sales through Field Sales.

Course Objectives

To increase knowledge and ability to generate sales through field activities.

Skills Gained

Demonstrate an understanding and application of sales skills whilst undertaking field sales opportunity calls. Demonstrate a broad understanding of the background and nature of calls required to achieve success. Effectively take calls using the full Sales Call Process in a live environment

Content Introduction

Welcome and introduction

The client base: The requisite sales skills required to understand an effective sales call.

Sales Call: Pre and post call preparation. Your account base that you will be working with. The sales structure. The opening of a sales call and common types of sales calls. How to apply different techniques used in the “finding out” stage of the sales call process. How to match when presenting information to interested parties to maximize outcomes.

Closing: How to close and wrap up the sales. Completing the call process with post-call administration. An understanding of some real issues and successes as observed in sales calls. An assessed practice call in a roleplay situation using a call recording phone coach.