Field Sales Success
Overview - This essential 2 day course aims to equip the attendee with a range of skills designed to assist them in avoiding poor sales results, breaching legal health and safety, data protection and other legal obligations.
Audience
The primary audience for this course are individuals who are either new to field sales or experienced sales professionals who either want or need to refresh their selling skills and to raise their awareness of their legal obligations.
The problem
There are salespeople who are breaking the law day in day out simply due to the fact that they are not aware of their legal responsibilities, often thinking that health and safety or data protection is their boss's responsibility - as a result the individual and his/her employer are left highly vulnerable to litigation and time wasting admin after a serious breach, (often at the very highest level + usually involving the Managing Director/CEO/company lawyer) - this course aims to address these issues and also to deliver a range of highly effective sales skills - meaning that your salesperson can operate within a territory with peace of mind effectively, safely and profitably.
At course completion*
- Have a post course workable sales action plan
- Be able to capture the attention of any prospect irrespective of mood and generate buy in and commitment to the product/service for sale
- Be able to identify or create real and compelling prospective customer needs
- Be able to deliver a highly effective sales message
- Able to recognise the difference and importance of needs and wants
- Be able to deliver exceptional levels of customer service and account management
- Territory management and planning
- Be recognisable as a salesperson with active listening skills
- Be familiar with their legal responsibilities (Health and Safety/ Data protection)
- Have the ability to win testimonials
- Be able to recognise buyer preferences and deliver a sales approach that fits
- Have objection avoidance
- Have acquired a range of closing skills and be able to recognise when to apply them
Prerequisites
- Pre course questionnaire (Kuta document)
Module 1: The basics of selling - this modules aims to cover the basics, namely establishing needs/wants, understanding the importance of uncovering the need behind the need, why wants can be more powerful than needs
Module 2: Questioning and probing skills - this module aims to provide the salesperson with a range of questioning skills designed to provoke thought, interaction and commitment to your sales process, It also includes planting the seed technique.
Module 3: Salesperson behavior + performance - this module aims to address the unofficial code of conduct all salespeople should abide by, using stories, metaphors and anecdotes, The module also explores salespeople's appearance, tone of voice, sales planning checklists including Key Performance Indicators. (Kpi's)
Module 4: The sales plan - this module provides all the information needed to co create a highly effective sales plan, territory planning and management.
Module 5: How to actively listen - this module helps the salesperson acquire the skill of listening, helping to create a favorable impression whilst contributing to rapport building - an essential sales skill.
Module 6: Legal aspects of field sales - this module covers the fundamentals of selling "in the field" - this module also provides the individual with the must know, should know and nice to know aspects of both their and their employing company's sales legal obligations.
Module 7: Buyer preferences - this module explores why some buyers prefer the detail whilst others act on impulse. This module is workshop orientated thereby helping your salesperson co create a range of probing questions that will help uncover the preferred way his/her prospect wants you to sell to them.
Module 8: The compelling sales message - this module helps the salesperson co create a highly effective and compelling introductory message - the message will be interest generating and an essential starting place to build upon during the sales process.
Module 9: Motive to action - this module explores motivation and why having other people involved in your sales action planning is essential - we explore the typical carrot and stick approaches to motivation and why both have a place alongside your goal planning.
Module 10: Testimonial generation - this module explores the importance of client testimonials and how to get them.
