Sales Training Workshops
High-Impact Field Sales
A one-day course designed to help field salespeople gain the skills they need to sell with confidence in a face-to-face environment.
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“Field Sales” is an age-old method of selling and for many; the term conjures images of extensive travel and persuading people to buy something. But changes to the field sales environment over the last decade – the Internet, security concerns, rising product and service complexity and corporate buying regulations – have altered the playing field. The modern field salesperson must present value for the buyer not only in the final product or service, but also during the buying process. Crafting conversations that present value is one of the key objectives of High-Impact Field Sales.
High-Impact Field Sales is an interactive, facilitator-led training workshop designed to educate sales professionals of all levels to sell in the field with confidence. This workshop is centered on a five-step sales model and based upon a series of sequential activities the field salesperson must accomplish to get the sale. Upon completion of this course participants will have mastered three primary skills -
- How to organize their territory and time effectively
- How to conduct a customer sales interview
- How to make an effective and engaging customer presentation
High-Impact Field Sales session objectives:
- Understand the 5-Step High-Impact Field Sales model
- Identify ways to prepare for the field sales call
- Learn how to penetrate accounts more effectively
- Determine how to manage a territory effectively
- Learn how to probe for active needs
- Learn to present your product or service as a solution
- Overcome customer objections
- Ask for and close the sale
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