Effective Field Sales

MODULE 1: Introduction and Course Overview


MODULE 2: Maximising Productivity in a Sales Role
Learning outcomes: Recognise the deflective tactics and time wasters that can divert our progress and weaken impact. Discover the habits of successful sales people.
Topics covered:

• Deflective Tactics -- Time Wasters
• Six Habits of Successful Sales People
• Talking to the Right People

MODULE 3: Meetings and Your Time
Learning outcomes: Create meaningful and profitable objectives for business meetings, which can be one of the greatest opportunities for increasing sales.
Topics covered:

• Getting a Face to Face Visit
• Bad Practice with Customer Visits
• Justifying the Meeting
• Objectives for the Meeting

MODULE 4: Generating Appointments
Learning outcomes: Pave the way for yourself or for a colleague by establishing the interest of customers and making the face-to face meetings easier opportunities for success.
Topics covered:

• Preparing for the Appointment Call
• Example Scripts for Generating Appointments
• Exercise: Create Your Own Script

MODULE 5: Successful Customer Meetings
Learning outcomes: What to do before, during and after the meeting to maximise the benefits and get results.
Topics covered:

• What to do Before the Meeting
• What to Do During the Meeting
• What to Do After the Meeting

MODULE 6: Creating a Good Impression in Sales Meetings
Learning outcomes: Know the importance of communication style and appearance to enhance your credibility in meetings
Topics covered:

• First Impressions
• Your Appearance Counts
• Communicating Effectively During a Sales Meeting
• Vocal Control
• Body Language

MODULE 7: Making Great Sales Presentations
Learning outcomes: Understand how knowing your audience, your message, and some simple presenting rules will make your presentations a success.
Topics covered:

• Preparing a Sales Presentation: Know Your Audience
• Preparing a Sales Presentation: Know Your Message
• Delivering a Sales Presentation: Its Easier Than You Think

MODULE 8: Interest - Creating Interest in your Customer
Learning outcomes: Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.
Topics covered:

• Customer Expectations, Questions, Wants and Needs
• Buying Signals
• Keeping Price in Its Place

MODULE 9: Desire - Motivating Customers to Buy
Learning outcomes: Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.
Topics covered:

• Understanding the Customer
• Features, Advantages, Benefits (FABs)
• Selling the Right Benefits

MODULE 10: Action - ABC: Always Be Closing
Learning outcomes: "Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.
Topics covered:

• Asking for Business
• Effective Closing Techniques
• Types of Close
• Framing the Close
• Pitfalls When Closing the Sale
• Trial Closing
• Aiming For Repeat Business
• Maximising Profit

MODULE 11: Your Personal Action Plan