reed.co.uk Courses

Header

Sales Skills: Effective Field Sales

UK's leader of business training: with CPD accredited attendance certificate & free e-learning


Activia Training

Summary

Price
£298.80 inc VAT
Study method
Classroom
Duration
1 Day, Part-time
Qualification
6 CPD points / hours

Add to basket or enquire

Location & dates

Location
Start date
End date
20/08/2019
20/08/2019

End date: 20/08/2019

Address
The McLaren Building
46 The Priory, Queensway
Birmingham
B47LR
05/07/2019
05/07/2019

End date: 05/07/2019

Address
100-114 Wellington Street
Leeds
LS11BA
13/08/2019
13/08/2019

End date: 13/08/2019

Address
100-114 Wellington Street
Leeds
LS11BA
27/09/2019
27/09/2019

End date: 27/09/2019

Address
100-114 Wellington Street
Leeds
LS11BA

Overview

The most effective time to sell is when you’re in front of your customer, face to face. This course is designed to assist sales professionals to gain the most from this opportunity. We use different communication tools/techniques than telephone sales and must prepare differently to ensure we are as successful as possible.

Course media

Description

This course contains the following modules:

Introduction and Course Overview

Maximising Productivity in a Sales Role
- Deflective Tactics -- Time Wasters
- Six Habits of Successful Sales People
- Talking to the Right People

Meetings and Your Time
- Getting a Face to Face Visit
- Bad Practice with Customer Visits
- Justifying the Meeting
- Objectives for the Meeting

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

Successful Customer Meetings
- What to do Before the Meeting
- What to Do During the Meeting
- What to Do After the Meeting

Creating a Good Impression in Sales Meetings
- First Impressions
- Your Appearance Counts
- Communicating Effectively During a Sales Meeting
- Vocal Control
- Body Language

Making Great Sales Presentations
- Preparing a Sales Presentation: Know Your Audience
- Preparing a Sales Presentation: Know Your Message
- Delivering a Sales Presentation: Its Easier Than You Think

Interest - Creating Interest in your Customer
- Customer Expectations, Questions, Wants and Needs
- Buying Signals
- Keeping Price in Its Place

Desire - Motivating Customers to Buy
- Understanding the Customer
- Features, Advantages, Benefits (FABs)
- Selling the Right Benefits

Action - ABC: Always Be Closing
- 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

Your Personal Action Plan

'

Who is this course for?

Anyone who is involved in a customer facing role where selling is involved. This can include field support staff, exhibition staff, etc, as well as people at management or supervisory level who need to better understand the environment that their teams work in.

Questions and answers

No questions or answers have been posted about this course.

Rating and reviews

There haven't been any reviews for this course yet.

Please sign in to review this course.