Applying Your Field Sales Approach

Overview/Description
 A unique quality of effective field sales representatives is their ability to assess their customers' needs, determine sales opportunities, and access the decision makers--often in one or two sales calls. Sound impossible? It's not if the sales professional applies the essentials presented in Applying Your Field Sales Approach. This course provides sales strategies to change your customers' perceptions of you from vendor to sales consultant by addressing these important factors: asking the right questions and listening to customer needs, avoiding actions that impede sales calls, identifying sales opportunities, and targeting the decision makers.

Target Audience
 Field sales representatives engaged in face-to-face selling to large numbers of accounts located in assigned territories

Expected Duration
4.0 hours

Lesson Objectives:

Communicating Effectively with Your Customers

  • recognize the benefits of using questioning and listening skills to effectively communicate with customers.
  • use effective questioning techniques in a given scenario.
  • match active listening techniques to examples of each.

    • Accessing the Decision Maker

  • recognize the benefits of accessing the decision maker during a sales call.
  • match the actions for dealing with a gatekeeper with appropriate examples.
  • apply the steps for cold-calling a decision maker directly in a given scenario.

    • Evaluating Sales Opportunities during the Sales Call

  • recognize the benefits of accurately assessing the opportunity during a sales call.
  • match the two account assessment questions to their correct examples.
  • apply the steps for positioning a one-call approach in a given scenario.
  • apply the steps for positioning a multi-call approach in a given scenario.
  • match the actions that impede sales calls with examples of how to avoid them.

    • Course Number: SALE0103