Completing Your Field Sales Approach

Overview/Description
 What does it take to successfully present valuable solutions and close sales while achieving a sense of accomplishment and trust between you and your customer? Completing Your Field Sales Approach highlights how to present sales solutions and close sales with your customers. Included in the course are steps and tips for overcoming customer objections effectively. You'll have opportunities to improve the flow of a sales call, handle objections and close a sale as you participate in role plays.

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

Expected Duration
3.5 hours

Lesson Objectives:

Presenting Sales Solutions

  • recognize the benefits of giving effective presentations.
  • apply the recommended steps of a presentation in a given scenario.
  • match the elements of a good sales presentation with examples.
  • review business information and complete a perceived-value chart for a given scenario.

    • Overcoming Objections to the Sale

  • recognize the benefits of knowing how to effectively handle customer objections.
  • match the steps involved in overcoming objections to examples of each step.
  • apply steps for handling customer objections in a given scenario.
  • apply tips for handling objections in a given scenario.

    • Closing the Sale

  • recognize the benefits of an effective sales call close.
  • match the four steps for closing a sale with examples.
  • match procedures for an action plan with appropriate examples.

    • Course Number: SALE0104