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Field Sales: Face to Face Selling

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.

Target Audience

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.

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Learning Objectives

By the end of this workshop, delegates will be able to:

  • Generate valid appointments that should lead to a tangible result, not just social visits
  • Maximise their time at work and learn how to work smarter to achieve more
  • Hold successful customer meetings which have been properly prepared for
  • Deliver effective, informative sales presentations without nerves
  • Create a lasting, positive first impression with our customers
  • Generate interest in our products/services within our customers by using powerful questioning techniques
  • Motivate your customers to want to buy, handling objections well and selling tailored benefits
  • Confidently close the sale by asking for business and gaining commitment

Course Content

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

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