Best Practice for Field Sales

Use the 'critical hour' to turn prospects into clients

Overview:

This is about doing all the right things to influence the prospect in the limited time available in prospect meetings.

Gain a practical understanding of best practice selling; improve personal productivity, effectiveness and time
management; quick fixes and longer-term performance improvements; maximise your chances of achieving your sales objectives.

Suitable for:
New business field salespeople who need to learn or refresh their understanding of how to be as effective as possible when selling face-to-face with prospects.

The Programme Topic Areas are:

• Gain an understanding of all the key elements of best practice selling in face-to-face situations
• Preparing and researching appropriately, in order to accelerate your progress in prospect meetings
• Professional behaviour at the beginning and throughout the meetings to impress and make an impact with your prospects
• Truly understanding prospects' needs and effectively capturing vital information to use later in the sales cycle
• Promoting your solutions in a memorable way to raise and keep the prospect's interest
• Gaining commitment from the prospect and ensuring that you keep the momentum going
• Actions to help you apply the concepts to real prospects immediately
• Summary & action plans agreed