Selling Skills for Field Personnel

The Selling Skills programme, for external or field salespeople. Whether the role is a representative role through to a value-added seller, one-off sales or repeat business, this programme has assisted literally thousands of people and is averaging increases of 20% to well over 100% in their sales results in short time-frames.

The Selling Skills programme is based on consultative selling skills methods, placing high emphasis on ethics, generating new and on-going business and communication skills through NLP (Neuro linguistics).

The information in the programme is about assisting sales people in understanding the structure and foundations of successful selling rather than cliché responses to problems in a sale. It gives them the control to ensure they are successful at selling whilst the customers are receiving what they require.

The questioning techniques and actual questions they ask customers and how they conduct the sale from start to success. This is one of the most intensive and thorough sales training programmes available that directly impacts the results you achieve.

Who Should Attend?

This programme is designed specifically for sales personnel that are technical or consultative/solution sellers and require to articulate product/service to their customers. You will have a budget responsibility servicing existing accounts or securing new business.

Note: This programme is not suitable for FMCG personnel selling to grocery and related areas. Please refer to the Mastering Sales™ FMCG Programme.

Course Modules

Module 1: Bringing Your Selling Style In Line With The Current Market Demands

• Characteristics and developing the attitude of a top professional and maintaining your motivation levels
• Understanding the "new" customer style and what they demand of you as a salesperson
• Selling in the new century, compared with other decades
• Viewing business through the eye's of the customer
• Understanding value-added selling versus price selling
• The effects of discounting and how to avoid being caught in price comparisons

Module 2: Communication, Building Rapport And Personalities

• Removing the myths of building rapport
• Building genuine rapport through Neuro linguistics (NLP)
• Understanding people's preferred methods of taking in information and buying
• Avoiding the barriers that stop your customer buying your product / service
• Identifying the four behavioral styles through personalities
• How to sell to each different style

Module 3: The New Sales Process, Prospecting Plans, Decision Makers And Qualification

• Working with the New Sales Process
• Planning and working a successful prospecting programme
• Programming your activity levels to exceed budgets
• Keys to successful prospecting techniques
• Understanding Decision Makers and how they influence your results
• How to consistently qualify prospects to improve your sales
• Telephone prospecting techniques for gaining appointments

Module 4: Opening The Sale So That You Do Win The Business

• Keys to finding a prospect's real needs through the five step process
• Identifying what most sales people don't do that costs them sales
• Techniques for a thorough needs analysis
• Understanding the quality of questions you need for success

Module 5: Presentations And Selling Tools

• Understanding the mechanics behind presentations to get results
• Maximising the use of your selling tools
• Points to avoid when doing a presentation
• What stops the buyer actually buying

Module 6: Handling Objections And Closing The Sale

• Learning to identify why objections occur in your sales
• Working with objections so that the customer still wants to buy
• Handling the price objections
• Skill of soft closing and techniques you can implement

Learning Outcomes

The programme will develop a sales person to be a more sophisticated professional with strong Consultative Selling and Communication Skills. They will be more organized, focused and alert to opportunities. They will be fully informed of how to deliver over budget results. They will be able to secure those opportunities for profitable business to the organization.

Duration

One module a week over 6 weeks (recommended)– access 24/7 for convenience

Personal Trainer

Yes with individual 360 degree training provided to ensure understanding of information

Skill Application Assessment

Yes, with each module of the programme

The Mastering Sales™ Guarantee

If we cannot increase your sales by at least three times the cost of the programme and you have completed the course from beginning to end and put the majority of ideas into practice, we will give your money back in full. We guarantee to increase your Sales!

Certificate

You will receive a Certificate acknowledging your completion of this programme.

Investment

Please contact the office nearest you for all pricing via the contact page on this website.

Conditions of Participation

This programme is subject to copyright and for attendance by the nominated participant. The programme is provided under specific conditions of use and entry to the Online Training Room. Contact the office for full details.

Course Links / Next Step

Mastering Sales™ Major Account Management Programme

Mastering Sales™ Team Management Programme