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Field Sales

Activia Training
Course summary
1 day
249 GBP excl. VAT
English
Birmingham, Leeds, London, Manchester, Reading
Next available date: Enquire for more information - Leeds
Professional Training

Course description

Our Field Sales course will push your Selling Skills skills to a new level.

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.

Training Course Content

Introduction and Course Overview
Maximising Productivity in a Sales Role
  • Deflective Tactics -- Time Wasters
  • Six Habits of Successful Sales People
  • Talking to the Right People
Meetings and Your Time
  • Getting a Face to Face Visit
  • Bad Practice with Customer Visits
  • Justifying the Meeting
  • Objectives for the Meeting
Generating Appointments
  • Preparing for the Appointment Call
  • Example Scripts for Generating Appointments
  • Exercise: Create Your Own Script
Successful Customer Meetings
  • What to do Before the Meeting
  • What to Do During the Meeting
  • What to Do After the Meeting
Creating a Good Impression in Sales Meetings
  • First Impressions
  • Your Appearance Counts
  • Communicating Effectively During a Sales Meeting
  • Vocal Control
  • Body Language
Making Great Sales Presentations
  • Preparing a Sales Presentation: Know Your Audience
  • Preparing a Sales Presentation: Know Your Message
  • Delivering a Sales Presentation: Its Easier Than You Think
Interest - Creating Interest in your Customer
  • Customer Expectations, Questions, Wants and Needs
  • Buying Signals
  • Keeping Price in Its Place
Desire - Motivating Customers to Buy
  • Understanding the Customer
  • Features, Advantages, Benefits (FABs)
  • Selling the Right Benefits
Action - ABC: Always Be Closing
  • 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
Your Personal Action Plan

About provider

Activia Training

Activia Training

When you organise your training, you need a partner who is able to deliver the skills improvements you need, and Activia have grown into a major UK provider on the strength of excellence in key areas. Whether it's competitive prices,...


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Reviews

Average rating 4.6

Based on 9 reviews

Sarah
(4)
Stuart is a brilliant trainor! Made the content more interesting! Thanks Stuart!
Jo
(5)
Great trainer!
David
(4)
It was a good day, thank you.
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Reviews
Course rating
(4.6)
Based on 9 reviews
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