Field Sales Training

Our field sales training programme is relevant to sales executives in both B2B and B2C environments.

Course introduction

Sales follows a simple formula. No matter which way you look at it, it always comes back to a single, fundamental principle: the Single Sales Principle®, which states that ‘people buy when a compelling need is matched with a credible solution that offers perceived value’.

Our field sales training programme helps you to understand the reasons why people buy. We also introduce you to the ‘DECIDE’ sales process, a methodology designed specifically to achieve and maintain the highest level of results.

What’s included in the course?

By the end of our field sales training course you will:

  • Understand the importance of demonstrating value when selling premium products
  • Understand the power of belief when selling
  • Know how to define a value proposition
  • Be able to engage a customer when cold calling
  • Understand how to deliver a credible introduction
  • Learn how to gain key information from a customer
  • Be able to identify compelling needs that motivate a customer to action
  • Understand how to present features and benefits in an engaging way
  • Be able to Identify customer types and adapt your selling style to meet them
  • Appreciate the relationship between cost and solution match
  • Use value tools to demonstrate value
  • Understand the principles of negotiation and negotiate using variables
  • Be able to use a structured process when handling objections.

Course duration and location

This is typically a 1 day course that can be delivered in-house or as an open course.