Specialist Trainers in Behavioural Change

Fieldsales Development

sales and busienss development
What are the programmes all about?

These programmes focus on the key aspects of the field salesperson's role, from prospecting for new clients, influencing and persuasion skills to gaining a commitment from the client. The results are increased business and greater confidence in being able to win sales from the competition

Who are they designed for?

These courses are aimed at anyone who needs to influence others in order to win new business.

What are the course objectives?

  • improved sales results
  • greater ability to influence prospective clients in a positive manner
  • personal improvement that is both concrete and measurable
  • stronger influencing skills and increased business from new and exisitng clients
  • increasing the delegate's effectiveness in dealing with client
  • increased profiability

What is ALP's approach?

These programmes will encourage the delegates take an in-depth look at themselves and make them very conscious of their own sales skills and the impact they create on others. It is this aspect that provides the mental stimulation and challenges the minds of the delegates.

The content of ALP's fieldsales development programmes is very practical and is based on real sales situations.

Delegates are motivated and encouraged by the fact that they can immediately apply the skills which have been discussed in the programme, in their sales environment.

The sessions are very interactive with the course director working in a facilitation role….aiding and steering the learning.

What are the key elements?

When a course is designed, it is likely that some or all of the following subjects form the core to the programme, with additional topics being added to ensure fulfillment of the training requirements.
  • Investigating the meaning of selling
    • Understanding what selling is all about
  • How do we work with concrete objectives?
    • How can they be used to help increase sales?
  • Improving our methods of communication
    • Overview of what constitutes effective communication
    • More attentive listening skills (exercise)
  • Quality prospecting methods
    • Review of best practice...Quality vs. Quantity
  • How to make better use of the telephone
    • Appointment making on the telephone (exercise)
  • Working through preparation on a business development call
    • How well do we prepare and what should we prepare?
  • Understanding other people better…character types (in depth analysis)
    • Knowing how to customise our ‘pitch’ according to the person
    • Recognising the need to modify our style and behaviour
  • Making that important first contact:
    • 'Being different from the rest' (exercise)
  • Improving our presentation skills to a group
    • Looking at the influencing and persuasion elements of presentations and how to ‘create an edge’ over our competitors (exercise)
  • Making the sale / extracting the brief:
    • Being more effective in front of clients/prospects
  • Application of the learning to our own services
    • Tailored exercise to the client's products/services(exercise)
  • How to create a strong and positive attitude with our clients
    • Looking at the art of influencing others
  • Handling client objections
    • Communicating to clients under difficult circumstances and showing self-control when under pressure (exercise)
  • Understanding the reasons why people buy and linking them to our products/services
  • Improved questioning techniques
    • In-depth examination of their ability to ask quality questions (exercise)
  • Influencing more effectively on a one-to-one basis
    • How do we influence individuals? (exercise)
  • How to deal with complaints
    • Knowing how to calm customers down and build loyalty (exercise)
  • The ‘sales presentation’ to the decision making group
    • Looking at what other factors come in to play (exercise)
  • Negotiation skills
    • Identifying the key principles of negotiation
    • Searching for variables
    • Recognising the impact of deadlines
  • The close and greater self-assurance
    • Reviewing the delegates’ ability to 'close' or gain commitment to the next move

What will the delegates have to do?

Prior to the programme, delegates are asked to consider their personal objective in attending the course.

At the end of each training session, the delegates will be given various assignments, depending on the content of the programme, to complete in preparation for the next session. Before every session the delegates will be required to prepare a written report back on their experiences of implementing their namecard decisions and the results obtained.

How long do the courses last?

The duration of a course is typically four to seven days and is determined by the client's specific training requirements. After any initial exploratory meetings, company familiarisation or skills audits, ALP can advise on the programme's duration.

If this sounds like the type of programme that can make a difference with your team, please contact us about our Fieldsales Development programmes.

Or call us on +44 (0)1832 732560 and speak to one of the team.

 
Suite2a,
Game Barn,
Polopit,
Titchmarsh,
Kettering,
Northamptonshire
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