Things are changing in sales. A revolution is unfolding. Evolution was fine, but now change is happening faster.
It’s harder for your team to get to see customers face-to-face. We still have CoVid restrictions and social distancing. We are all becoming less keen on just meeting people for the sake of it. Consequently your sales team needs to be good at using their sales skills over the phone or on Zoom / Teams etc. This is becoming the new battleground.
Telephone skills for your field based sales team can be easily overlooked.
You don’t need me to tell you that field based sales people cost significant amounts of money. With many sectors finding the current business environment challenging, it is important to make the most of their time and their skills.
Their ability to use the phone effectively to close deals and book themselves appointments is key. However they’ve probably never had training for this sort of thing. Yes they know how to sell things face to face. But they may not have ever done work on how to get past the gatekeeper. This is not a problem you face when out on the road. Another significant difference with telephone work is that you have to do the same job : explain yourself, introduce the company, explain your products and services clearly, but in much less time. It’s a bit like speed dating I always think. You will frequently get an hour or so with someone that you visit. But you will rarely get an hour on the phone to make your pitch to someone. So you have to do the same job – much, much quicker.
We offer telephone skills training for your field based sales team. If you have 4 or more field based sales people we can run an in-house ‘commissioned’ course on your premises. If you have a smaller team, why not get them involved in one of our open courses, where they will learn alongside sales people in other business to business or industrial sales environments. Whatever you decide to do, it is important you do something.
We can also attend appointments with members of your sales team and give you an independent assessment of how they conduct their sales calls. Just a few things identified here, can have a dramatic effect on sales results. If you already attend appointments with them – great, if not why not get our independent assessment ? Find out more here.
For more details on how this could benefit you, let’s talk on 01858 461148 or drop us your details on our contact page. We run telephone skills training courses and workshops across the East and West Midlands including Birmingham, Leicester, Coventry, Northampton, Wellingborough, Corby, Milton Keynes, Bedford, Nottingham, Derby, Oakham, Peterborough, Cambridge, Newmarket, Bury St. Edmunds, Kenilworth, Stratford and Leamington Spa