I’ve worked on a few projects recently where companies realise that their sales team used to driving around the country visiting people need to be more skilled at communicating with customers over the phone. And it is a different set of skills. Some of them ask for training in this area and some are simply reluctant to do it.
Many customers are still wary of meeting people F2F if they don’t need to. Second fuel prices are rising and so the cost of fuelling sales teams’ cars is increasing. Wages and raw material costs are rising so businesses need to find other areas to save money.
Is this then a new reality? Your field based sales team aren’t likely to be able to visit your customers with the same frequency as they once did. They will use the phone for much more customer communication in the future. Less face-to-face contact – but much more time on the phone. Making initial contacts, keeping in regular contact, following up proposals etc.
How good is your sales team on the phone?
Your sales team is an expensive resource and they want to get as much from their customer contact as possible. Chances are they much prefer this face-to-face communication. They need to adjust to a new reality. Could they do with some help with this?
- How to structure a good phone conversation
- What pre-planning they need to do
- How to handle customer meetings on Zoom
- How to generate engagement on the phone. It’s much easier when you’re sat with them
These topics are likely to become the new battleground for companies competing for customer business. How well equipped is your team to deal with this new environment?
If you recognise that your sales team could do with some help, let’s talk. You can drop some details via our contact page. All To Market training has switched back now from online to F2F. To Market has developed bespoke training for companies based on 20 years experience of dealing with customers on the phone. So while this way of working may be different or new for your sales team, we have been working this way for years.
And if you don’t want to do it F2F we can run a programme based around a series of 60 – 90 minute Zoom sessions.
It doesn’t matter where you are in the UK, we can work with you in Birmingham, London, Manchester, Leeds, Bristol, Liverpool, Nottingham, Derby, Leicester, Northampton, Milton Keynes or anywhere else in fact.