Outside salespeople must make the most of their brief time with customers by forging meaningful relationships. This requires participating in consultative selling, something outside salespeople sometimes can’t comprehend. Pearl Lemon Sales’ outside sales training makes sure they do.
Outside sales (sometimes referred to as “field sales”) is the process of selling a company’s products or services outside of the office. Field sales representatives frequently travel to the customer’s location to make a direct sale.
Today’s sales organizations need outside sales training more than ever before because there are more stakeholders involved in purchasing decisions than ever before.
Interpersonal skills training is necessary to conduct productive in-person encounters with these individuals. For the successful conclusion of intricate and major agreements, face-to-face communication is necessary.
Organizational objectives are now harder to achieve than before. The cause of this tendency is heightened competition.
Salespeople need to be taught how to make in-depth inquiries with the customer, and this is better done in person with the customer. Fully engaged customers stay with you for more extended periods and spend more money.
During field and outside sales training, being adept in customer-facing scenarios is an important ability to develop. Field sales representatives must be able to approach the conversation with sincerity by employing a questioning strategy that elicits the customer’s wants.
Field sales can be challenging since it requires both parties to acknowledge the magnitude of the business difficulties. Openness elucidates the details that will provide effective professionals a competitive advantage. Simply put, outside salespeople must be taught how to establish and maintain connections. And that’s something that most off the shelf outside sale training programs just don’t address properly and certainly can’t achieve.
Outside sales training from Pearl Lemon Sales is unique because it is customized for you. We are aware that most salespeople have the fundamentals of selling down, yet, they frequently lack the subtleties and critical assurance in both their presentational and interpersonal selling abilities. These skills and many more are developed and refined through our outside sales training.
Even the most seasoned and effective outside sales personnel have faced new obstacles in recent years. Face-to-face in-office sales meetings were swapped out for Zoom conferencing. Not only that, salespeople are being pushed to be exceptional at both.
Therefore, outside salespeople must learn how to apply all of those interpersonal abilities in a virtual setting. But for the better part, Zoom meetings can’t equal physical meetings.
For this reason, our outside sales training puts a focus on the sales conversation’s important framework. It lays out a clear path for a productive, buyer-focused conversation, whether that conversation takes place in a client’s office in person or via a video call on a salesperson’s phone or laptop.
One of the biggest things that sets our outside sales training programs apart from others is that every client is offered their own, highly personalized and bespoke sales training packages that addresses the key issues they specifically face at that moment in time. One size fits all sales training packages can’t do that.
How do we do this when so many others don’t? The process by which Pearl Lemon Sales develops personalized sales training programs includes the following steps:
Determine the shortcomings in the current sales process that your outside salespeople use, as well as the most critical selling behaviours, and rank them in importance.
Encourage early participation and agreement from your management and leadership teams to support change.
You’ll need clarity and accountability integrated into your personalized sales training to keep on track with your schedules and goals. We make certain that it is.
Integrate and foster consistency and support of the technologies and processes that your teams already use. We don’t want to change everything if certain elements of your sales processes ARE working, we want to help you make them better.
Create a thorough measuring approach based on the indicators and KPIs that are the most significant to you, and then develop a well-coordinated, long-term plan for modifying sales behaviour that makes sense for your sales staff.
Create and offer highly relevant learning materials that inspire your sales force to experiment with new skills and advance their knowledge to surpass their sales targets.
We start by conducting interviews with a variety of stakeholders, including senior executives, front-line sales managers, and top-performing salespeople. In addition to giving us the chance to look into your unique requirements, this helps us better grasp your organizational plan. These crucial stakeholder interviews serve as the foundation for developing and implementing a customized sales training package.
The end result of all of this research and interviewing is a roadmap for an outside sales training solution. The blueprint accomplishes two things:
We’ll provide the specifics that your managers and salespeople will learn ahead of time, during the training, and afterwards. We’ll also work with you to develop a long-term strategy. We won’t proceed until we have received your comments and are confident that our thoughts are in line with yours. When we have unanimous support at all levels, custom sales training is most effective.
This feedback control system is upheld throughout the creation of all of our customized outside sales training programs, ensuring that we are focused on promoting the sales behaviours you value while also assisting in the development and improvement of your sales force’s selling abilities. This will result in better findings for both their individual sales figures and the financial health of your business.
Let’s get that essential dialogue started. Contact Pearl Lemon Sales today.