Outside salespeople have a limited amount of time in front of customers, so they must make every connection count. This entails engaging in consultative selling, which is something outside salespeople don’t always understand. Outside sales training from Pearl Lemon Sales ensures 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.
Because more stakeholders are involved in purchase decisions than ever before, outside sales training is especially vital for sales organizations today.
In order to conduct successful in-person meetings with these groups, interpersonal skills training is required. Face-to-face interaction is essential for closing complicated and significant agreements.
Attaining company objectives has grown more difficult than ever. Increased competitiveness is to blame for this trend.
In order to position solutions that address these issues, salespeople must be trained in deeper inquiry, which is sometimes best accomplished on the spot with the consumer. Customers who are fully engaged have longer-term engagements and generate more income.
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.
Bespoke, tailored for you outside sales training from Pearl Lemon Sales is different. We know that most salespeople have the basics of selling down, it’s the nuances and crucial confidence in both their presentation and interpersonal selling skills they most often lack. Our outside sales training helps them develop and hone these skills and much more.
Over the past few years, new challenges have presented themselves to even the most experienced and successful outside sales staff. During the pandemic, face to face in-office sales meetings were replaced by Zoom conferences and similar events. As the pandemic has receded, a hybrid is emerging that has seen outside salespeople challenged to excel at both, frequently in the same day.
This means that outside salespeople must learn how to still make use of all those interpersonal skills, but in a virtual environment. For all those who claim that Zoom meetings are ‘just like’ the real thing, there are those of us who understand that this statement is far from the truth.
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:
Identify and prioritize the most critical selling habits for your company’s current sales performance and where the current weaknesses lie in the sales process your outside sales people currently follow.
Promote early involvement and buy-in from your management and leadership teams to help promote 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 detailed measurement strategy based on the metrics and KPIs that are most important to you, and craft a well-coordinated, long-term plan for changing sales behavior that makes sense for your sales people.
Develop and deliver highly engaging and pertinent learning materials that encourage your sales team to try new skills and develop their capabilities in order to exceed their sales goals.
We begin by interviewing a number of stakeholders, including senior executives, sales managers on the front lines, and top-performing salespeople. This gives us a greater understanding of your organizational strategy, as well as the opportunity to look into your specific requirements. The development and implementation of your Pearl Lemon Sales personalized sales training solution is guided by these essential stakeholder interviews.
The final outcome of all of this research and interviews is an outside sales training solution blueprint. The blueprint serves two purposes:
We’ll lay out the specifics that your managers and salespeople will learn before, during, and after the personalized outside sales training sessions. We’ll also collaborate on a long-term plan and pace with you. We won’t move ahead until we have your feedback and confirm that our ideas are on the same page as yours. When we have complete buy-in at all levels, custom sales training is most effective.
This feedback control system is maintained throughout the development of all of our bespoke outside sales training programs, ensuring that we are focused on driving the sales behaviors you care about while also helping to bring your sales force on an engaging journey to build on and improve their own personal selling skills, which will translate to better outcomes in terms of both their own sales figures and your company’s bottom line.
Let’s get that essential dialogue started. Contact Pearl Lemon Sales today.