Future Perfect logo
Specialists in Success since 1993
Business development & training solutions for science /
technology / healthcare & medical / engineering companies
Tel: 0044 (0)1425 552125
For Bookings and Enquiries call 0044 (0)1425 552125
Open Programmes
( 2.5 days)

Price: £795 + VAT
(35% discounted rate for extra delegates attending same session)

- Check Dates & Venues


Terms & Conditions
One-to-One Intensive
( 2 days)
Price: £945 + VAT






Terms & Conditions
In-House Customised
(2 days)
Minimum 2 delegates
Price: £745 + VAT
for 1st delegate plus £465 + VAT for subsequent delegates to a maximum fee of £2500.00
+ travel + VAT

Terms & Conditions
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Success in Field Sales & Service
Structured Selling
& Account Development Skills Level I
Our most popular sales training session which achieves highest repeat business levels year after year.

This 2.5 Day Programme provides all the skills needed to execute the field based sales role. It offers a structure within which new business can be identified, qualified, developed and closed efficiently and effectively.

The content is best suited to new team members who have made some customer visits already, and also to those who can benefit from further developing and updating their basic skills to achieve higher targets.
PROGRAMME

Role of the Professional Salesperson
- responsibilities to company &
    customer

Effective Communication Skills
- verbal and written

The Sales Process
- identifying customer needs
   and motivations to buy
- making appointments & call planning
- establishing the facts
- qualifying the sale
- presenting your case
- Features / Benefits analysis
- sales resources
- proof activities 
- defining & handling objections
- price objections
- consequences of discounting
- objection prevention
- closing the sale
- competitor activity

Account Development
- account structure
- decision makers
- recruiting ambassadors
- sources of account information
- account objectives

The Basics of Sales Negotiation
- the WIN / WIN concept
- preparing to negotiate
- establishing foundations
- identifying common ground
- closing the gap
- reaching agreement

Self Management
- time planning
- long / medium / short term planning
- relating tasks to time
- activity prioritisation
- setting & monitoring time goals
- territory planning
- customer records
- accurate business forecasting
- sales forecasts

Building the Business
- historical / current profiles
- investigating future profiles
- sources of new potential customers
   verbal / paper / electronic
- researching the territory
   & prospecting
- cold calling