"No Luck Needed" Outside Sales

Field Sales Foundations

Length: 3.5 hours

Description: This course introduces you to the basics of the field sales approach. You'll learn about its value and the importance of customer perceptions, premises for choosing the field sales approach, how it compares with a purely product-focused approach, and the planning, implementation, and closing steps for superior field sales performance.

Planning Your Field Sales Approach

Length: 4.5 hours

Description: This course demonstrates how to generate effective account profiles, emphasizing the information needed for effective field sales pre-call planning. Finally, the course offers tips for managing time, territory, and paperwork in ways that will enhance performance and the bottom line.

Completing Your Field Sales Approach

Length: 3.5 hours

Description: Included in the course are steps and tips for overcoming customer objections effectively. You'll have opportunities to improve the flow of a sales call, handle objections and close a sale as you participate in role-plays.

Applying Your Field Sales Approach

Length: 4 hours

Description: This course provides sales strategies to change your customers' perceptions of you from vendor to sales consultant by addressing these important factors: asking the right questions and listening to customer needs, avoiding actions that impede sales calls, identifying sales opportunities, and targeting the decision makers.

Sales Skills Simulation

Length: .5 hour

Description: In this simulation, you are working in the field, and your boss has entrusted you to make two sales calls for her. Test your knowledge to see how effectively you can navigate through this simulation.

Using Persuasion Techniques to Boost Sales

Length: 9 minutes

Description: This Business Impact focuses on five persuasion techniques that can put savvy salespeople on the leading edge.

Sales Communications Foundations

Length: 7 hours

Description: This course will help you to understand how the foundations of interpersonal communications impact your sales communications. It will provide you with communications strategies that will help you most effectively send and receive sales messages to and from your clients.

Sales Communications Essentials

Length: 7 hours

Description: This course will help you to strengthen your sales communications skills, enabling you to communicate your value proposition with more persuasive power.

Telesales Communications

Length: 6 hours

Description: In this course, you will learn how to use the telephone to achieve personal sales success. You will be given techniques that will guide your actions. You will be given strategies that will help you compensate for the telephone's lack of nonverbal cues.

Sales Communication Techniques Simulation

Length: .5 hour

Description: In this simulation, you will try to sell Procedure Protocols Plus to Medico Managed Care Group, a large health insurance company. You will meet with four different buyers from Medico and each will require you to adapt to a different communication style. Also, you will need to tailor your sales message depending on the type of buyer with whom you are speaking. If you are able to successfully communicate your sales message to all of the buyers, you will make the sale!