From the course: Field Sales Management

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Training: The sales process

Training: The sales process

From the course: Field Sales Management

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Training: The sales process

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- The vast majority of the companies that we work for have a sales methodology structured to fit their product or service offerings. It could be a specific program like the challenger sale, collaborative selling, or solution sales. I'm of the school of thought that the basic seven to 10 step sales program that's centered on information, need, and product service is the one that works 90% of the time. It's also one you can customize to fit the nature of your business and the type of sales staff you have. You may even want to review in the library my course called Creating Your Sales Process. The planning, research, solving and presenting, along with closing and follow-up stage of the sales process are similar no matter what your sales position may be. However, for field people, I definitely think you need to add some additional training because of the nuances of working remotely. And who knows those nuances better than you? The corporate trainer in human resources? The consultant hired…

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