5 Top Tips for Field Marketing Sales

Mar 30, 2017

In an increasingly competitive market, brands rely on field sales marketing agencies to bring a truly distinct advantage to their products, particularly in the field of direct sales. The sales team are the face of the brand, speaking to, and convincing potential customers why they should buy and engage with the product. While there is no set formula for success, over the years we have carefully refined this process to ensure that our teams are best placed to make that sale, and we would like to share our 5 top tips for field marketing sales with you.

1. Knowledge is Power

If you know and understand your product, you will automatically be able to speak with confidence and authority on the subject, making you naturally more compelling to listen to. With knowledge, you are able to generate curiosity in the product and create a compelling reason why the customer should listen to you – you then have the opportunity to deliver and convince the customer that the solution you have is just right for them. This knowledge allows you to tailor your conversation around the customer which is far more convincing than reeling off a sales script.

2. Be personable & positive

It goes without saying that people buy from people. You have to adapt your style to suit the customer you are talking to. This skill may take time to develop but the best sales people are able to adjust their pitch based on what will resonate best with the customer. To do this you need to engage with the customer to understand what their view is on a specific product. What are the pain points, frustrations, likes and dislikes. How can you help make their life easier, better, cheaper, safer, quicker or more fun? Empathise and find a common connection. Being yourself and being honest with the customer is the quickest way to establish trust and rapport. You can then use this information to craft a personal approach, by adapting the language you use, your body language and the level of familiarity you think the customer will respond best to. Everyone is different and being able to relate to a wide variety of people is part of the fun of field sales marketing and what differentiates good sales people from great sales people.

3. Talk benefits not features

Once you know how the product can help them, keep bringing the conversation back to the product benefits for them. Casually remind them how it can make their life simpler, better, cheaper. While stats can be interesting, not everyone wants to know about statistics, but they will remember how the product will benefit them. This is the part where you need to be your most compelling without being too pushy. Sales people who are too pushy often end up losing the sale at this stage. You will need to read the customer to gauge whether you have managed to convince them and if they are ready to close the sale.

4. Have a closing strategy

Once you have established rapport and convinced them that this product is what they need, be confident about how you are going to close them. The best sales people do this so smoothly that the customers agree to what’s been said before they realise that they have been sold to. Again, there are numerous ways to close the sale, here are some of our favourites:

  • Ask a customer if there is any reason based on the benefits you highlighted why they would not proceed – if they say there is no reason not to proceed, you have a sale. If they give a reason you have time to address this.
  • The assumptive close. Proceed as though they will close. “ So when would you like to start?”
  • Ask a customer if there is any reason based on the benefits you highlighted why they would not proceed – if they say there is no reason not to proceed, you have a sale. If they give a reason you have time to address this.
  • The assumptive close. Proceed as though they will close. “ So when would you like to start?”
  • Be disarming – “Why don’t you give it a try” this is an invitation more than a sales pitch
  • Make them feel like they are getting a deal – “ Because I like you, I will…”
  • Doing more for the customer or giving something extra makes them feel like they are winning. Our clients are happy clients, smile on business card.

5. Staying positive even if someone says no

Inevitably you will get more “no’s” than sales. Don’t take this personally. It’s a numbers game, the trick is to stay positive and move on to the next customer who may say yes.

Not everyone needs your product right now but they may do in future. Remember it’s about building relationships, so to be nice to the ones who say no. They have the right to say no, and if you remain pleasant and professional they will remember and may say yes in the future.

Although we have highlighted our top 5 field sales marketing tips we know that there are many variables that help make a sale, and many skills required to make you a great sales person. Our advice is to always be on the lookout for ways you can improve your style. This can be through books, articles, YouTube videos or speaking to other sales people. Asses yourself and focus on the areas where you think you are your weakest, and make a plan to overcome those weaknesses. Don’t be afraid to ask for help or advice from your sales manager or sales director. Above all approach it with a positive ‘can do’ attitude and you’re more than likely to succeed. Good Luck!