Outside Sale: How to Close Big Deals Faster Than Ever

Did you know that outside sales account for over 71% of all B2B sales in the U.S.? That’s because it’s all about building real, face-to-face connections with clients.

If you’re looking to make field sales, close deals faster and land bigger contracts, you’re in the right place. In this guide, you'll learn proven strategies to master outside sales and grow your business!

What is Outside Sale?

Outside sale means inside sales representative selling products or services directly to customers outside an office. Sales representatives travel to meet potential or existing customers.

They build and maintain relationships, give presentations, and close deals in person. This job needs strong communication and negotiation skills.

Outside sales reps often visit businesses, trade shows, or even go door-to-door to reach clients, making it more personal and engaging than inside sales.

Inside and outside sales roles can strategically collaborate to maximize sales effectiveness, leveraging the strengths of both remote and face-to-face interactions.

Essential Skills for Outside Sales Representative

1. Strong Networking Abilities

Networking is all about building connections with people who can help you succeed. For both outside sales reps and inside sales professionals, this means connecting with potential customers, existing clients, and other sales professionals.

It’s a way to create opportunities for outside sales representative salary, and build trust.

How to do it:

• Attend Industry Events: Participating in trade shows, conferences, and industry events is a great way to meet new people. You can introduce yourself, share what you do, and exchange contact information.
• Use Social Media: Platforms like LinkedIn are powerful tools for networking. You can connect with potential clients, follow companies, and join industry groups to stay updated.
• Follow Up Regularly: Networking doesn’t end after meeting someone. Make sure you follow up with a quick message or email. This keeps the connection warm and shows you value the relationship.
• Ask for Referrals: When you build strong relationships, don’t be shy to ask for referrals. Happy customers can introduce you to new potential clients, helping you grow your network.

2. Excellent Time Management

Time management means using your time wisely to get more done in less time. For outside sales reps, this is crucial because you often have to juggle meeting potential clients, visiting existing customers, and handling paperwork.

How to do it:

• Create a Daily Schedule: Start each day with a plan. List down who you will visit, what tasks you need to complete, and when you’ll do them. This helps you stay organized and ensures you don’t forget important meetings.
• Prioritize Your Tasks: Decide which tasks are most important and handle them first. For instance, meeting potential customers might take priority over doing paperwork.
• Set Clear Goals: Have specific sales goals, like how many clients you want to meet in a week. This helps you stay focused and motivated.
• Use Tools to Stay Organized: Customer relationship management (CRM) software can help you keep track of your appointments, sales pipeline, and customer details. This saves time and ensures you don’t miss out on any important leads.
• Avoid Distractions: When you're meeting clients or managing your tasks, try to avoid distractions like checking social media or unnecessary phone calls. Stay focused on the job at hand.

3. Adaptability

Adaptability means being able to handle changes and adjust to new situations quickly. In all sales jobs, including both inside sales professional and outside sales roles, every day can be different.

You might have meetings with existing customers one day and need to visit potential clients the next. Sometimes, plans change suddenly, and you need to be ready for that.

How to do it:

• Stay Calm Under Pressure: If a sales meeting doesn’t go as planned, don’t panic. Think about how you can adjust your approach. For example, if a client doesn’t seem interested, try to ask questions to understand their needs better.
• Be Open to Feedback: Whether it’s from sales managers, team members, or clients, listen to feedback. It can help you improve and find better ways to close deals.
• Learn New Skills Regularly: The sales world is always changing. New tools and techniques can make your job easier. For example, learning how to use a new customer relationship management (CRM) software can help you manage your sales pipeline more efficiently.
• Adjust to Different Clients: Not every customer is the same. Some like a detailed explanation, while others want quick, simple information. Being adaptable means knowing how to adjust your communication style to match each client’s preference.

4. Effective Communication Skills

Effective communication means sharing information clearly and listening carefully. For inside or outside sales' representatives, this means understanding what the customer wants and explaining how your product can help them.

Good communication can build trust and make your sales representative interactions smoother.

How to do it:

• Listen More, Talk Less: When meeting a potential client, listen carefully to what they are saying. Let them explain their problems and needs. This helps you understand how your product can solve their issues.
• Use Simple Language: Don’t use complicated words or jargon. Explain your product or service in a way that even someone unfamiliar with it can understand. For example, instead of saying, “Our software integrates seamlessly,” you could say, “Our software easily connects to other tools you use.”
• Be Clear and Direct: When talking to existing customers, be clear about what you can offer. If there are discounts, deals, or features they should know about, explain them directly without beating around the bush.
• Practice Non-Verbal Communication: Sometimes, how you say things is as important as what you say. Make eye contact, smile, and use positive body language. This makes you look more approachable and trustworthy.

5. Self-Motivation and Discipline

Self-motivation means having the drive to keep going, even when things are tough. Discipline is about sticking to your plan and doing what needs to be done, even if you don’t feel like it.

In outside sales, you often work independently, meeting potential customers, existing clients, and managing your sales goals without direct supervision from account manager. That’s why self-motivation and discipline are so important in sales job.

How to do it:

• Set Clear Sales Goals: Start by setting daily, weekly, and monthly sales goals. For example, you might aim to meet five potential customers or close three deals in a week. Clear goals give you something to work towards and help you stay on track.
• Create a Daily Schedule: Plan your day in advance. Make a list of tasks you need to complete, like visiting potential clients, sending follow-up emails, or preparing for an industry event. Stick to your schedule to get more done.
• Stay Positive and Reward Yourself: Celebrate small wins. Every time you reach a sales target or make a successful sale, give yourself a treat. It could be as simple as a favorite snack or watching an episode of your favorite show.

6. Deep Product Knowledge

Deep product knowledge means understanding everything about the product or service you are selling. This includes knowing how it works, its benefits, and how it can solve problems for your customers.

Outside sales representatives must be able to explain their product clearly and confidently, especially during in-person interactions.

How to do it:

• Learn From Experts: Spend time with your product development team or experienced sales reps. Ask questions about the product. The more you know, the better you can explain it to customers.
• Study Product Manuals and Sales Brochures: Go through the product manuals, brochures, and any other materials provided by your company. This helps you learn important details that can make a difference when talking to a potential client.
• Practice Demonstrations: Being able to give a live demonstration of your product can impress potential customers. Practice explaining how your product works and showing its best features. Make it simple so that even a 5th grader can understand.
• Understand Customer Needs: Know how your product solves problems. If a customer is looking for ways to save time, show how your product helps with that. If they need to cut costs, explain how your product is affordable and reliable.

Outside Sales vs Inside Sales

Outside sales team and reps travel to target market to meet potential and existing customers in person, visiting offices, stores, homes, or attending trade shows.

Sales teams, comprising both the inside sales team and outside sales reps, can work together to do sales training to enhance lead conversion and overall sales effectiveness.

Inside sales reps work from an office environment, selling mostly over the phone, email, or online without face-to-face meetings.

Key Differences Between Outside Sales and Inside Sales:

1.Location of Work

• Outside Sales: Travel to meet customers, allowing face-to-face interactions that build strong relationships.
• Inside Sales: Work from an office, using calls, emails, or video to reach more clients remotely.

2.Types of Customers

• Outside Sales: Focus on business-to-business (B2B) clients, offering in-person product presentations.
• Inside Sales: Handle both B2B and business-to-consumer (B2C) sales, ideal for products that are easy to explain.

3.Cost and Time

• Outside Sales: Higher costs due to travel but can lead to bigger deals through personal interaction.
• Inside Sales: More cost-effective, enabling multiple calls or emails in a day but may lack a personal touch.

4.Selling Style

• Outside Sales: Outside sales jobs use in-person presentations and direct communication, requiring strong negotiation skills and often handling higher-value deals.
• Inside Sales: Rely on clear, concise communication and digital tools like CRM software to manage leads.

Prospecting and Lead Generation for Outside Sales

Prospecting and lead generation are the lifeblood of an outside sales representative’s job. These activities are crucial for identifying potential customers and building a robust sales pipeline.

Without a steady stream of qualified leads, even the most skilled sales professionals would struggle to meet their targets.

1. Finding New Leads

Outside sales representatives employ a variety of techniques to uncover new leads. Here are some effective strategies:

• Research Industry Reports and News Articles: Staying updated with industry trends and news can reveal potential customers who might benefit from your products or services.
• Attend Trade Shows and Conferences: These events are goldmines for networking and meeting potential customers face-to-face.
• Network with Other Professionals: Building a network within your industry can lead to valuable referrals and introductions.
• Utilize Social Media Platforms: Platforms like LinkedIn are excellent for connecting with potential customers and staying informed about their needs and activities.
• Referrals from Existing Customers: Happy customers are often willing to refer you to others who might need your products or services. Don’t hesitate to ask for referrals.

2. Qualifying Leads

Once new leads are identified, the next step is to qualify them. This process ensures that your efforts to identify prospects are focused on prospects who are most likely to convert into customers. Here’s how to qualify leads effectively:

• Ask Questions to Understand Needs: Engage with potential customers to uncover their specific needs and pain points. This helps in determining if your product or service is a good fit.
• Assess Budget and Decision-Making Process: Understanding a prospect’s budget and how decisions are made within their organization can help you tailor your approach and set realistic expectations.
• Evaluate Current Solutions and Growth Potential: Analyze what solutions the prospect is currently using and identify opportunities for improvement or growth that your product can address.

Strategies for Sales Representatives to Maintain Relationship with Existing Customers

1. Regular Check-Ins Without a Sales Agenda

Regular check-ins mean reaching out to your customers just to see how they are doing. This doesn’t involve pushing a product or trying to make a sale. It’s about building trust and showing you care.

Why It’s Important:

Customers appreciate feeling valued. When you check in without a sales agenda, it shows that you care about their needs, not just their money. This makes them more likely to stay loyal and think of you when they need something.

How to Implement:

• Set a Regular Schedule: Make a habit of reaching out to your clients every few weeks or months. It could be a quick call, an email, or even a coffee chat if you’re in the area.
• Ask About Their Experience: Instead of asking if they want to buy, ask how your product or service has been helping them. For example, "Hey, I just wanted to check if everything is going smoothly with your purchase. How has it been for you?"
• Listen Carefully: Pay attention to what they say. They might mention a problem or need, and this can give you a chance to help without making it sound like a sales pitch.

2. Personalized Follow-Ups After Purchases

A personalized follow-up means reaching out to your customers after they buy something. It’s more than just a “thank you” email. It’s about checking in to ensure they are satisfied and asking if there is anything else you can do for them.

Why It’s Important:

Personalized follow-ups make customers feel appreciated. They show that you’re not just trying to sell to them but want to ensure they’re happy with their purchase. This helps build trust, leading to more future sales and referrals.

How to Implement:

• Send a Thank-You Note: After every purchase, send a quick thank-you email or message. Make it personal by using their name and mentioning what they bought. For example, "Thanks, Sarah, for choosing our software! We hope it helps your business grow."
• Offer Extra Help: Ask if they need any assistance with the product. You can say, "If you have any questions, feel free to reach out. We’re here to help."
• Remind Them of Benefits: Highlight the features they might not be using yet. For instance, "Did you know our software has a free mobile app that lets you manage everything on the go?"

3. Provide Exclusive Updates and Offers

Exclusive updates and offers are special deals or information you give only to your existing customers. It could be early access to new products, discounts, or helpful tips.

Why It’s Important:

People love feeling special. When you provide exclusive updates and offers, customers feel valued and part of a select group. This can encourage them to stick with you and even buy more products.

How to Implement:

• Create a VIP List: Make a list of your regular customers and send them special offers first. For example, "We’re giving you early access to our latest product—only for our valued customers."
• Offer Discounts or Free Trials: Give them a discount on their next purchase or a free trial of a new product. This shows appreciation and can lead to more sales. For example, "Here’s a 10% discount for your next purchase—just our way of saying thank you."
• Send Helpful Updates: Share news or updates that could benefit them, even if it’s not about selling a product. For example, if you sell software, you can send tips on how to make the most of the new features.

4. Leverage Feedback to Improve Services

Leverage feedback means using the comments and suggestions your customers give you to make your products or services better. When customers share what they like or don’t like, it’s valuable information.

Why It’s Important:

Feedback helps you understand what customers want. By listening, you can make changes that improve their experience.

This makes them more likely to stay loyal and recommend your business to others. Plus, showing that you care about their opinions builds trust.

How to Implement:

• Ask for Feedback Regularly: Send surveys, make quick phone calls, or ask in person. A simple question like, “How can we make this better for you?” can open up a conversation.
• Act on What You Hear: If customers mention a problem, try to fix it. For example, if they find your product hard to use, think about offering a guide or more training.
• Thank Them for Their Input: Show appreciation for their feedback. A small thank-you email or a discount on their next purchase can go a long way.

5. Offer Educational Content to Add Value

Educational content means providing helpful information that teaches your customers something new. It’s not about making a sale; it’s about adding value to their experience. This can include tips, guides, or even videos.

Why It’s Important:

When you share useful content, you show that you’re an expert in your field. This builds trust. Customers are more likely to return to you when they see you as a source of helpful information, not just a seller.

For example, sales representatives who share tips on how to make the most of a product keep existing and prospective customers both engaged and satisfied.

How to Implement:

• Create Simple How-To Guides: Write short, easy-to-read guides that help customers use your products better. For example, if you sell software, create a step-by-step manual on how to use its main features.
• Share Tips Through Newsletters: Send regular emails with quick tips, product updates, or industry news. Keep it simple, friendly, and direct.
• Host Free Webinars or Workshops: Offer sessions where you teach customers something new. This could be online or in person. For example, outside sales professionals might invite clients to learn about new features or services they offer.

6. Create Opportunities for In-Person Interactions

In-person interactions mean meeting your customers face-to-face within your sales territory. This can happen in person meetings during business visits, trade shows, or casual meetups. It’s more personal than a phone call or email and helps strengthen your connection.

Why It’s Important:

Meeting customers in person helps build strong, lasting relationships. When you see someone face-to-face, it’s easier to build trust and understand their needs.

Customers can ask questions, see products in action, and give immediate feedback. These personal touches can make all the difference.

How to Implement:

• Schedule Regular Visits: Make time to visit your existing customers within your sales territory, even if there isn’t a sales reason. Ask how they’re doing and if there’s anything they need. It shows that you care.
• Attend Industry Events: Trade shows, conferences, and other industry events are great places to meet customers. It’s an opportunity to connect, chat, and learn more about what they need.
• Host Client Appreciation Events: Organize small events where customers can relax, have fun, and feel valued. It could be a lunch, a simple gathering, or a product demo. These events help create positive memories and strengthen loyalty.

7. Be Proactive in Solving Problems

Being proactive means addressing problems before they become bigger issues. Instead of waiting for a customer to complain, you reach out and offer solutions.

Why It’s Important:

Customers appreciate when you solve their problems quickly. It shows that you care and are ready to help.

Proactive support builds trust, and customers are more likely to stay loyal if they see that you’re attentive to their needs. This approach also prevents small issues from growing into major problems, saving time and money.

How to Implement:

• Regularly Check In: Make it a habit to ask customers if they are facing any issues. For example, send a quick email or make a call saying, “Just checking to see if everything is going well. Is there anything I can help with?”
• Listen Carefully: Pay close attention to what customers say. Sometimes, they might hint at a problem without directly mentioning it. Understanding their needs helps you find the right solution.
• Offer Quick Fixes and Long-Term Solutions: If a customer has an issue, try to fix it as soon as possible. Then, work on a plan to prevent it from happening again. For example, if a product isn’t working well, provide a replacement right away and look into what went wrong.

8. Celebrate Milestones and Achievements

Celebrating milestones means recognizing important moments in your customer’s journey, like anniversaries, birthdays, or big successes. For example, if a business customer reaches their sales goal using your product, it’s a milestone worth celebrating.

Why It’s Important:

Everyone likes to be recognized, and celebrating milestones makes customers feel special. It shows that you see them as more than just buyers; you see them as partners.

This can strengthen your customer relationship management software and make them feel valued. Happy customers are more likely to stay loyal and spread positive word-of-mouth, which can lead to new potential customers.

How to Implement:

• Send a Simple Thank-You Note: After a year of working together, send a note saying, “Thank you for being with us for a year! We appreciate your trust in us.”
• Offer Small Gifts or Discounts: When your customer achieves something great, like opening a new branch or launching a new product, send a gift or offer a discount on their next purchase. For example, “Congrats on your new branch! Here’s 10% off your next order to celebrate.”
• Create Special Offers for Anniversaries: Make them feel special by offering exclusive deals on the anniversary of their first purchase. For instance, “It’s been a year since you became our customer! Enjoy this special discount as a thank-you.”

Tools and Technology for Sales Representatives

Outside sales representatives rely on a variety of tools and technologies to streamline their sales process and enhance productivity.

These tools not only help in managing day-to-day activities but also in building stronger relationships with customers.

1. Sales Enablement Tools

Sales enablement tools provide outside sales representatives with the resources they need to close deals more efficiently. Here are some essential tools:

• Customer Relationship Management (CRM) Software: CRM software is indispensable for managing leads, tracking customer interactions, and maintaining detailed records of sales activities. It helps sales representatives stay organized and ensures that no lead falls through the cracks.
• Sales Analytics Tools: These tools offer insights into sales performance, helping representatives identify areas for improvement and make data-driven decisions.
• Content Management Systems: Access to up-to-date sales collateral and marketing materials is crucial. Content management systems ensure that sales representatives have the right resources at their fingertips.
• Sales Automation Tools: Automating repetitive tasks like follow-up emails and appointment scheduling allows sales representatives to focus on high-value activities, such as building relationships and closing deals.

By leveraging these tools, outside sales representatives can work more efficiently, build stronger relationships with customers, and ultimately drive more revenue for their organizations.

Conclusion

Outside sales are essential for businesses to grow and reach potential customers. Building strong relationships, being proactive, and offering value can make a big difference.

Whether it’s face-to-face meetings or regular check-ins, keeping existing customers happy and generating leads yourself is key. Use the right strategies, stay motivated, and watch your sales success grow.

‍