The Art of Field Sales: Tips for Building Relationships and Closing Deals

Field sales can be challenging, but it is a critical aspect of any business. While some people are born salespeople, others may struggle with this art. This article provides tips for building relationships and closing deals as a field sales representative.


Field sales representatives are essential in building relationships and closing deals for businesses. It requires the ability to connect with potential clients, understand their needs, and sell the benefits of the product or service.

Preparing for the Field Sales

Before going out into the field, field sales representatives need to do their homework. Researching the target audience, competition, and understanding the product/service they are selling is essential.

Building Relationships

Building relationships is the foundation of successful field sales. Some tips to build relationships include:

1. Networking

Networking can help field sales representatives find new prospects, generate leads, and stay in touch with clients. Attend industry events, conferences, and join relevant groups.

2. Listening

Listening is an essential skill for field sales representatives. Listening to prospects and clients’ needs helps to understand what they are looking for, and tailor the pitch accordingly.

3. Follow-up

Following up with potential clients after a meeting or pitch is crucial. It shows that you are interested in their business, and it also helps to keep the relationship going.

Closing Deals

Closing deals is the ultimate goal of field sales. Here are some tips to help close deals:

1. Know the Decision-Maker

Knowing who the decision-maker is can make a significant difference in closing a deal. It’s important to understand who has the power to say yes and make sure that person is present during the pitch.

2. Address Concerns

Potential clients may have concerns or objections. Addressing those concerns head-on and providing solutions can help close the deal.

3. Ask for the Sale

Asking for the sale may seem obvious, but many salespeople forget to do so. Asking for the sale at the right time can help to seal the deal.

Keeping Up with the Industry

Staying up-to-date with the latest industry trends, changes, and updates can help field sales representatives stay ahead of the competition.


Field sales require hard work, dedication, and the ability to connect with potential clients. Building relationships, listening, and following up are crucial to success, as well as knowing the decision-maker, addressing concerns, and asking for the sale. By following these tips, field sales representatives can become masters of their craft and close more deals.


  1. What is field sales?

Field sales refers to selling products or services outside of the office or remotely. It typically involves meeting potential clients face-to-face or over the phone.

  1. What is the difference between field sales and inside sales?

Field sales involve meeting clients outside of the office, while inside sales typically occur over the phone or online.

  1. What skills are required for field sales?

Skills required for field sales include communication, negotiation, problem-solving, and time management.

  1. What is the importance of networking in field sales?

Networking helps field sales representatives find new prospects, generate leads, and stay in touch with clients.

  1. How can field sales representatives stay up-to-date with the latest industry trends?

Field sales representatives can stay up-to-date by reading industry publications, attending conferences, and networking with others in the industry.

You may also like...