Yesterday I attended a 6-hour workshop on “Manifesting Your Dreams with Quantum Thinking”.  I was excited about learning new ideas and tools for a hobby of mine – Hands on Healing.  I had high aspirations and arrived at the seminar full of hope and promise.  Unfortunately, my optimism was short lived as the seminar could be best described as painful.  I wanted to leave after the first hour, but decided to stick it out.   Though the presentation was poor, I hoped that buried beneath the feeble surface were some useful nuggets of information.  Besides getting this blog idea, I discovered only two rather trivial tips.  It wasn’t that I know it all – I’m far from that.  It was in the presenters approach and delivery.  To save you from having your audience feel the same way and leaving disappointed, I’ve taken my experience and the 5 mistakes I observed to create this list of 5 Do’s and related them to a sales conversation.  Follow these tips to ensure that your meetings and seminars will be a success, and that your audience will leave full of hope and promise.

1. Arrive Early.  First impressions can make or break a sales call.  You should always arrive early.  Whether that’s and hour or 30 minutes depends on what set-up is needed.  Five minutes or 30 seconds (yup, that’s what time the instructor appeared) isn’t early enough.   Allow yourself ample time to make any room configuration arrangements, place materials on the tables or chairs, and test the audio visual.  More importantly, you’ll be there before your audience arrives and be ready to meet and greet, initiating the rapport building process, and making a great first impression.

2. Meet and Greet. The opening words of the sales conversation answers the three questions that people always want to know:  (1) Who is this person?  (2) What do they want from me? (3) Will I like them?  As you meet and greet your audience, smile, make eye contact, and introduce yourself.  Also ask their name (if applicable) and find out something about them.  If you do that, you’ll have their full attention from the start!  Also, include a short audience introduction exercise if applicable.

3. Engage, Engage, Engage. If you are like me, and thought it was challenging from K to 12 to sit still for an hour at a time while the teacher rambled on and on, it’s certainly not any easier as an adult!  You’ve been on the buying side of a poor sales person who talked and talked and talked – forgetting to include you.  You couldn’t wait to end that experience, right?  To ensure success at your workshop, be sure to mix up the meeting with short and meaningful explanations and analogies.  You may also want to engage your audience to work in pairs or small groups, participate in a question and answer session, and/or individually prepare a next step action plan.

4. Keep to the Agenda and Timing. Generally you’ve requested a specific amount of time from your prospect, and you are mindful of it.  If you realized you needed more time, you’d be sure to mention that and request another appointment time to continue.  So, when conducting a meeting or seminar, don’t assume it’s acceptable to go over the designated time allotment, or presume you can go off topic on an unrelated issue just because it’s an interesting discussion to you.  Set the agenda and keep to the designated times.  That’s respectful.

5. Invite Questions and Concurrence.  Before asking for any sale, top performers know to double check with readiness questions.  They only want to ask for the sale if it’s 98% certain there’s going to be a “yes”.   During your meeting or seminar, continuously debrief each exercise by asking clarifying questions.  Also, test for concurrence and seek feedback on the possibility of application.  Then, you’ll know if it’s time to move forward with the next agenda item or revisit the content.

Be sure to include these 5 tips – modeled after a good sales conversation – when planning your next sales meeting or seminar to ensure greater success for both you and your audience.

Print Friendly

It might seem like it’s a different sales world out there today. Sales managers are being asked to drive results from a sales team that is possibly feeling beat up from the last year.  Yes, customers are seeking more concessions than ever before, and managers are being asked to produce the same sales – if not more – with less of everything from people to budgets to promotional materials.  As one seller said, “I am working 20 times harder for the exact same results.”   So as sales managers, if you haven’t literally ‘lost’ an employee from the pressure, you may have lost them psychologically.

Sales managers, now is the time to personally create the environment where people not only want to work, but they want to excel.

Recently, Michael Hyatt, Chairman & Chief Executive Office of Thomas Nelson Publishers blog wrote in his Five Ways to Energize Your Team blog:

“People will only go so far in the performance of a duty. If you want their very best, you have to have their hearts. You can’t demand this or even buy it with a paycheck. You have to earn it.

In my experience, there are five ways to do this:

1. Assume others are smart and working hard.
2. Listen intently and ask thoughtful questions.
3. Acknowledge the sacrifices others have made on your behalf.
4. Express gratitude for their effort and their results.
5. Remind them why their work is so important and the difference they are making.”

We like Michael’s list and have 5 more to add:

6.  Include others in the decision making process when the decision affects them.

7.  Admit when you are wrong, even if you are the boss.

8.  Make the invisible visible.  Display goals, analytics, progress.

9.  Encourage and entertain new ideas even if they come from others!

10. Believe in others more than they believe in themselves.

Remember, it’s not about you, it’s all about them!  Good luck as you energize your sales team.

Print Friendly

I remember the days, at a previous job, when as soon as the sales meeting was over most of the 15 sellers met at a local breakfast joint and commiserated for the next two hours.  Then it was noon and who knows what everyone did for the rest of the day.

Why were we compelled to do this?  For two hours, on a weekly basis, we were told what we weren’t doing right.  We weren’t motivated to go running out the door and meet as many new customers as possible.  Were we still successful?  Some of us were… others weren’t.  Those of us who were, ignored their message and stayed the course with our own goals and beliefs that we could do well.  We also believed in the product, kept to ourselves and tried to ignore the negative.

What do you think those Monday morning sales meetings cost the company in productivity, sales, retention, and new hire training?  Lots, I’m sure.

Sales meetings are an untapped opportunity for sales training and people.  Keep these 3 E’s in mind – Energize, Engage and Equip – for the most successful sale meeting.

Energize

1. Sharing Excellence.  Spotlight several sellers for specific outstanding performance and/or allow the opportunity for sellers to Brag about themselves or a colleague.

2. Awards or Rewards. Everyone likes to get something.  Surprises and prizes are fun. If you announce the top seller for the week give them a Kudo or $10,000 Grand bar.  Did someone save a sale or go out of their way to help a customer?  Give them a pack of lifesavers. Spend some time in the candy aisle and get creative with your awards or rewards.

Engage and Equip

1. Make it Meaningful. Utilize 30 minutes of the sales meeting with an engaging skill building exercise.  Select a topic to build a skill or correct an internal issue.  Take what’s relevant and not working and turn it into a positive. For example:  There were more customer credits issued than usual last month.  Use that specific issue as the skill building topic for the meeting.  Do not talk at them!  Create an interactive exercise in groups of 4-5, pairs or triads to role-play or problem solve better solutions.  Discuss the small group suggestions with the large group.

2. Keep the “What Not’s” or “Need to Knows” to no more than15 minutes. Sure there’s information everyone needs to know.  Limit the information to 15 minutes of explanation not reprimands.  Presenting it in the negative isn’t going to get the outcome you desire.  And of course, open this to questions and discussion.  Make your meetings ‘safe’ to ask questions for understanding.

3. End with individual action plans. You’ve now completed a sales meeting that engaged, energized and equipped your sellers.  Before they walk out the door, bring closure to the topic with personal accountability.  Ask each person to reflect on what they learned, relearned or discovered about the topic and write one action they will take immediately to implement the information.  Now when they leave the meeting they are more likely to use the information because they have a specific plan.

Try these tips and see if there’s a difference in your next sales meeting.

Print Friendly

The first 7 weeks of the year are “SKO Season” – Sales Kick Off as reported by Sales Benchmark Index.  Companies are busy getting the year off to a fast start from January 2 – February 17 with a variety of educational and motivating programs.

Some companies will be hosting their SKO Season off site, while others with a more regional or local sales team will be at the home office.

Whether your SKO Season is formal or informal here are a few tips to get the most out of your SKO with the 3 E’s – Engage, Energize and Equip!

Your sellers are used to being on the go.  It was hard enough to sit still in grade school through college for an hour at a time.  It’s no different now that they are adults!  As you plan each hour keep this design formula in mind:

1. Roadmap: Present the goals and objectives for the module with WiifT (What’s in it for Them) in mind.

They don’t care what’s in it for the presenter or the company as much as they care what’s in it for them in relation to time, savings, money, or benefits for their customers.

2. Interactive Opening: Begin with an activity or thought-provoking question to bridge the value of the upcoming content.  It’s the first opportunity to involve sellers emotionally.

3. Lecurette:  15 minutes maximum presenting your content.  I know, you’re thinking 15 minutes isn’t enough.  It may not be.  Review the content and break it into smaller segments to eliminate an information dump.  Okay, extend it to 20 minutes, but please don’t talk at your sellers for 30 minutes – even with a great Powerpoint deck!

4. Application: This activity applies the information.  Mix the activity format up throughout the day by pairs, small groups or even individual exercises. You’ll have more sellers embracing the information as learning happens by experiencing.

5. Rinse and Repeat:  Content and time dictate the rinse and repeat steps.  Review your content thoroughly to determine if it’s must know information or fluff.

6. Action Plan:  You’ve invested the time in the SKO session for a greater sales outcome.  Now it’s time for personal accountability and next steps.  Close out the session with sellers thinking and writing their action plan for next steps implementation.

Follow the Engage, Energize and Equip formula and get the most out of your Sales Kickoff!

P.S.  Too much to think about, yet you really want a great SKO?  Pick from over 33 Sharpenz for Sales 30 minute sales training meetings.  We followed the 3 E’s format and companies world-wide are gaining from the SKO experience year round!  Click here to Try Two Free!

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – HIRE SLOWLY

How quickly do your prospects make their buying decision?  It’s generally not fast enough for most sales managers!

Today’s Sharpenz Sales Manager Video Tip suggests a good hiring process allows for 3- 4 contacts and meetings with each candidate.

That’s similar to how customers buy… slowly. There are multiple meetings to build trust and confidence that your products and services are the right fit for them.  At least one of these meetings includes responding to objections.

“There’s a better sales technique to respond to objections. It’s very simple:  Sellers don’t need to have an answer. Sellers only need a question.”

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – Research Market Trends

Angel M., a sales leader with an information technology and services company from Canada, posted this question on Linkedin:  Any advice on creating a killer sales presentation?

The advice ranged from keeping it simple, to using stories, create a two way dialogue, be sure the UDM (ultimate decision maker) is there, and include a call to action.

Today’s Sharpenz Sales Manager Video Tip spotlights the value to share competitive information on ongoing basis.  Learning more about how your competitors go to market influences your presentation strategy.

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – Require Goal Transparency

Kerry Patterson writes in The Influencer, “Make the invisible visible.”

How well are you doing that?  Do your sellers know the big picture goals? The monthly or quarterly goals?  Do they have access to where they stand?  Or is all of this invisible?

Today’s Sharpenz Sales Manager Video Tip encourages you to help your sellers develop their own specific, written and measurable goals.  Sellers may have their personal and professional goals in mind, but not written down – making their own goals invisible. Studies show success is greater when goals are clearly defined, written and reviewed.

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – Keep Sellers Focused

Are your sellers leaving money on the table?  Do they have their “pet” products to sell?  Are they holding up the success of your newest services?

Today’s Sharpenz Sales Manager Video Tip keeps sellers focused on important initiatives and away from ‘pet’ accounts or products.

Sellers consistently ask one or two questions and begin to sell when they haven’t really earned the right to open their briefcase.  By practicing asking their questions and hearing how others do the same with real-time prospects, it will be easier for your sellers to stay focused and listen their customers into buying with great questions. They’ll leave less money on the table and sell a full compliment of services and products.

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – Communicate for Improved Performance

Is there talk in your company about building the team, or working more as a team?  Well, the path to creating a strong team begins with excellent team communication.

Today’s Sharpenz Sales Manager Video Tip calls for managers to focus on how to best communicate their message in the way that sellers want to receive it to advance work performance.

“Effective communication and cooperative skills is the secret to overcome obstacles that could keep your team from success.”

Print Friendly

Watch the 30-Second Sharpenz Sales Manager Tip – Build Trust

You’ve heard the saying, “You never get a second chance to make a first impression.” How true that is in sales!

Today’s Sharpenz Sales Manager Video Tip is about building trust.  Increasing your “say/do” percentage creates an environment of trust with your sales people. Long before your customers are ready to buy, they must know who you are, like what you sell and trust that you will honor what you say.

Print Friendly