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June 18 Issue
Sales & Status: excerpt
Sales Managers:
Do you struggle to find meaningful, fresh content each week?
Do you put off creating a new agenda, until its too late? Does your meeting agenda start and stop with reviewing the numbers and “what can we do” to help you close deals?
Sales Reps:
Do you find any excuse possible to miss the meeting? Who wants to attend a boring meeting when they could be talking with prospects. After all your commissions aren’t based on the number of sales meetings you attend.
Sales meetings should be a good thing. They can help keep your team motivated, focused,
and on-
According to Jill Myrick, founder of Meeting To Win, “a great sales team meeting is a meeting that entertains, holds accountable, invigorates and motivates a sales team with topics and exercises that help them increase creativity, business acumen, customer focus, wins, discipline, teamwork and sales skills consistently for sustainable superior sales results”.
That’s a tall order!
With so much on your schedule, its difficult to find the time to prepare adequately.
What if you could receive a weekly, pre-
For just $10 a month you get 4 weekly sales meeting agendas a month including every detail you need to lead a successful meeting.
I knew I wanted to include the Meeting to Win system in a Smart Selling Tools Issue, but when I learned that it was only $10/month, I moved it up in the editorial schedule.
Its rare that you can get anything for $10 these days -
Each sales meeting contains a detailed agenda from start to finish, suggested pre-
There are several critical sales skills that can increase your success with your clients that go beyond the traditional mass produced ‘one size fits all’ sales training. Skills associated with account strategy, competitive counter tactics, advanced questioning models to reveal value, the neuroscience of change and my personal favorite; status.
Status awareness and manipulation is one of those allusive attributes that people often think a great sales person is ‘born with’. Like most value sales skills, some come to them naturally and perform them in an unconsciously competent state of mind. Until I attended an improvisation workshop many years ago with Keith Johnstone I had not experienced status as a learnable skill.
Further research led us to incorporate status as a major component in our Collaboration & Influence Model that we include in our workshops. Status awareness and manipulation, your own and how you use it to affect a situation, is a key ingredient in sales and leadership.
“Researchers announced today that people who read articles on the Internet are 87% more likely to be happy and successful than their competitors.” I just increased your status.
We manipulate our status and those around us constantly. Lets take a typical sales
call; the buyer, lets say the CIO, is talking to you about the value and ROI of the
ERP (Enterprise Resource Planning Software) you are selling. It’s a multi-
2. Assign team members to different parts of the meeting. When people participate actively rather than passively,they will not only learn more, but they will enjoy the process.
3. Assign pre-
4. Don’t do a data dump: Instead, send reports with the needed information via email and allocate time during the meeting to answer questions, or to clarify the information.
5. Keep to the allotted time
For the other 5 elements, see the “Top 10 Tips for Winning Sales Meetings” (no registration required).
You can get the first 3 issues free with a risk-
Click here to get started in time for your next sales meeting.
What’s the formula for holding a successful sales meeting?
1. Select a new topic each week. If the agenda is the same the meetings get boring and its hard to motivate people when they’re bored.