LNL0965

Conducting Effective Sales Meetings

LNL0965

Purpose

To provide the organization the tools to maximize income and improve retention

1.Track activity

2.Celebrate success

3.Offer solutions for areas of weakness

4.Inspire salespeople with sales and marketing ideas, valuable news on a point of interest

5.Set goals for the next meeting

LNL0965

Goal … KEEP IT POSITIVE!Sales meetings should be positive, a time to focus on team and individual wins, not individual problems

All discussion should be relevant and don’t allow people to present problems unless they also have potential solutions

LNL0965

Objective

To get your sales force ready to SELL!

This is accomplished by being consistent with the following areas in every meeting …

LNL0965

Get the meeting off to a good start

Salespeople who come in for your meeting appreciate fresh coffee and punctuality. When conducting a meeting you need to be there prepared and ready to go before the first Agent shows up …

LNL0965

Track Activity

Review with interest and drill down for the details on the previous three days’ activities …

… activities such as:

1.Contacts

2.Appointments

3.Presentations

4.Sales

5.Sponsors

Attitude + Activity + Accountability = Sales Success

LNL0965

Celebrate Success

Based on the Results, make your meeting about the person who is getting the Results

LNL0965

Recognize Accomplishments

Take time to congratulate and thank your salespeople for meeting goals, closing deals and making money. Praise reinforces positive behavior and encourages everyone to do well!

LNL0965

Share stories from the trenches

At least one positive “war story” should be shared in every meeting. These stories are engaging and fun to listen to, and they reinforce goals.

Questions you can ask to spur these stories …

LNL0965

Drill Down Detail

How they made the initial contact?

What companies did they compete with for the sale?

What worked and what didn’t?

Sponsorships - how many?

LNL0965

Encourage meeting involvement

Involve Agents by having them demonstrate selling techniques

Involve Agents by having them teach on a chapter from…

“Secrets Of Closing The Sale”

Tell me, I forget... Show me, I remember... Involve me, I understand!

LNL0965

Offer Solutions for areas of weakness

Based on the Results, facilitate the discussion either through peer group success or with your experiences

LNL0965

Provide valuable marketing ideas, sales ideas and training

Based on the results or a predetermined plan, you can have a prepared topic for discussion…

•Marketing Ideas That Work•Whole vs. Term Life•Five Basic Needs•Door to Door•Side by Side •PMA – Positive Mental Attitude

LNL0965

Product Knowledge

Make sure that Agents are experts on each policy in their portfolio

This will instill confidence, and with this confidence they will be more likely to know what to recommend

and… press play on the Laptop

When you know … and when you know that you know … CONFIDENCE replaces FEAR!

LNL0965

Sales Training

Selling is a profession …NOT an amateur sport

Agents MUST become experts in the sales techniques of this profession

LNL0965

Set Goals for the next meeting!

Based on identified opportunities for improvement, you must help them understand how they will get better and achieve their goals.

•Contacts•Appointments•Presentations•Sales •Sponsorships•Learning Assignment

LNL0965

LNL0965

Keys to an effective sales meeting

Interesting …… how?

Relevant ………………. examples?

Organized …………… on track?

Brief …………………….. finish on-time?

Positive …………………….. Ideas - Hope?

LNL0965

In Summary:

1. Track activity2. Celebrate success3. Inspire salespeople with sales and marketing

ideas, valuable news on a point of interest4. Set goals for the day and week. Ask for a

commitment to accomplish these goals5. Last but certainly NOT least...

LNL0965

Provide (training) solutions for areas of weakness.

In order to provide the “right” training/solutions, we need to make sure we know what the areas of weaknesses are...

In other words...

LNL0965

As SALES LEADERS, we are to be problem solvers … in order for us to be effective problem solvers, we must be ...

PROBLEM IDENTIFIERS!

LNL0965

Problem Solving 101

You will learn:

The 5 Fundamental Truths of this Sales Profession

To solve the problem of sales ... or lack thereof!

Only after you come to terms with the 5 Fundamental Truths

LNL0965

“Rocks are hard, water is wet”The Art of Critical Thinking*

*Involves skillful judgment as to truth; careful exact evaluation urgently needed and absolutely necessary

LNL0965

Fundamental Truths

These 5 truths are just as true as they sound and they are just as simple as they seem

“Rocks are hard and water is wet!”

LNL0965

Fundamental Truth #1

Only two reasons for poor sales performance:

Lack of proper activity

Lack of sales skills

Skills

Activity

LNL0965

Fundamental Truth #2Three presentations equal one close*

*one close should equal multiple applications...Husband & wife, Package deal, etc.

Activity

Skills

Presentations

SALES!

LNL0965

Fundamental Truth #3

Five full sales days in sales week:

Activity

Presentations

Skills SALES!

Money Hours

LNL0965

Fundamental Truth #4Three to four presentations per day

Equal 15-20 presentations per week

Weekly Goals

Activity

Presentations

SALES!

Money Hours

Skills

LNL0965

Fundamental Truth #5

Fifteen presentations per week

With a 3:1 closing ratio

Equal five closes per week

Five closes should equal a minimum of seven to ten applications for the week*

Weekly Results

Weekly Goals

Activity

SALES!

Money Hours

Skills

Presentations

*one close should equal multiple applications......Husband & wife, Package deal, etc.

LNL0965

Problem Scenario #1

Agent: Emma Laceyone

Three presentations for the week with one close

NAME THAT PROBLEM

LNL0965

Lack of Proper Activity

Daily Weekly

50 Contacts 240 Contacts

5 Appointments 24 Appointments

3 Presentations 15 Presentations

50+ Sponsors 240+ Sponsors

LNL0965

Problem Scenario #2Agent: Iggy Noramus

Fifteen presentations for the week with one close*

NAME THAT PROBLEM

*assumes Agent understands definition of a presentation

LNL0965

Lack of sales skills

LNL0965

Problem Scenario #3

Agent: Ima B. Esser

Thirty presentations for the week with three closes

NAME THAT PROBLEM

LNL0965

Doesn't have an “honest” definition of a presentation

This doesn't add up...

LNL0965

Let’s do the math…

30 pres. x 1.5 hr. =

3 hrs. drive time per sales day=

One 30 min. lunch per sales day=

45 hrs. pres. time

15 hrs. drive time

2.5 hrs. lunch time

63 hrs. total

63 Hours divided by 5 sales days =

13 hour work days???

Hmmm ???

LNL0965

Agent Contacts Appointments or Worksite Surveys

Presentations With Decision Makers ADP Sales Income Sponsorships

Curley 240 24 15 10 1 300 7

Moe 120 24 22 19 7 2,400 190

Larry 150 5 5 5 5 1,900 5

Mary 40 15 12 12 4 1,400 240

Martha 200 40 10 6 3 8,450 0

Skippy 70 18 8 8 3 1,000 80

LNL0965

Questions/Comments?