When faced with a complex or new problem, sellers may become indecisive, paralyzed or just stuck for ideas on possible solutions. This energetic brainstorming process produces multiple quality ideas to solve a problem or capitalize on an opportunity in just 15 minutes! Once sellers know this quick-paced process, they will use it whenever a problem arises or an opportunity emerges.

Download PDF: Collaborative Problem Solving

Each and every sales call is a make-or-break moment that only happens once, so you need to give it your best. That means maximizing each conversation to build trust, credibility, and ultimately, new business. This is where pre-call due diligence pays off. Try to wing it and your prospects can spend most of the time thinking about which competitor to call next. Well thought out and prepared agenda, questions, and possible solutions turn sales people into strategic business partners. The one’s today’s buyers want to do business with.

Sales Huddle Energizer

This week challenge your sellers to take 3 – 5 minutes before they pickup the phone or get out of their car to speak with a customer to prepare the following information:

• What is the objective of this customer contact?
• What do I already know?
• What do I need to know?
• What questions will I ask to learn what I need to know?
• How will I know I achieved my objective?

At the end of each day, or the week, discuss with your sellers what they learned from this exercise in relation to securing more meaningful sales. Also, as you speak with your reps during the day ask them to review their preparation worksheets for each of their conversations.

Download PDF: 5 Minutes To Sales Call Success

Are attitudes contagious? And if so, is yours worth catching?

Attitudes do influence our actions.

When we act in a positive, confident and believing way success happens.

You hear people saying, ‘She’s so positive.” It feels good to be around him.” “I like their energy.”

Others even show a skip in their step when they are with people with positive attitudes.

Conversely, when we act in a negative way we tend to get poorer results.

And when we act negatively towards others or express our negativity we defeat our outcomes because others react to our negativity.

Hopefully you have your suit of armor on when you are around the negative person and don’t pick up their attitude.

It’s always a choice. What do you choose?

Movie Link (5:36) https://www.youtube.com/watch?v=-sUKoKQlEC4

Motivational Discussion Questions (Select One)

• Brock was the most influential member of their team. If he’s not all in, how does that effect the team?
• What do we need to do to be ‘all in’ as coach is asking Brock to be?

Download PDF: The Giant Within

Stalled deals happen more frequently than any seller likes, especially when they’ve been actively pursuing the prospect and are counting on the deals to achieve their quota.

It’s a big let down.

It’s time to accept this and strategize on ways to turn it around or at least avoid this from happening again.

Sales Huddle Energizer

Gather your sellers together in person or on the telephone for 15 minutes each day for a week.

Select one seller per day to share a stalled deal.

Use the following format next and you’ll be amazed at how your sellers will be able to turn those deals around.

Format:

• The seller with the stalled deal takes up to 5 minutes (no more and use a timer) to explain as much information about the situation as possible.
• Next, all of the other sellers ask questions – and this is important – they are only allowed to ask questions and hear the responses for the next 5 minutes. The selected seller answers the questions to the best of their ability.
• For the last 5 minutes every one brainstorms solutions.

The seller with the stalled deal will have several options on how to proceed, plus every seller will learn ideas to prevent this from happening to them.

It’s really important to keep to the 5-5-5 format.  After you’ve done this a few times, you’ll understand the logic behind the 5-5-5 format.

Download PDF: Resurrecting The Stalled Deal