Month 04 – What Do You Do?

The Completion Level of Your Training.


Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – What Do You Do?

“What do you do?”

A seemingly simple question, isnʼt it?

The answer or “sound bite” may be the difference in whether your sellers get a chance to “tell me more” or cause people to snore!

An effective sound bite (often called an elevator speech) engages and communicates how you serve and the value you provide. Itʼs not about your product or service.

Letʼs engage others to watch our sales soar and not bore!

Download PDF: What Do You Do?

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: You Had Me At Hello

People formulate eleven decisions about you in the first seven seconds of contact.

These include: education level, economic level, perceived credibility, trustworthiness, level of sophistication, sexual orientation, political background, social desirability, ethnic background, whether or not you share the same values, and level of success.

If your seller’s first impression is unfavorable and they are unable to engage, it takes extra effort to advance the sale and close the deal.

Sales Huddle Energizer

How we look and sound, and even what we carry to the meeting factors into our first impression.

Ask your sellers to come to the huddle with items as if they are going to enter the customer or prospect’s office.

Ask each seller to look around and take note of what impression is being made. Next, take a closer look for items and ways that have potential to leave a bad impression.

Is the portfolio old and ragged even though it is of sentimental value?

Is it stuffed to the gills giving an impression that organization and attention to detail is lacking and their order could drop through the cracks?

What’s your writing instrument?  Is it a give away from the bank? Or something more professional?

It’s the details that count.

What can each person do to adjust for a more favorable first impression?

Download PDF: You Had Me At Hello

Week 3: Amazing Motivating Movie Clip

15 Minute Amazing Movie Clip to Motivate – Message From A Navy Seal – Make Your Bed

“Changing the world can happen anywhere and anyone can do it.”

Let’s start with one person: You!

Use your imagination as you look in the mirror. Who do you see? Is the world defining you or is it the other way around? Are you leading or lagging?

William H. Mc Raven, the former commander of U.S. Navy SEALTeam3 and former commander of the U.S.Special Operations Command, led the SEAL mission responsible for finding Osama bin Laden in 2011.

McRaven offers 10 lessons from his SEAL training that can benefit all types of leaders in his commencement address to the graduating class of the University of Texas-Austin.

Movie Link (19:27)

Motivational Discussion Questions (Select One)

  • What is your bed, paddle, heart, cookie, circus, obstacle, shark, dark moment, song, and bell?
  • What can you and will you do beginning immediately to take your part in changing your selling world?

Download PDF: Message From A Navy Seal

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Innovate Your Touch Points

Research indicates that it takes 8-14 attempts to actually speak with a potential prospect.

If your team is actively prospecting, there are plenty of prospects in the pipeline and are still seeking that first appointment.

Your sellers are leaving voicemail and email messages to no avail.

The sellers are ranting, “No one is calling me back.”

People don’t call back for many reasons, even if they are likely buyers.

So what’s a seller to do?

For starters, it’s about improving their attempts.

Place the effort into developing each touch point so different in their look, feel and taste that the buyer is compelled to respond.

Sales Huddle Energizer

Select a minimum of 5 prospects or customers in the current pipeline and design the next 4 attempts with the assumption that 4 is more than enough.

4 really good attempts will beat the standard of 8.

Brainstorm what message and/or information to include in the attempts.

Share these idea starters:

  • Send a “something of interest email” positioning the seller as an industry expert.
  • Sign up for industry newsletters, read category specific magazines, set up GoogleAlert® for key words to find the best information.
  • Share a recent successor case study with a similar business.
  • Begin a Monday Market Update or Tuesday Trend Update emailed weekly.
  • Now your sellers are differentiating themselves from the competition.

Download PDF: Innovate Your Touch Points