Month 07 – Advancing The Sale

The Completion Level of Your Training.


Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – Advancing The Sale

Want your team to close more sales?

Help them move prospects through the pipeline more quickly!

Most sellers consider the “close” as the final buying decision.

Advancing the Sale helps sellers identify the “close” or objective for each sales conversation.

When sellers focus on ending every sales conversation with “closure” and commitment to the next action, the final close comes more easily and quickly.

Download PDF: Advancing The Sale

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Lose the Glazy Eyed Look

Ask your sellers if they’ve ever seen the glazy eyed look on a customer’s face.

They’ll laugh because they probably see it often.

Customers give that look when the seller talks on and on or when the sales conversation is all about the seller and little to nothing about them.

The customer is being left out, feeling unimportant and is now questioning the use of their time.

It’s also common for the glazy eyed look to appear as sellers present their products and services.

Sellers excitedly present product features and services without emphasizing the end use results and benefits the customer/prospect will gain once they buy.

Benefits are often omitted because the benefits appear so obvious to the seller, who knows the product or service inside and out.

The Benefits aren’t as obvious to the buyer and that causes sellers to talk at them and receive ‘the look’ in return.

Sales Huddle Energizer

To lose the look, ask your sellers to imagine a flashing “so what” sign on the forehead of everyone they communicate with today.

The sign stops flashing only when they state a benefit to the customer. The goal is to break the habit of more features than benefits.

A simple way to break the feature only habit is to: state the customer benefit first, then explain how to use the related feature.

This captures the buyers attention and engages them emotionally – which in turn advances more sales.

Download PDF: Lose the Glazy Eyed Look

Week 3: Amazing Motivating Movie Clip

15 Minute Amazing Movie Clip to Motivate – Are Your Unforgetabble?

Make Your Pitch Unforgettable

Chris Farley in Tommy Boy gets a little rambunctious in his demonstration of the risks of not purchasing their product when hit with an objection.

In his enthusiastic analogy he starts a fire in the office and the client immediately kicks them out.

Seriously, do you think the client featured in the movie will ever forget that presentation?

Now it’s time to make your presentations UNFORGETTABLE TOO!

Movie Link (1:47)

Motivational Discussion Questions (Select One)

  • What can you do to make a customer/prospect never forget you–well at least be memorable?
  • Successful presentations are understandable, memorable and emotional. What can we include in our presentations to move people to action–next steps or close the deal?

Download PDF: Are Your Unforgetabble?

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Your Out of The Office Email Can Say A Lot

Recently my e mail inbox had several OOO emails.

I decided to open several to see what people are saying.

I was shocked at how many said nothing leaving a bland impression. “I’m out of the office and will be returning (insert date).” Or”I’m currently on leave. Contact (insert email address).”

Your email OOO is a marketing opportunity. Show courtesy, opportunity to sell and brand yourself.

Are you at a marketing or sales conference — boast about it.

“This week I’m participating in Infusioncon Conference to learn marketing and branding tools from the leading experts in this field. I’ll have limited email access until my return on Monday May 8 and will gladly share the highlights. In the meantime, email or call Darcy at…..”or

“Thank you for your email. This week I’m on assignment with clients in Indiana assisting them working through difficult conversations.

Returning to the office (insert date).

My email access will be limited to early mornings and evenings. In the meantime, email or call Darcy at…”

Sales Huddle Energizer

Although your sales team may not be on vacation or out of the office this week, it’s helpful to have several OOO prepared in advance.

  • Request sellers to print out their previous OOO messages and check their in inbox for someone else’s OOO message.
  • Review the OOO messages together.
  • Prepare a standard template OOO emails to be available for the next OOO day.

Download PDF: Your Out Of The Office Email Can Say A Lot