It’s time to get help with “I have a customer that…” or “How do I sell this…”.

One lucky sales rep sits in the “hot seat” as the customer while the other sales reps – in a round robin format- do the selling.

It’s role-play in disguise… while at the same time improves listening, good questioning and problem-solving skills .

New ideas for challenging situations emerge and everyone gains great information.

Download PDF: Round Robin Selling

Sales reps have a bad habit of asking a question and then not waiting for the customer to answer, answering it for them, or asking another question before the customer even answers the first one.

The customer learns quickly that the rep will keep talking and at some point they say, “Thanks, but no thanks.”

The seller isn’t even aware of what went wrong during the sales call.

Studies show people take an average of 2 – 3 seconds before they respond to a question.

Additionally, there are people who mentally gather their thoughts and seriously mull over what they are going to say before they say it and take as much as 5- 10 seconds before they respond.

This silence can be very painful for some sellers.

Now it’s time to ASK and SHUT-UP!

Sales Huddle Energizer

Today’s challenge is for sellers to practice asking a question and then remain quiet.

While they are quiet, they play the Counting Game.

The Counting Game

• Ask their question
• Refrain from speaking
• Begin counting silently – one one-thousand, two one-thousand, three one-thousand
• This game keeps the seller from jumping in during the silence
• At the end of the day find out which seller had the highest number while remaining silent (most of the time 5 is the highest!)
• Discuss the outcomes and any differences experienced in today’s sales conversations by keeping the mouth shut!

Download PDF: Silence is Gold

This is such a comical comparison of how consumers want to interact with marketing/advertisers.

They want to have interactive, two-way communication with brands and companies, instead of just a one-way relationship, much like actual relationships.

Although this is about advertising, marketing and the consumer… change the name on the advertising t-shirt to the name of your company and the sales rep. Change the name on the consumer tee shirt to your customers.

The dialogue may not be that different. Salespeople think they know every thing the customer needs and often is in the tell mode, rather than the ask mode.

You too are in jeopardy of losing customers, just like int his video.

Movie Link (2:05) https://www.youtube.com/watch?v=D3qltEtl7H8

Motivational Discussion Questions (Select One)

• Could we possibly not be listening to our long time customers? What can we do to prevent -be pro-active – to retain our longtime customers?
• We gain new customers because the existing supplier is asleep at the wheel. What did they not do for us to easily get in the door? How can we prepare to stay pro-active?

Download PDF: Bring The Love Back

On any Monday morning after a major league football game, the players review and analyze the video of each and every play.

They’ll discuss what was done well and where they can improve and design new plays.

If your sellers did the same after each sales conversation, they’d be selling better.

It’s important to take stock in how we’re selling, are short cuts being taken, is active listening in place, is the process being followed.

Since it wouldn’t be right to take a GoPro® camera on a sales call, the next best thing is to do some recording in a safe environment in the office or on a Skype type recording.

Sales Huddle Energizer

Request each seller to select a prospect or client that they will be contacting in person within the next 2 weeks.

Inform your sellers there will be a dress-rehearsal and to come prepared with everything — the proposal, samples, handouts, contracts, note-paper, etc. and a fully charged smart phone.

Divide the sales team into pairs or triads. Each seller is to sell to a colleague who will be responding to the best of their ability as the customer.

Video each sales presentation on their smartphone. Use the smart phone to play back to debrief and to review again at their convenience.

Thought starters for the debrief:

• What went well?
• What if anything detracts or distracts the buyer?
• What suggestions for improvement?
• Is the seller using too many fillers (uhs, you-know’s, um’s)?
• How well is the customer engaged?

Download PDF: Do You Want to Be in Movies?