When a sales rep is doing well, everyone wants to know their ʻsecret to successʼ.

Tap into these secrets using either a “Brag” to share their enthusiasm and best practices or a “Beg” to solve a problem.

Download PDF: Beg or Brag

No matter how good a seller is at selling, they will get objections.

They’ve heard them all so your sellers already have a standard answer.

The big question is – do the standard answers really work?

Most sellers say they have a 50/50 chance with their current response.

That’s one reason there’s stress involved when it comes to objections.

Help your sellers remove stress and generate a better way to advance the sale.

Sales Huddle Energizer

Today, request your sellers to use these 3 steps the next time a customer objects,has a concern or questions something they’ve said.

For starters – the rule of the day is when you hear an objection.

Stop. You cannot give your standard answer. Instead follow these 3 steps:

• Acknowledge that you heard their concern or objection. (I hear you. Great question. That’s interesting. That’s important. Yes getting the right price is important.)
• Ask a question for clarifying information. (What experience have you had with that in the past? What is the criteria you benchmark against for pricing? What’s the reason you see that as a problem?)
• Include the customer’s clarifying information in a tailored response or ask additional questions.

This is an interesting challenge for your sellers this week!

Once they master this skill they’ll be advancing more sales!

Reminder – You don’t need an answer – you only need a question!

Download PDF: Sales Objections The Easy Way

Every fall thousands of geese fly from Canada to the southern part of the United States to escape the bitterly cold Canadian winter.

As soon as a flock of geese take flight from Canadian waters they quickly forma v-shape flying pattern, with one rotating goose in the center lead and all the other geese trailing behind in two close lines.

• When geese fly together, each goose provides additional lift and reduces air resistance for the goose flying behind it.
• When a goose drops out of the v-formation it quickly discovers that it requires a great deal more effort and energy to fly.
• Geese rotate leadership.
• Geese honk at each other.
• Geese help each other.

Wisdom is found everywhere.

Learn from the team work of Geese.

Movie Link (2:17) https://www.youtube.com/watch?v=bo6vWP9I5JA

Motivational Discussion Questions (Select One)

We’re a team. What is one thing you need help with? State it and someone volunteer to help.

Can we honk more? What’s our honk message? Encourage your team to honk often over the next week.

Download PDF: Warrior Wisdom

How many times have you heard a seller say, “I can’t get my foot in the door?”

It seems all of the standard ways of calling, emailing, or dropping by aren’t working.

It is frustrating for your sellers as they want to break into target accounts.

Since the standard methods aren’t working, it’s time to be different and stand out from the crowd.

Creativity is a great tool and key differentiator.

Just as selling is fun, have a little fun with clever ways to get in the door.

It’s a memorable way to make a connection and the majority of decision makers will respond.

Sales Huddle Energizer

At the drug store, toy store or store of your choice, buy several different items like these: Lifesavers, 100,000 Grand Bar, First Aid Kit, inexpensive sandals, Band-Aids, lunch bags, Pop-corn, batteries, swim goggles, flash light, screwdriver, live plant.

Ask each seller to select one target account that they are struggling to get in the door.

Display the items purchased. Each seller selects an item and writes a clever ice breaker for their target account.

Here are some samples:

Protein Bar: We keep everyone’s energy levels high for ………..

JuicyFruit: Your engagement specialist team will be more fruitful with ……

Smarties: With our proven and tested ……………..

Rollups: We roll up our sleeves and customize for your unique situation.

Band-Aids®: We’re not a quick fix for our customers. Our long term strategic planning eliminates compliance problems.

Live plant: Our success is assisting companies to grow sales 5–35%. Let’s meet and explore how we may be a valuable resource to grow your business.

Download PDF: Get your Foot in The Door