Month 16 – Account Swap

The Completion Level of Your Training.


Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – Account Swap

Sellers often have accounts or prospects that, for a variety of reasons, are difficult to service, up-sell or advance the sale. A different seller with a fresh approach may be the simple answer to increasing sales. Account Swap provides sellers the opportunity to review their account and pipeline list and swap accounts to best serve the customer, prospect and company.

Download PDF: Account Swap

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: No More Features – It’s All About Benefits

Sales Tip: Stop Listing Features and Tell Your Customers The Benefits.

If you are truly interested in attracting more buyers, a big sales tip to achieve that goal is: Stop Listing Features and Instead Tell Your Customers the Benefits.

All of your products bells and whistles don’t mean a thing to the prospective buyer unless the feature can be translated into a clear benefit by answering any one of these questions:

  • What’s in it for me?
  • What results am I going to get to improve my current situation?
  • Will it make me or my organization healthier, wealthier or wiser?

Sales Huddle

Select one product and work through these 5 Questions:

5 Questions to Get Clarity on Benefits

1. What is the Primary Benefit your product delivers?

2. Does the product deliver this benefit in a unique way? If so, explain.

3. Is there a metaphor which explains how your product produces the Primary Benefit?

4. What are the colleterial benefits unique to your product (and the positive side-effects?)

5. What is the order of benefits based on their expect value or importance to the prospect?

Download PDF:No More Features – It’s All About Benefits

Week 3: Amazing Motivating Movie Clip

Lessons From The Wisdom of Geese

Act like geese and hold up each other. Working like a team we can use our talents and skills to arrive strong at our big goal destination.

Geese take flight from Canadian waters and quickly form a v-shape flying pattern. One rotating goose in the center leads, and all other geese trail behind in two close lines. When the lead goose tires, another takes it’s place. Many teamwork lessons are incorporated into this educational video with it’s beautiful images of the wisdom of geese in flight.

Movie Link (02:08)

Motivational Discussion Questions (Select One)

  • Geese honk at each other to cheer and support the goose in the lead. How can we improve the way we cheer and support each other on?
  • If one goose falls from the formation, two others will fly to it’s aid. What situations do we have where we don’t go to each other’s aid as much as we should? What can we do better?

Download PDF: Lessons From The Wisdom of Geese

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Rattle Some Cages

Shake things up a bit. Explore what maybe in the way toclose more deals, reduce the sales cycle or improve the customer experience.

This is an opportunity to shake things up a bit. The intention is to explore what may get in the way to close more deals, reduce the sales cycle or improve the customer experience.

Your leadership and ability to keep this discussion as a brainstorming session and not turn it into a complaining session is important.

Sales Huddle

Select a brainstorming question that will shake things up a bit.

Here are a few examples… and create your own.

1. What unwritten rules within our team make it difficult to get things done quickly, efficiently, or profitably?

2. If you could have one tool which you don’t currently have to closemore sales, what would it be?

3. What is one activity you would like to give up and why?

4. If you were the sales manager, what would you do differently?

5. If you were the President of this company, what would you do differently?

Download PDF: Rattle Some Cages