Month 17 – Clever Delivery

The Completion Level of Your Training.

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Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – Clever Delivery

Today more companies are competing for the same business dollars. When prospects are reviewing all of the brochures, letters, marketing pieces and proposals on the same products and services, there’s a good chance that they won’t be able to distinguish your information from your competition by the time they’re finished reading. Clever Delivery helps sellers seize the opportunity to differentiate their marketing materials and stand out from the rest of the pack.

Download PDF: Clever Delivery

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Advance The Pipeline with Noble Purpose

Imagine improving the customer or prospect’s life by doing business with you, rather than selling them your product.

When reps look at the pipeline they tend to ask themselves,”What will it take to close this opportunity?” This question prompts the reps to think in terms of sales activities, their quota, and their tasks.

What would happen if they asked: “How will this customer be different as a result of doing business with us?” That question prompts the rep to think about the impact they, the product and the company can have on the customer’s business and life. This question shifts the focus from me, the rep and my tasks, to a customer oriented, problem solver,creative and collaborative framework.

Top producers who sell with this noble purpose mindset are more energized and motivated.

Sales Huddle

1. Ask your team to select 3 sales opportunities in the pipeline.

2. Look at each opportunity and answer these two questions:

  • What will it take to close this opportunity?
  • How will this customer be different as a result of doing business with us?”

3.Ask the reps, “What is different with their answers to each question?”

4. Challenge the reps to ask, “How will this customer be different as a result of doing business with us?” before contacting any customer or prospect today.

Download PDF: Advance The Pipeline with Noble Purpose

Week 3: Amazing Motivating Movie Clip

10 Rules For Better Conversations

When your job hinges on how well you talk to people, you learn a lot about how to have the best conversations.

Your job in sales primarily hinges on how well you talk to people and how to have the right conversations. NPR radio host Celeste Headlee has worked as a radio host for decades, and she knows the ingredients of a great conversation: Honesty, brevity, clarity and a healthy amount of listening. With technology, devices, and social media becoming larger pieces of our communication infrastructure, how do we get back to effective and meaningful communication when we are more polarized and divided than ever before?

In this insightful talk, Celeste shares her 10 interviewing rules to help be a better listener and have profoundly improved conversations.

Movie Link (11:43) http://www.ted.com/talks/celeste_headlee_10_ways_to_have_a_better_conversation

Motivational Discussion Questions (Select One)

  • Which of the 10 rules for better communication apply best to selling and why?
  • Which rule do you break most often and how can you turn that around?

Download PDF: 10 Rules For Better Conversations

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Where Have I Been and Where Am I Going?

Your goal is to check in with team members about what their day will look like. Asking where they’ve been and where they are going sets the stage for a better plan and an even better execution.

Check in’s keep you up to date and your reps paying attention to revenue producing activities.

This huddle is a chance for your team members to share information with each other, deliver the project status checks and garner new ideas from each other.

This is a great huddle to do every day for a week or consider this activity over four consecutive Monday’s. Reinforcing this huddle often, holds each rep accountable to better plan and execute.

Sales Huddle

Have a little or big ball – tennis ball, koosh ball or basket ball.

Gather the team in a circle.

You toss the ball to the first person and after they speak, they toss it to the next person.

Follow this toss pattern until everyone has answered the two questions.

1. What did you accomplish last week?
2. What are your our top 3 priorities for the day/week?

Download PDF: Where Have I Been and Where Am I Going?