Month 19 – Pre-Call Planning

The Completion Level of Your Training.

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Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – Sales Prep to Close More Deals

Preparation before a sales call increases the chance of success by nearly 25%. So what keeps sales reps from consistently preparing? Two main reasons: assumptions that they don’t have time to prepare or they know the business so well they don’t need to! Assuming we know everything can be dangerous. That’s when it’s easiest for the competition to get a foothold. Preparation doesn’t really add time to a rep’s day. Proper preparation transfers time and energy to proactive and focused sales calls that deliver more sales. Only 7 minutes with an easy preparation tool saves dozens of minutes – and sales – later!

Download PDF: Sales Prep to Close More Deals

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Benefits on Steroids

Direct the movie in their mind, painting the picture of the EXPERIENCE they will gain from the Benefit.

It’s drilled in your head to turn features into benefits. But what if you put the benefits on steroids? Before we talk steroids, let’s take a closerlook at what is actually happening with turning features into benefits.

Let’s take a pencil for easy sake. This pencil has a soft easy grip (Feature), which makes it easier to hold (Benefit). Or a car – This car is red with a retractable hardtop (2 Features), which gives you the sporty look you are interested in(Benefit).

Now Benefits on Steroids… this is where the sale is really made!

This pencil has a soft easy grip, which makes it easier to hold, allowing you to write smoothly for hours without any pain or being slowed down from writing your manuscript.

This car is red with a retractable hardtop, which gives you the sporty look you are interested in. Imagine yourself driving down the road,wind blowing on your face and people in the cars you pass looking at you with awe and envy.

Sales Huddle Energizer

Ask your team to select the most sought after features of your product and write the feature to benefit conversion.

Then, share the car and pencil examples.

Next, pair your reps and ask each pair to turn their benefits on steroids.

Should be fun, interesting and prove the point… people really buy the emotional experience. Bet your reps start ramping up their benefits now!

Download PDF: Benefits on Steroids

Week 3: Amazing Motivating Movie Clip

Even Eagles Need a Push

Sometimes it only takes a push for us to soar like an eagle.

This is a story of a mother eagle knowing her important task is to give ‘The Push’ to teach her eaglets to soar. It’s the ultimate responsibility or the eaglets do not survive. Through the eyes and emotions of an eagle we can relate to needing the help and/or offering the help of ‘The Push’ from someone or even for someone in our lives.

Movie Link (03:34) https://youtu.be/3VkUl-Knh_E

Motivational Discussion Questions (Select One)

  • What’s going on now with your sales targets, challenges, or stalled deals that we can be ‘The Push’ for each other?
  • When do you need ‘The Push’ to help you achieve? Partner with a colleague. Share your situation. Select how many days/weeks you’ll be there for each other with ‘The Push’.

Download PDF: Even Eagles Need a Push

Week 4: 10 Minute Sales Huddle

10 Minute Sales Huddle Energizer: Removable Obstacles

Moving a buyer through your pipeline… that’s YOUR objective, not theirs.Remove any obstacles and you are now on their timeline.

Moving a buyer through your pipeline . . . that’s YOUR objective, not theirs. Chances are unless the buyer contacted you, you are at the mercy of THEIR timeline and THEIR decision-making process. There is no magic formula, winning words, or silver bullet to compel a customer every time, but one way sellers can potentially advance sales is to REMOVE ALL THE OBSTACLES for buyers. What are your removable obstacles?

Sales Huddle

1. Each sales reps selects an account who is stalled in the process.

2. Share this example: A potential patient walked in the door of an eye doctor’s office to ask questions and make an appointment for an eye exam. They asked the receptionist if the Dr. was on her ABC insurance plan. The receptionist could have answered, “Sorry, no, we don’t file that insurance, but you can pay for your exam and send your receipt to your insurance company for reimbursement“.

But, instead, she answered, “We are not in-network with that plan, but we’ll help you file an out-of-network claim right here on the same day as your appointment.,” and then proceeded to pull the reimbursement form and stamped envelope from a file folder and said, “After your exam and payment, we fill this out with your receipt and drop it in the mail for you. Are you looking to get in within the next few days? Here’s our first opening…”

Then the patient scheduled her appointment. Seemingly not bothered that they would pay out of pocket first. The receptionist removed nearly all the obstacles for her – SHOWED her how easy it would be to make her visit and file the claim.

3. Break your team into smaller groups. Each group selects one sales reps’ account. As a group, explore where in the sales process is it stalled and ideas to remove the obstacles.

4. Large group: Each group reports out their findings.

Download PDF: Removable Obstacles