Month 22 – First Impressions

The Completion Level of Your Training.

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Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – First Impressions

You’ve heard the saying, “You never get a second chance to make a first impression.” How true that is in sales! If that first impression isn’t good, it takes extra effort to win the customer or prospect over. To start off right, invest time in understanding how people make their first impression from the verbal and non-verbal messages we’re sending. Make sure the impression you leave is memorable for the right reasons.

Download PDF: First Impressions

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Creative Thinking As Business as Unusual

Creativity does exist when working within the boundaries of what you already have.

Of course, you can’t just say, “Be creative,” and expect your staff to magically produce innovative ideas. But changing our way of thinking in business is vital for growth and success. Without it, we run the risk of not looking at the bigger picture. It time for a creative thinking exercise. Try this experiment as a way to look at problems or situations from a fresh perspective and possibly even brainstorm some unorthodox solutions!

Sales Huddle

1. Give each sales rep 6 toothpicks.
2. Challenge the sales reps to create 4 triangles with the toothpicks. You may hear a complaint that they need more toothpicks (resources).
3. If hearing requests for more toothpicks… Stress that these are the only resources you can give and they are to find ways to use what they have.
4. Allow 3-4 minutes.
5. If no one solved the puzzle provide the answer and debrief further.

Further debrief questions:

1. What don’t we necessarily see that is right in front of us?
2. What obstacles are you facing now in which you want a new way of removing using only the resources currently available?
3. If we can’t spend any money on XYZ, and we want to do something different only using the resources we have – what can we do?

Answer to the puzzle:

Make a 3D pyramid with the six toothpicks. You have three standing triangles and one base triangle.

Download PDF: Creative Thinking As Business as Unusual

Week 3: Amazing Motivating Movie Clip

Is Fear Holding You Back?

You can do anything as long as you never give up! Just do it!

We fear the the unknown because it has an element of failure. In this cute video a monkey is taking a dog for a walk across a river with large stones. The monkey and the dog come into some tricky situations where fear creeps in and they figure out how to overcome their fears.

Movie Link (01:31) https://www.youtube.com/watch?v=b-RwtTiCo6Y

Motivational Discussion Questions (Select One)

  • Share a situation where you were holding yourself back because of fear, yet you broke through. What happened? How did you overcome the fear?
  • What are your current fears that may be holding you back? What experiment can you do to help you conquer your fears?

Download PDF: Is Fear Holding You Back?

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: No More Prospecting Silence

Be proactive rather than reactive in dealing with a prospect potentially going silent after a great sales conversation.

Your sales reps get the appointment and then there’s radio silence. The customer doesn’t take the reps calls or answers their emails. It’s quite frustrating for the rep and you, because this effects your forecast numbers to be even less accurate than you thought. Only the prospect really knows what’s going on with their non responsiveness, but your reps can take one of these two actions to prevent radio silence from ever happening again.

Sales Huddle

Challenge your sales reps to take one of these two actions for each prospect connection starting today:

Action 1: Set the next appointment before the conversation ends.

Stop leaving the meeting saying, “I’ll be back in touch next week.” That’s too vague and does not require any positive engagement from the prospect. Ending the conversation with, “Let’s place a date on our calendars now to circle back with the information you requested.” Calendars come out and now the prospect is actively engaging in selecting a date and time.

Action 2: Schedule a 10 Minute Check-in Call

You may get push back for a next meeting because the prospect wants to confer with others, or they need to invite others and aren’t certain of their availability or many other reasons. Minimize their risk by suggesting a 10 Minute Check-in Call to see where they are at. It looks like this: “Let’s put a 10-minute check-in call on the calendar for Wednesday at 11 to see where we are with (xyz) and then go from there.”

Download PDF: No More Prospecting Silence