Tuesday Tips

Let’s Talk About Sales 

As we are in the midst of the NFL playoffs, please consider another sports analogy.  As with any good team we need a game plan. (Sales Process)  We must call the right play during the “game”. (Meeting Format) As a player we must execute for our position and use our professional skills. 

The most common play that we run in sales is the “sale meeting”.  Things have changed drastically in the times of COVID, but one thing remains constant.  We must have a consistent play that we run. A framework that we follow.   

Our “huddle” is the pre-call plan.  Even if we are going solo, a pre-call plan helps us prepare, fill in gaps, and do more than “wing it.” 

Subscribing to a predictable and consistent meeting format is good for a salesperson.  Following our “play” the outcomes will be predictable and help us to be effective and efficient with our time.  

Every sales system has a version of a meeting framework. They are all similar. Use The Google to find what suits you best, modify to meet your needs, and continue to improve through repetitions.  

Any framework is better than no framework.  Here is an example developed over years of trial and error and liberally stolen from several sales systems. 

1. Develop connection with your counterpart 

1. State the purpose of the meeting 

1. Purpose 

1. Time agreed to 

1. Their Agenda (“what are 1 or 2 things you would like to cover today to make this good use of your time?”) 

1. Roles 

1. Outcomes & Next Steps 

1. No Fit 

1. Fit 

1. Transition question (“With all that you have on your plate, as well as it is going, what area concerns you most?”) 

1. Diagnostic Questions 

1. Closing Contract  

1. Establish and agree on next steps 

A call debrief, conducted with a manager or alone, are your game films to identify specific areas to perform better.  Three simple questions help you to improve:  

1. What went well?  

1. What would you have done differently?  

1. What was the single most important information you uncovered? 

Follow a play for your prospect meetings and you will continue to improve as a professional and compete at the highest levels.   

If you would like more detail on preparing for and conducting great meetings, contact me at brewster@smallpointconsulting.com. 

Quote

“Look to this one day, for it is life. Yesterday is but a dream, and tomorrow is only a vision. Yet each day well lived makes every yesterday a dream of happiness and every tomorrow a vision of hope. Look therefore to this one day, for it alone is life.”

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