Have you noticed your reps’ non-verbal cues in sales meetings recently? If folks are checked out – texting, snoozing or playing Pokemon Go, you have a problem. In an article for Inc.com, Barrett Riddleberger tells you how to fix this problem, by putting the emphasis back where it belongs – on sales. You can start the process by uninviting marketing and operations people from your meetings. Then, it's time to focus on skills.
Even your best reps need help with their accounts. The regular sales meeting provides the best forum for sharing information and skill building, says Riddleberger. Here are a few of the 11 topics he believes reps want to discuss in your meetings.
Your reps need to understand a prospect’s pain point before they can sell a solution. To get there, they’ll need to ask questions. Every prospect is different. While some of these folks will feel comfortable talking about their specific revenue challenges, others will remain tight-lipped. During sales meetings, have your reps work in teams to develop a list of questions. On a regular basis, they should discuss how well the questions are working for them in prospect meetings and adjust the list as necessary.
Your reps know what your product costs. The prospect has a completely different point of view. Prospects must take factors like conversion of legacy systems and employee training into account. While your solution costs 10% less than what the competitor is selling, your prospect might not see the situation the same way. Help your reps learn to understand the meaning of unique value for each prospect.
Selling to Personality
As your reps learn to ask the right questions and determine value, they’ll encounter personality types. Each prospect will bring a set of characteristics to the bargaining table. They may be passive-aggressive, strong willed or stubborn. Equip your reps with the ability to recognize and interact successfully with a variety of buyers by role-playing during meetings.
It’s time to take your sales meetings back and concentrate on what your reps need in order to succeed in the field. Read the rest of Riddleberger’s suggestions and trying employing a few new tactics.