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. You need to put the emphasis of the meetings 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 to energize sales meetings.
Even your best sales reps need help with their accounts from time to time. 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 sales reps want to discuss in your meetings.
Energize Sales Meetings by Discussing the Proper Topics
Your sales reps need to understand a prospect’s pain points before they can properly sell a solution. To get there, the rep will need to ask the prospect specific questions. Every prospect is different, though. While some of these folks will feel comfortable talking about their specific revenue challenges, others will remain tight-lipped. So, to energize sales meetings, have your sales reps work in teams to develop a list of questions. On a regular basis, the reps should discuss how well the questions are working for them in prospect meetings and adjust the list as necessary. By working as a team during this process, they can evaluate more case studies in a shorter period of time. The more evidence they have that a question either does or does not work, the quicker they can react accordingly.
Your sales 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 sales reps learn to ask the right questions to prospects and determine value, they will encounter a variety of personality types. Each new prospective client will bring a new set of characteristics to the bargaining table. The prospect may be passive-aggressive, strong willed or even stubborn. Equip your reps with the ability to recognize and interact successfully with a variety of buyers by role-playing to energize sales meetings and get some safe, close to first-hand practice for their next meeting.
It’s time to take your sales meetings back and concentrate on what your sales reps need in order to succeed in the field. Read the rest of Riddleberger’s suggestions and trying employing a few new tactics.