data.com connect presents: kristin arnold - 7 signs of extraordinary sales meetings
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High Stakes Meeting Facilitation ! Team & Facilitator Training ! Conversational Keynotes, Breakouts and Panels
Kristin J. Arnold, MBA, CMC, CPF, CSP © 2016 All Rights Reserved " Tel: 480.502.2100 or 800.589.4733
! Fax: 480.502.2102 or 888.884.9132
# Email:[email protected]
President, QPC Inc. – The Extraordinary Team
11890 E Juan Tabo Road, Scottsdale, AZ 85255
www.ExtraordinaryTeam.com
SALES TEAM MEETING
Think About Your Team
1. Tell-Tale Sign 2. Technique(s) 3. Application
Today’s Workshop
“Gimme”
You Have the Meeting!
Time Topic Process Leader
Kick Off
Content
Closure
What’s the Question You
Want Answered?
Roger Schwarz
! List the topics/name! Ask how long & will
you lead?! Do you have enough
time?! If no, A-B-C prioritize! Start with the A’s
Time Topic Process Leader
Kick Off
Content
Closure
Self-Directed
Team Based
Hierarchical
! Leader
! Process Observer
! Recorder
! Scribe
! Timekeeper
! News Flash!! Focus on the Figures! Focus for the Day! Any Stucks?! A-Has (anything interesting?)! Attitude of Gratitude! Next Huddle Master
1. Follow an Agenda
2. Multiple Leaders
3. No Leader?
4.���SERVE UP A SANDWICH
! Tee Up$ Objective$ Definitions$ Process
! Brainstorm$ All ideas are valid$ No evaluation$ Hitch-hiking is ok$ Don’t settle too early$ Third Third
• The obvious picks• Pretty mundane…
The First Third
• More interesting…• Based on prior knowledge &
experience
The Second Third
• Forced connections• Come up with something unusual,
innovative or unexpected
The Third Third
! Evaluation$ Prioritize$ Organize$ Sort$ Synergize
1. We do not have enough customers.2. Our customers are not buying enough.3. We are not converting enough prospects into
customers.4. Our advertising and promotion is not
attracting enough customers.5. Our sales are not large enough per customer.6. Our customers are not buying frequently
enough from us.7. We do not have enough salespeople.8. Our salespeople are not selling enough to
our customers.9. Our salespeople are not trained well enough
to sell in a tough, competitive market.10. Our customers are buying too much from our
customers.11. Our competitors are selling too much to our
customers.12. Our customers perceive greater value and
benefit from our competitor's products.
Developed with Brian Tracy
13. Our customers are not aware of how valuable our products can be to them in comparison with our competitor's offerings.
14. We are not making enough profit on each individual sale.
15. Our costs of making each sale are too high.16. There is not enough focus on sales and
marketing in our organization.17. Our products are too expensive in comparison to
our competitor's offerings.18. Our products are not perceived to be as good as
those offered by our competitors.19. We do not have a distinct competitive
advantage that allows us to stand out as superior to our competitors.
20. The market has fundamentally changed and the demand for our product has declined permanently.
21. We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.
1. We do not have enough customers.2. Our customers are not buying enough.3. We are not converting enough prospects into
customers.4. Our advertising and promotion is not
attracting enough customers.5. Our sales are not large enough per customer.6. Our customers are not buying frequently
enough from us.7. We do not have enough salespeople.8. Our salespeople are not selling enough to
our customers.9. Our salespeople are not trained well enough
to sell in a tough, competitive market.10. Our customers are buying too much from our
customers.11. Our competitors are selling too much to our
customers.12. Our customers perceive greater value and
benefit from our competitor's products.
Developed with Brian Tracy
13. Our customers are not aware of how valuable our products can be to them in comparison with our competitor's offerings.
14. We are not making enough profit on each individual sale.
15. Our costs of making each sale are too high.16. There is not enough focus on sales and
marketing in our organization.17. Our products are too expensive in comparison to
our competitor's offerings.18. Our products are not perceived to be as good as
those offered by our competitors.19. We do not have a distinct competitive
advantage that allows us to stand out as superior to our competitors.
20. The market has fundamentally changed and the demand for our product has declined permanently.
21. We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.
19. We do not have a distinct competitive advantage that allows us to stand out as superior to our competitors.
20. The market has fundamentally changed and the demand for our product has declined permanently.
21. We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.
! Public or Private Poll! Live with the decision?! What are your
reservations?! On a scale of 1-10! 5 “L” Straw Poll
Loathe Lament Live Like Love Loathe Lament Live Like Love 76
Loathe Lament Live Like Love Loathe Lament Live Like Love 76
Loathe Lament Live Like Love
! Post ideas/suggestor on a flipchart! Review action items! Confirm responsibility! Check for helpers! Set a specific due date! Record in meeting minutes
117
What Who When
ABC Shari
123 Mike
XYZ Jaclyn
What Who When
ABC Shari
123 Mike
XYZ Jaclyn
Friday
9/1
What Who When
ABC Shari
123 Mike
XYZ Jaclyn
Friday
9/1
4. Serve Up a Sandwich
5. Take a Poll
6. End with Next Steps
11 Based on Joseph Luft & Harry Ingham’s Model: The JoHari Window: A Graphic Model for Interpersonal Relations. University of California Western Training Lab, 1955.
Pro
duct
ivit
y/E
ffic
ienc
y
Time
! Honor time limits! All participate, no one
dominates! Seek first to understand,
then to be understood
! Generate light, not heat! Limit war stories! Have an abundance
mentality! 3 knock rule
Kristin J. Arnold, MBA, CMC, CPF, CSP © 2016 All Rights Reserved
1. Follow an Agenda
2. Multiple Leaders
3. No Leader?
4. Serve Up a Sandwich
5. Take a Poll
6. End with Next Steps
7. Give Feedback