teaching your salespeople: how to run an effective skills=building sales meeting
TRANSCRIPT
Congratulations! We commend you for being pro-active about taking direct action to improve
the selling skills of your sales team.
Agenda• Why teaching adults is different than school • Four different Learning Styles• Your role during the sales meeting • Tips for using and debriefing activities • Planning and preparing for the sales meeting • Pre-meeting and post-meeting actions
There are four distinct learning styles.*
STAR has specialized in these since day 1!
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Theorists want to understand the theory and concept.
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Reflectors want to think and observe.
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Activists learn by doing and discussing.
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Pragmatists want to see how it will help them.
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Most salespeople are a blend of Activist and Pragmatist.
*Honey, Peter and Alan Mumford. The Manual of Learning Styles, Peter Honey Publications, 1992.
Demonstration is similar to role play but is done in front of the entire group (why it is called “fishbowl”).
Application activities include planning forms (for all the sales meeting kits) as well as other resources.
Step 2: Each video is divided into short teaching segments. Watch the entire video and take notes so you can lead a relevant discussion after each segment.
Step 3: You should be all ready after Steps 1 and 2. However, call or email if you have questions.
Bill McCormickSales Training And Results, Inc. (STAR)