How to give your sales meetings an extreme makeover

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  1. 1. Sales MeetingsHow To Give Your Sales Meetings an Extreme Makeover By John Mayfield1
  2. 2. www.meetingmedic.com 2
  3. 3. What do your agents expect from your sales meetings? 4
  4. 4. Sales meetingsshould have Goals Objectives
  5. 5. What are the goals for yoursales meetings?
  6. 6. Meeting ObjectiveTo help your team membersunderstand what separatessuccessful salespeople from theaverage sales associate. Thismeeting will provide 10 characteristicsthat successful salespeople tend tohave evident in their lives.7
  7. 7. Goals You cant hit a target youcannot see, and you cannotsee a target you do nothave. - Zig Ziglar 8
  8. 8. Woody HayesEven the best team, without asound plan, cannot score.
  9. 9. Preparation!Sales meetings require work to be effective10
  10. 10. Understand different learning styles
  11. 11. Visually 12
  12. 12. Auditory 13
  13. 13. Kinesthetic14
  14. 14. People LearnDifferently 15
  15. 15. Have anAgenda!
  16. 16. No Agenda!No Direction!
  17. 17. Ideas for Your Agenda?
  18. 18. Tip #1 Start your meetings on time!5 MinuteRule
  19. 19. A minute of time is aninch of gold.- Chinese Proverb
  20. 20. 1 Minute = 1 PennyDoubled each day for a week = 64 penniesAfter one month 536,870,912 penniesWhich is equal to $5,368,709.12
  21. 21. Start On Time! 23
  22. 22. #2 Begin With aQuestion, Story, Facts orFigures24
  23. 23. #3 Engageyour audiencefrom thebeginning25
  24. 24. #4 Be Flexible!Watch forchanges andinterest, andgo with theflow.26
  25. 25. 27
  26. 26. #4 Be Flexible!Watch forchanges andinterest, andgo with theflow.28
  27. 27. Tip #5
  28. 28. This report is Included with your handout if not, Iwill post to the web for you to use30
  29. 29. Tip #6Sound excited!
  30. 30. Communication: 55% is through facial expressions and body language. 38% is through the tone and inflection of the voice. Only 7% is through actual words that you and I speak.32
  31. 31. News Anchor Study33
  32. 32. 93%of communication isthrough facialexpressions, bodylanguage and tone!34
  33. 33. People will always respond positively to joy andenthusiasm. - The Greatest Salesman 35
  34. 34. #7 Be Creative!36
  35. 35. G.A.SDo you have the right GAS in your tank?
  36. 36. First You NeedG = GoalsGoals Give You VisionWhat does it mean to havea vision.
  37. 37. Next You NeedA = AttitudeHave the right attitude!How do you get the rightattitude?
  38. 38. Finally You Need To BeS = SelectiveWith what you see, read, listen toand whom you associate with!
  39. 39. #8 Use Humor 41
  40. 40. Tip #9 Change yourteaching style Be different
  41. 41. 1B 2 3 E4R 5 XA 76 EN 89 RDC 1011 12 1314I16 17 15 INS 18G RealEstateSalesMeetings.com E
  42. 42. #10 Put Yourself in the AudienceWIFMWhats In It For Me?44
  43. 43. 45
  44. 44. Tip #11 Prepare Several MeetingsIn Advance
  45. 45. Tip #12 Listen You can make more friends in two months by becoming genuinely interested in other people than you can in two years by trying to get other people interested in you - Dale Carnegie.47
  46. 46. Tip #13 Dont Read YourMaterial Word forWord.
  47. 47. #14 Slow Down! 49
  48. 48. Tip #15 Engage TheAudience toHelp
  49. 49. Tip #16 Ask ForTopicsFromAgents51
  50. 50. Tip #17 Allow for Guest SpeakersFrom Time to Time Accountant CPA in January Radon Specialist Inspector Appraiser FHA or VA Issues Police Officer Safety Nurse CPR Training IRA or Investment Specialist Other agents or brokers outside area52
  51. 51. Tip #18 Motivate-Encourage-Coach!53
  52. 52. Lead The Team! 54
  53. 53. 55
  54. 54. #19 Use Stories56
  55. 55. Failure or Success?
  56. 56. #19 Use Stories58
  57. 57. Tip #20 ImplementTechnology WhenAppropriate
  58. 58. 60
  59. 59. Build an Archive of PDFDocuments!61
  60. 60. PDF Archive Examples Company Policy New Agent Training Manual Post Card Ideas Past Sales Meeting Agendas Scripts and Dialogues 62
  61. 61. Use DropBox! 63
  62. 62. Design an Intranet 64
  63. 63. Intranet 65
  64. 64. Use a Tablet PC! 66
  65. 65. Then e-mail your notes toyour sales staff!67
  66. 66. 68
  67. 67. WirelessProjectorsWorkGreat!69
  68. 68. 70
  69. 69. 71
  70. 70. Recording Archive72
  71. 71. I have to say, its really helpful! 73
  72. 72. www.GoToMeeting.com74
  73. 73. The Future of Real Estate?
  74. 74. The Future of Real Estate?
  75. 75. The Future of Real Estate?
  76. 76. Use a Flip Chart And VisualsTip #21 78
  77. 77. Use a SMART Board! 79
  78. 78. Tip #22 Keep Your Slidesand OverheadsSimple 80
  79. 79. Too Much Is Bad! WEST LAFAYETTE, Indiana (AP) -- Someonegained unauthorized access to PurdueUniversitys computer network, promptingschool officials to urge all students, staff andfaculty to change their passwords. Purdue officials said that after the initial breachwas detected, an investigation found thatcomputers in several locations on the 38,000-student campus here had been accessed. 81
  80. 80. Internet Security82
  81. 81. Tip #23 Keep Your MeetingsShort and Focused Your meeting portionprobably only needs tobe 5-10 minutes or 15 20 minutes.
  82. 82. #24 Tip #24Mix-Up Your MeetingTopics!
  83. 83. 85
  84. 84. Tip #25 End onTime!
  85. 85. End witha thoughtor quotefor theday!87
  86. 86. Quote of The Weekwww.crystalgraphics.com 88
  87. 87. QuoteGarden.com89
  88. 88. Debrief! 91
  89. 89. Web Sites To Help AddSome Sizzle To Your Sales Meetings
  90. 90. www.Realtor.org
  91. 91. EPA.gov 95
  92. 92. 96
  93. 93. HUD.gov 97
  94. 94. 98
  95. 95. 99
  96. 96. MaximumImpact.com 100
  97. 97. Summary.com 101
  98. 98. PresentationPro.com 102
  99. 99. 103
  100. 100. 104
  101. 101. 105
  102. 102. 106
  103. 103. 107
  104. 104. 108
  105. 105. 109
  106. 106. 110
  107. 107. 111
  108. 108. About.com 112
  109. 109. EAGoal.com 113
  110. 110. Presentations.com 114
  111. 111. ThoughtOffice.com 115
  112. 112. BankRate.com 116
  113. 113. CourseCalendar.com 117
  114. 114. 118
  115. 115. Grove.com119
  116. 116. 120
  117. 117. IdeaSiteForBusiness121
  118. 118. GameShowPresenter.com 122
  119. 119. 123
  120. 120. 124
  121. 121. 125
  122. 122. Web100.com
  123. 123. Rebac.net
  124. 124. NAHB.org
  125. 125. Census.gov
  126. 126. Google.com
  127. 127. Fanniemae.com
  128. 128. HomeBuyingGuide.com
  129. 129. VA.gov
  130. 130. Inman.com
  131. 131. WashingtonREALTORS
  132. 132. RealtyTimes.com
  133. 133. IndigoRose.com
  134. 134. 142
  135. 135. 143
  136. 136. DeskTopAuthor.com
  137. 137. Camtasia Studio
  138. 138. Snag-It
  139. 139. Screencast
  140. 140. www.OfficePlayground.com 148
  141. 141. ActiveRain.com 149
  142. 142. www.Inc.com150
  143. 143. www.SalesVantage.com 151
  144. 144. www.SuccessConsciousness.com 152
  145. 145. www.BrokerAgentNews.com153
  146. 146. www.LifeHack.com 154
  147. 147. www.TrainingWheels.com 155
  148. 148. www.Thiagi.com 156
  149. 149. www.MindTools.com157
  150. 150. www.SethGodin.com158
  151. 151. www.Gladwell.com 159
  152. 152. www.BlogTalkRadio.com160
  153. 153. What Works For You? 161
  154. 154. Prepare Home ToursIn Advance ForMeeting! Sandy Green-PresidentReece/Nichols Kansas City, MO 162
  155. 155. Mike Travaglini Coldwell Banker Gundaker REALTORS St. Louis, MO (2005 President of SLAR)Go Over Contract Issues!163
  156. 156. Cards and Notes From Office164
  157. 157. Corky Hyatt Assign a project or activity to oneof your agents!165
  158. 158. Conversations WithAgents On New IdeasThat Work!166
  159. 159. Question and AnswersWith Agents 167
  160. 160. Stacy Johnson Cosby168
  161. 161. LaNora Kay Branson, MO 169
  162. 162. Remember 170
  163. 163. Give clear instructions foreach activity; speak slowly. 171
  164. 164. Dont let discussion go on too long. 172
  165. 165. Dont let one persondominate the discussion. 173
  166. 166. Quicken the pace of activities fromtime to time to keep people alert. 174
  167. 167. Compliment participants on good ideas. 175
  168. 168. Share your own ideas to getthe discussion going, butdont do all the talking.176
  169. 169. Ask individualparticipants torecap asection toensureunderstanding.177
  170. 170. Re-Cap Start on time! Motivate and Encourage! Look and Sound Excited! 93% Be Different and Creative! Watch for Various LearningStyles!178
  171. 171. Re-Cap Prepare and Plan in Advance Track Your Meetings Allow Agents to Participate And Most of All, Have Fun! 179
  172. 172. RememberYesterdays failures are todaysseeds - That must be diligentlyplanted to be able to abundantlyharvest - Tomorrows success. - proverb 180
  173. 173. William Butler YeatsEducation is not thefilling of a pail, butthe lighting of afire.(18651939) Irish poet, playwright & mystic, leader of Irish literaryrevival, Nobel prize 1923181
  174. 174. Bonus Gifts182
  175. 175. Tip #24 Meetings!Track Your
  176. 176. www.RealEstateSalesMeetings.com
  177. 177. Why Sales Meetings? 186
  178. 178. Todays CRB OfferUltimate Sales Meeting CD-ROM $99.00Ultimate Webinar CD-ROM $329.00
  179. 179. Todays OfferTechnology for Dinosaurs$75.00Create a Web Site for FREE$27.00Could You Make $50,000 inOne Month?$79.00101 Marketing and TechnologyTips e-Book $49.00Other Webinars$99.00iPhone e-Book - FREEUltimate Sales Meeting CD $99.00Total$418.00
  180. 180. 189