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100 Sales Team Meeting Ideas: #10 – Expect Common Objections

Monday, June 10th, 2013

During your next sales team meeting, talk about the objections your team is hearing.

Chances are they are all hearing the same objections and there may not be as many as they thought. This is a great exercise and will help your team feel more in control.

Sometimes it feels like all you get are objections and its useful to break that down to manageable pieces.

After you identify the objections you commonly hear come up with strategies and scripts for addressing each one. Now, during their next sales call, they can expect and effectively address their most common objections. Empowering!

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100 Sales Team Meeting Ideas Project by Meeting to Win

Sunday, March 3rd, 2013

We are working on the 100 Sales Team Meeting Idea project at Meeting to Win this year.  We believe that sales team meetings are a great way to develop and motivate sales teams and our goal is to provide Sales Managers with a lifetime of powerful sales team meeting topics and ideas.  Stay with us and check back regularly as the list grows.   Feel free to email me your ideas and we’ll add them to the list with credit to you – jill@meetingtowin.com. 

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For a never-ending supply of ready-to-use Sales Team Meeting Agendas and Topics, become a Meeting to Win subscriber at www.meetingtowin.com/subscribe.  There are several options ranging from a FREE monthly topic to unlimited access at the Topic Library (over 120 topics currently) + a new 60-minute agenda delivered weekly. 

100 Sales Team Meeting Ideas Project

100 Sales Team Meeting Ideas: #1 – Dust Off the Training Manuals

100 Sales Team Meeting Ideas: #2 – Invite an Operating Partner

100 Sales Team Meeting Ideas: #3 – Start a Team Book Club

100 Sales Team Meeting Ideas: #4 – SWOT Your Company

100 Sales Team Meeting Ideas:  #5 – Customer Current Events

100 Sales Team Meeting Ideas:  #6 – Walk a Mile In Their Shoes

100 Sales Team Meeting Ideas:  #7 – Fresh Eyes on Stale Accounts

100 Sales Team Meeting Ideas:  #8 – Tools of the Trade

100 Sales Team Meeting Ideas:  #9 – Boardroom Ettiquette

100 Sales Team Meeting Ideas:  #10 – Expect Common Objections

100 Sales Team Meeting Ideas:  #11 – Team Topics by Topic Leaders (available July 8, 2013)

Visit our Topic Library for 120+ sales team meeting topics to download instantly.

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100 Sales Team Meeting Ideas: #4 – SWOT Your Company

Sunday, March 3rd, 2013

We are at the beginning stages of our article series, 100 Sales Team Meeting Ideas.  Here is #4. 

SWOT Your Company

This is a fun conversation that elevates the team’s conversation above the day to day tactics of their roles.  It is a great exercise to get everyone to think of the business from a higher level.

Spend equal amounts of time or split into 4 groups and create a list of your company’s competitive Strengths, Weaknesses, Opportunities and Threats.  Then, spend time at the end of the meeting or at your next meeting deciding what you should do to capitalize on strengths and opportunities while minimizing weaknesses and threats. 

This exercise will give your team a competitive advantage in the marketplace.

Visit www.meetingtowin.com for 100s of other sales team meeting ideas to keep your team competitive.

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100 Reasons to Hold Sales Team Meetings: #2 – Accountability

Friday, March 1st, 2013

Regularly scheduled sales team meetings can be the fuel that drives a sales team’s week.  You’ve given them goals, activity expectations and coaching.  Don’t stop there.  Spend a few minutes each week, as a team, ensuring everyone is living up to expectations.  A weekly sales team meeting is a great time to celebrate the work everyone has done toward the sales goals.  The team will feel proud to share and, also, very accountable to have good activity and results to deliver each Monday morning.  Accountability can be positive and motivating when done weekly in a team meeting.  The culture becomes one of celebration for those achieving and motivational for those falling short. 

Stay tuned as we continue our list of 100 Reasons to Hold Sales Team Meetings. 

For more sales team meeting topics, visit www.meetingtowin.com.

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100 Sales Team Meeting Ideas: #3 – Start a Team Book Club

Thursday, February 28th, 2013

A team book club is a great way to build teamwork, increase business acumen, spark new ideas, become better business partners with your clients, stay current and get up and out of your everyday world.

As a team, choose a book on a topic that would benefit the team, assign weekly reading and weekly book club meeting leaders. Each week the team members should come prepared to discuss the assigned reading. The leader for that week should prepare 2-3 discussion questions depending on the time allotted for discussion.

At the end of the meeting, spend a few minutes discussing how something you learned may be applied in the field.

You’ll see a spark in your team as you work your way through a team book club.

Stay tuned for more from Meeting to Win’s list of 100 Sales Team Meeting Ideas.

For 120+ sales team meeting topics, visit www.meetingtowin.com.

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100 Sales Team Meeting Ideas: #2 – Invite an Operating Partner

Friday, February 22nd, 2013

Meeting to Win is sharing 100 sales team meeting ideas for Sales Managers who want to energize their sales teams first thing every Monday morning. 

Idea #2 of 100 - Invite an Operating Partner to your meeting and, in workshop format, figure out ways to work together more effectively.  This could be an Implementation team member, a customer service representative, someone from accounting, your Marketing partner or anyone else who partners with you to give the customer a positive experience.

Ask a member of your to lead the meeting and invite an operating partner.  The goal is to better serve the customer so invite someone who you should work more effectively with for the benefit of the customer.  Ask them to come prepared by providing them with discussion questions in advance.  Here are some examples: 

  • If we work together more effectively, how will the customer benefit?
  • Do we need to engage you earlier, later or at a different point in the sales cycle?
  • What do we do that frustrates you and makes it harder to deliver for the customer?  How does that impact the customer?
  • What do you think you could do better for sales?

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Can’t We All Just Get Along? YES!

Thursday, August 18th, 2011

School is back in session for most students and the topic of getting along with one another is always a central theme in classrooms. What a great place and age to learn to resolve “workplace” problems.

On that topic, I wanted to share 3 ways to reduce workplace conflicts.
1. Man Up.  Do not ever send an e-mail about a sensitive issue or a conflict. The only e-mail that is acceptable is one that requests a time to sit down and talk. Schedule enough time with the person involved and bring your issue to them face-to-face.

2.  It’s NOT About YOU.  When having your face-to-face discussion about whatever issue you are facing, do not make it personal.  Talk about the situation, not the person.  For example, if someone keeps disrespecting you in team meetings, instead of saying “YOU always interrupt me” or “YOU always put down my ideas, WHY do you do that?” try something like “When I’m interrupted by your comments during meetings, I get the impression that you don’t value my contributions.  Is my impression correct?“  Then be quiet and let them answer.  The conversation is already less confrontational, but no less direct and clear.

3.  If you must TATTLE, do it like a Kindergartner.  Kids are very open communicators and we can learn something from that.  Typically, before a kid gets an adult involved in their conflict, we hear something like “I’m gonna tell”.  Here’s a life lesson.  There are times that an issue needs to be escalated and resolved at a higher level.  If you’ve practiced #1 and #2, this should rarely, if ever, happen, but if it does, the right way to escalate is to include the other person(s) in the conflict.  Say something like, “I realize that we both feel strongly about this issue and we disagree about how to handle it.  We must get it resolved for the sake of the customer/project/business.  I plan to involve [insert supervisor's name here] to get their opinion and decide how to move forward.  Would you like to be involved in that conversation?” 

Put these ideas into practice and enjoy workplace communication and collaboration like never before.  Have a great day!

Sales Team Meeting Agenda on this topic coming soon. 

Subscribe to Meeting to Win and get (1) a new 60-minute sales team meeting agenda every week AND (2) access to the Sales Team Meeting Topic Library (100 topics to download anytime).

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Fall 2011 Sales Team Meetings – What is your plan?

Monday, July 18th, 2011

Summer is moving right along and it’s time to start thinking about the Fall selling season. Wise sales people are already taking action and positioning themselves strategically as all the decision makers finish up summer vacations and settle back into their offices to make some purchases. What an exciting time of year!

At Meeting to Win, we also start planning for a great Fall with sales team meeting topics to keep your team motivated and successful between now and the holidays.

What you can expect from Meeting to Win – Fall 2011:

  • NEW ACCESS FOR SUBSCRIBERS – Subscribers will have access to ALL STORE items for download anytime.
    • 100+ Topics currently available.
    • New topics added regularly.
  • We’ll continue to provide a brand new topic every week for subscribers.
    • Including such topics as:
      • Course Correction – Be the GPS
      • Dump the Slides
      • How’s That Working For You?
      • Basic Boot Camp
      • Image to Win
  • MORE EXPERTS.  Our Summer of Experts series was so successful that we will continue to provide sales team meeting topics with expert content throughout the year.
    • SNEAK PEAK:  Join us in the Summer of 2012 for Summer at the Movies.
  • Sales team meetings topics on the pulse of today’s business environment – equipping your team to sell more that very week.

Join us by subscribing and get a momentum boost for the Fall of 2011.

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Your Work’s Higher Purpose – Happy Memorial Day

Saturday, May 14th, 2011

Memorial Day is right around the corner.  This is a day we get to stop and commemorate those who have paid the ultimate price for our freedom.  What a job!  If you are serving in the military, it’s not hard to find some higher purpose in every little task you are asked to do, but for the rest of it, it might be harder.

Stop and think about what your actions translate to for those you serve.  For example, if you are a realtor, by doing your job correctly, you are helping to create a comfortable home that a family can enjoy, afford and thrive in.  What does that mean?  That means they are more likely to be happy, educated, stay together and raise productive members of society who will impact generations to come. 

No matter what you job, look for the higher purpose.  It will show in your work and attitude.

Happy Memorial Day. 

Meeting to Win subscribers, look for the upcoming Sales Team Meeting Agenda, Your Work’s Higher Purpose.  It is sure to be a motivating topic your team will enjoy.  If you are not a subscriber, join Meeting to Win today and get a new sales team meeting topic like this one every week.

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Sales Performance Book Club – Q2 2011 – The Brand You by Tom Peters

Wednesday, March 2nd, 2011

Get a NEW sales team meeting topic EVERY Friday morning delivered right to your inbox – Subscribe to Meeting to Win by clicking HERE.

Meeting to Win subscribers are preparing for a Q2 Sales Performance Book Club on the book Reinventing Work: The Brand You by Tom Peters.  Grab the book and start your own Sales Performance Book Club. 

DISCUSSION GUIDE:

Reading Assignment #1:  Chapters 1-5

1.  What is different about “making a living” in your generation vs. your parents’ generation?  What evidence do you have to prove those differences?

2.  What changes in the world, your profession, your industry do you anticipate in the next 5, 10 and 20 years?

3.  Who would you say have a positive brand in your company? What do they do – or not do – to build that brand?  What is your brand?

4.  Do the branding exercises in Chapter 4. 

5.  What is your impression of the book after reading the first 5 chapters?  What do you hope to gain from spending time reading this book?

Reading Assignment #2: Chapters 6-10

1.  Choose 10 packages that you would want to be associated with? Why those packages?

2.  Think about yesterday.  What did you do to add to or detract from your brand?

3.  Think about last week.  How much of your time did you spend on what you value?

4.  What is a strategy you could use to gain important business skills?

5.  Spend some time with the pricing experts in your own company.  Understand exactly how much is costs to provide your products and services.

Reading Assignment #3: Chapters 11-15

1.  Begin answering the question:  “Who are you?”

2.  Now, give yourself a title.

3.  Does your calendar reflect who you are and your new title?  If not, what should or should not change?  

4.  What are some tactics for getting things done in your current role?

5.  Is there a crappy task available?  How can you make it cool?

Reading Assignment #4: Chapters 16-20

1.  How can you make things happen in your current role without the aid of marketing dollars?

2.  List your top 10 “projects”.

3.  Follow steps 1-7 at the beginning of Chapter 17.  

4.  What “clutter” can you dump?

5.  How empathetic are you to your clients?  How could you improve this?

Reading Assignment #5: Chapters 21-25

1.  What is your “Saleable Distinction”?

2.  How is your “rolodex”.  Could your “community” use some building?

3.  What steps can you take to “own” your community (LinkedIn, Professional Associations, etc).  

4.  What steps can you take to “expose yourself”?

5.  What has become stale about your approach/solutions?  How can you make it new and relevant again…and again… and again?

Reading Assignment #6: Chapters 26-30

1.  What is the closest thing to a “big idea” you currently have?

2.  Answer the questions on page 122.

3.  Grab a team mate and discuss how your department or team can reframe a project.

4.  List 15 “elements” of your identity

5.  What is your assessment of this book so far?

Reading Assignment #7: Chapters 31-35

1.  In the past year, which of your actions have built your trustworthiness?  which have detracted from it?

2.  What impression would someone have of you based on your card alone?

3.  Whether you have one yet or not, describe “your” website.

4.  What are 5 opportunities you have in the next week to practice your presentation and story telling skills?

5.  What specific actions help you stay positive and enthused?  How often do you need to do them?  How often do you actually do them?  Commit to doing them as often as needed to stay enthused.

Reading Assignment #8: Chapters 36-40

1.  What growth opportunities exist in your current projects?

2.  What could you add to your personal and professional renewal plans?

3.  Pick one thing from the list of 50 in Chapter 38 and do it today.

4.  Choose your Board of Directors.

5.  How do you currently connect with the front line?  How can you get more involved with the front line?

Reading Assignment #9: Chapters 41-45

1.  How can you incorporate your rolodex activity into your schedule?

2.  Begin writing your Mission Statement.

3.  Who is in your “Hall of Fame”

4.  How do you get the word out about YOU?

Reading Assignment #10: Chapters 46-50

1.  What is the global appeal of your stuff?

2.  How do you feel about the word “sell”? 

3.  How can you “ask for the business” in a current situation?

4.  After reading this book, what, if anything, are you or will you do differently? 

5. Mark your calendar for one month from now with this question.  “Am I doing anything differently because of the time I invested in this book?”

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