TMK1536 0910Agent training only. Not for sales use. Conducting Effective Sales Meetings TMK1536...

TMK1536 0910 Agent training only. Not for sales use.

Conducting Effective Sales Meetings



An effective meeting requiresforethought and planning



Purpose of Sales Meetings

Provide your team with tools

• Maximize income• Improve Retention


Effective sales meetings

• Celebrate success• Offer solutions for areas needing improvement• Equip salespeople

Sales and marketing ideas News

• Establish goals for next meeting


Keep it Positive!

• Focus on team and individual wins• Relevant discussions• Don’t present problems without also presenting

possible solutions


Good Start

• Be there first• Be prepared• Provide fresh coffee• Start on time


Attitude+ Activity+ Accountability= Sales Success


Track Activity

• Review with interest previous 3 days’ activities• Details

Contacts Dropoffs/Appointments Presentations Sales Sponsorships


Praise reinforces positive behavior and encourages

everyone to do well!



Celebrate Success

Recognize accomplishments

• Focus on those who are achieving objectives• Congratulate and thank Agents for meeting goals,

closing deals, and making money


Positive ‘war stories’ are engaging, fun to listen to, and

reinforce goals.



Presentations

Share stories from the trenches

Questions to spur these stories:

• How did you make initial contact?• What companies did you compete with for the sale?• What worked and what didn’t?• How many sponsorships?


Tell me, I forget.Show me, I remember.

Involve me, I understand!

TMK1536 0910


Encourage Meeting Involvement

• Have Agents demonstrate selling techniques• Have Agents teach a chapter from ‘Secrets of

Closing the Sale’


Good management is the art of making problems so interesting

and their solutions so constructive that everyone wants

to get to work and deal with them.

TMK1536 0910


Offer Solutions

• Discuss solutions to areas needing improvement


Ideas can be life-changing. Sometimes all you need to open the door is just one more good

idea.



Equip Salespeople

Prepare the sales force to SELL

• Marketing ideas• Sales ideas• Training


Equip Salespeople

Prepare the sales force to SELL

• Discuss Marketing Ideas That Work Whole vs. Term Life Five Basic Needs Overcoming Objections Positive Mental Attitude (PMA)


When you know —and when you know that you know — confidence replaces

fear.



Product Knowledge

• Encourage Agents to become familiar with each product in their portfolio

• This will give them the confidence to know which products to recommend.


Selling is a profession,not an amateur sport.



Sales Training

• Encourage Agents to become experts in the sales techniques of this profession


Establish Goals For Next Meeting

• Base objectives on identified opportunities for improvement Contacts Appointments Presentations Sales Sponsorships Learning Assignment?


Keys to an effective sales meeting

• Interesting … how?• Relevant … examples?• Organized … on track?• Brief … finish on time?• Positive … ideas?


Know the terminology to avoid confusion



Activity Management: Definitions

ContactConversation in person or on the phone where you ask for a dropoff/appointment



Dropoff / AppointmentAgreement to meet



PresentationsDropoff/appointment that ends with the Agent asking the customer for a sale



SalesSigned application and agreement to deduct money for the first premium



SponsorshipsUploaded name and contact information of a referral to receive an introductory offer (i.e., $3,000 Accidental Death Policy, Child Safe Kit, MedFacts Kit, Memorial Guide)

If you can’t measure it, it didn’t happen!


Summary

• Track activity• Celebrate success• Equip salespeople with sales and marketing ideas,

and valuable news on a point of interest• Set goals for the day and week — ask for a

commitment to accomplish them• Provide training solutions for areas needing

improvement


Provide training solutions for areas needing improvement

• In order to solve a problem, we must be able to identify the problem

• Critical thinking — ‘Rocks are hard, water is wet’• 5 Fundamental Truths


Fundamental Truth #1

• Only three reasons for poor sales performance Lack of proper activity Lack of sales skills Lack of their supervisor helping them hold

themselves accountable to activity model



• 3 presentations = 1 close*

*1 close should = multiple applications (husband & wife, package deal, etc.)



• 5 full days in the sales week



• 3-4 presentations per day = 15-20 presentations per week



• 15 presentations per week (with a 3:1 closing ratio)• = 5 closes per week

• 5 closes should = a minimum of 7-10 applications for the week*

*1 close should = multiple applications (husband & wife, package deal, etc.)


Identifying areas for improvement



Problem Scenario: Ima Laceyone

• 3 presentations for the week• 1 close


Lack of proper activity

Daily Weekly

50 contacts 240 contacts

5 appointments 24 appointments

3 presentations 15 presentations

50+ sponsorships 240+ sponsorships

• Lack of activity • Lack of supervisor accountability


Problem Scenario: Iggy Noramus

• 15 presentations for the week• 1 close*

*assumes Agent understands definition of a presentation

WHICH IS …?


Lack of Sales Skills



Problem Scenario: Ima B. Esser

• 30 presentations for the week• 3 closes


Lacks an honest definition of a presentation

30 pres. x 1.5 hrs = 45 hrs. pres time3 hrs. drive time per sales day = 15 hrs. drive time1 30-min. lunch per sales day = 2.5 hrs. lunch time

62.5 hrs. total

62.5 hrs. ÷ 5 sales days =12.5 hr. work days

It doesn’t add up!


What have you put on your To Do List?


TMK1536 0910Agent training only. Not for sales use. Conducting Effective Sales Meetings TMK1536...

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