tmk1536 0910agent training only. not for sales use. conducting effective sales meetings tmk1536...
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TMK1536 0910 Agent training only. Not for sales use.
Conducting Effective Sales Meetings
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
An effective meeting requiresforethought and planning
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Purpose of Sales Meetings
Provide your team with tools
• Maximize income• Improve Retention
TMK1536 0910 Agent training only. Not for sales use.
Effective sales meetings
• Celebrate success• Offer solutions for areas needing improvement• Equip salespeople
Sales and marketing ideas News
• Establish goals for next meeting
TMK1536 0910 Agent training only. Not for sales use.
Keep it Positive!
• Focus on team and individual wins• Relevant discussions• Don’t present problems without also presenting
possible solutions
TMK1536 0910 Agent training only. Not for sales use.
Good Start
• Be there first• Be prepared• Provide fresh coffee• Start on time
TMK1536 0910 Agent training only. Not for sales use.
Attitude+ Activity+ Accountability= Sales Success
TMK1536 0910 Agent training only. Not for sales use.
Track Activity
• Review with interest previous 3 days’ activities• Details
Contacts Dropoffs/Appointments Presentations Sales Sponsorships
TMK1536 0910 Agent training only. Not for sales use.
Praise reinforces positive behavior and encourages
everyone to do well!
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Celebrate Success
Recognize accomplishments
• Focus on those who are achieving objectives• Congratulate and thank Agents for meeting goals,
closing deals, and making money
TMK1536 0910 Agent training only. Not for sales use.
Positive ‘war stories’ are engaging, fun to listen to, and
reinforce goals.
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
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?
TMK1536 0910 Agent training only. Not for sales use.
Tell me, I forget.Show me, I remember.
Involve me, I understand!
TMK1536 0910
TMK1536 0910 Agent training only. Not for sales use.
Encourage Meeting Involvement
• Have Agents demonstrate selling techniques• Have Agents teach a chapter from ‘Secrets of
Closing the Sale’
TMK1536 0910 Agent training only. Not for sales use.
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
TMK1536 0910 Agent training only. Not for sales use.
Offer Solutions
• Discuss solutions to areas needing improvement
TMK1536 0910 Agent training only. Not for sales use.
Ideas can be life-changing. Sometimes all you need to open the door is just one more good
idea.
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Equip Salespeople
Prepare the sales force to SELL
• Marketing ideas• Sales ideas• Training
TMK1536 0910 Agent training only. Not for sales use.
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)
TMK1536 0910 Agent training only. Not for sales use.
When you know —and when you know that you know — confidence replaces
fear.
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
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.
TMK1536 0910 Agent training only. Not for sales use.
Selling is a profession,not an amateur sport.
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Sales Training
• Encourage Agents to become experts in the sales techniques of this profession
TMK1536 0910 Agent training only. Not for sales use.
Establish Goals For Next Meeting
• Base objectives on identified opportunities for improvement Contacts Appointments Presentations Sales Sponsorships Learning Assignment?
TMK1536 0910 Agent training only. Not for sales use.
Keys to an effective sales meeting
• Interesting … how?• Relevant … examples?• Organized … on track?• Brief … finish on time?• Positive … ideas?
TMK1536 0910 Agent training only. Not for sales use.
Know the terminology to avoid confusion
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Activity Management: Definitions
ContactConversation in person or on the phone where you ask for a dropoff/appointment
TMK1536 0910 Agent training only. Not for sales use.
Activity Management: Definitions
Dropoff / AppointmentAgreement to meet
TMK1536 0910 Agent training only. Not for sales use.
Activity Management: Definitions
PresentationsDropoff/appointment that ends with the Agent asking the customer for a sale
TMK1536 0910 Agent training only. Not for sales use.
Activity Management: Definitions
SalesSigned application and agreement to deduct money for the first premium
TMK1536 0910 Agent training only. Not for sales use.
Activity Management: Definitions
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!
TMK1536 0910 Agent training only. Not for sales use.
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
TMK1536 0910 Agent training only. Not for sales use.
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
TMK1536 0910 Agent training only. Not for sales use.
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
TMK1536 0910 Agent training only. Not for sales use.
Fundamental Truth #2
• 3 presentations = 1 close*
*1 close should = multiple applications (husband & wife, package deal, etc.)
TMK1536 0910 Agent training only. Not for sales use.
Fundamental Truth #3
• 5 full days in the sales week
TMK1536 0910 Agent training only. Not for sales use.
Fundamental Truth #4
• 3-4 presentations per day = 15-20 presentations per week
TMK1536 0910 Agent training only. Not for sales use.
Fundamental Truth #5
• 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.)
TMK1536 0910 Agent training only. Not for sales use.
Identifying areas for improvement
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Problem Scenario: Ima Laceyone
• 3 presentations for the week• 1 close
TMK1536 0910 Agent training only. Not for sales use.
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
TMK1536 0910 Agent training only. Not for sales use.
Problem Scenario: Iggy Noramus
• 15 presentations for the week• 1 close*
*assumes Agent understands definition of a presentation
WHICH IS …?
TMK1536 0910 Agent training only. Not for sales use.
Lack of Sales Skills
TMK1536 0910 Agent training only. Not for sales use.
TMK1536 0910 Agent training only. Not for sales use.
Problem Scenario: Ima B. Esser
• 30 presentations for the week• 3 closes
TMK1536 0910 Agent training only. Not for sales use.
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!
TMK1536 0910 Agent training only. Not for sales use.
What have you put on your To Do List?
TMK1536 0910 Agent training only. Not for sales use.