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Sales Meeting Series – Volume 1



      Manager’s Guide




      Access to program
      (Turn off browser pop up blocke...
Sales Meeting Series




    Sales Meeting Series
    Introduction
    The Sales Meeting Series is designed to provide any...
Sales Meeting Series


    •   E-mail Invitation – A Word template that can be inserted into an email and
        used to ...
Sales Meeting Series


    •   Participant Materials – Consists of participant handouts for the meetings.
        Each han...
Sales Meeting Series


            . The videos can be viewed multiple ways:

                    Option 1 - One strategy ...
Sales Meeting Series


                                                        STEP 2 – Select the Settings
              ...
Sales Meeting Series


    License Understanding
    The Sales Meeting Series is licensed per individual office. Unauthori...
Sales Meeting Series




    Volume 1 – Strategies for
    Becoming a Top Producer
    Overview
    Volume 1 is based on m...
Sales Meeting Series



    Option 1 – One strategy per meeting
    This option enables you to review one strategy for a m...
Sales Meeting Series


    Option 2 – Several strategies in a single meeting
    This is a derivative of option 1 where se...
Sales Meeting Series


    Business Development Group – These 3 strategies all speak to the importance of
    business dev...
Sales Meeting Series


    Option 3 – Five Strategies per meeting
    This option enables you to review five strategies at...
Sales Meeting Series


    Option 4 – All Fifteen Strategies in a single meeting
    This option is ideal for a single ½ d...
Sales Meeting Series




    Tips for successful meetings
    The following are several best practices based on other’s ex...
Strategies for Becoming a Top Producer




        Strategy 10
NOTES




        Exercise 10
        Answer these question...
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Ralph Spencer Training Session Handbook 10 23 08

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Transcript of "Ralph Spencer Training Session Handbook 10 23 08"

  1. 1. Sales Meeting Series – Volume 1 Manager’s Guide Access to program (Turn off browser pop up blocker to allow program to run) Write in your unique Login URL: http://www.RalphSpencer.com/SMS_V1 Login: _____________________________________
  2. 2. Sales Meeting Series Sales Meeting Series Introduction The Sales Meeting Series is designed to provide anyone responsible for facilitating a commercial real estate sales meeting with the resources to improve attendance, participation and the effectiveness of the training. The purpose of this guide is to provide general instructions for the most effective use of the Sales Meeting Series. Program Components The Sales Meeting Series consists of the following components: • Manager Instructions – A short video presentation to help managers quickly understand how to access and use the Sales Meeting Series. Also, a printed Manager’s Guide is available for download. The Manager’s Instruction page provides access to several program elements. © 2
  3. 3. Sales Meeting Series • E-mail Invitation – A Word template that can be inserted into an email and used to promote attendance to the meeting. The template can be easily customized. The email invitation is a Word document that can be modified as needed. • Invitation Flyer – A Word template that can be used to promote attendance to the meeting. The template can be easily customized. The invitation flyer is a Word template that can be modified as needed. © 3
  4. 4. Sales Meeting Series • Participant Materials – Consists of participant handouts for the meetings. Each handout is an Acrobat file that can be downloaded and printed as needed. Each strategy, within each of the program options, has its own participant handout. • Presentations – The presentations consist of short videos, from 4 to 8 minutes each, followed by 2 minute participant exercises. The program is flexible in the ways the presentations can be accessed. Each strategy is presented using synchronized video and PowerPoint slides for the presentation followed by a timed exercise. © 4
  5. 5. Sales Meeting Series . The videos can be viewed multiple ways: Option 1 - One strategy per meeting o Option 2 - Several strategies per meeting o Option 3 - Sequentially, five strategies per meeting o Option 4 - All 15 strategies in one meeting o Recommendations for Most Effective Use The Sales Meeting Series is designed to be flexible; use it the ways that work best for you. The program is designed to be used for a group meeting, not individual training. While it can stand alone within a group meeting, the most effective use is to pause the video and facilitate a discussion based on the programs’ exercises that follow each strategy. The videos are intended to provide a spring board for interactivity among the participants. They also provide the facilitator an opportunity to supplement the meeting with additional materials, examples and/or exercises. The most effective use of the Sales Meeting Series is for the facilitator to jointly present and actively facilitate the meeting, effectively “co-presenting” with Ralph Spencer, CCIM, SIOR, the speaker in the videos. Screen Resolution The Sales Meeting Series is produced to be shown on a screen with a resolution of at least 1024 x 768 pixels. If the program is run on a computer with less resolution, side and bottom scroll bars will appear to allow you to position the screen. If you would like for the program to appear larger on your screen and you are running the program on a computer with a higher than 1024 x 768 screen resolution, you can reduce the screen resolution on your computer. Below are the steps to follow: STEP 1 – Right click anywhere on your computer desktop, select properties and left click © 5
  6. 6. Sales Meeting Series STEP 2 – Select the Settings tab STEP 3 – Change the screen resolution. 1280 x 1024 is a good choice. Showing Full Screen in Browser Another technique to improve the viewing experience is to change your browser to full screen once the program is launched. Simply click the F11 key on your keyboard and your browser window will become full screen. To return to normal view, click the F11 key again. © 6
  7. 7. Sales Meeting Series License Understanding The Sales Meeting Series is licensed per individual office. Unauthorized use or reproduction is prohibited. Each licensed office has unlimited access to each volume of the Sales Meeting Series that has been purchased. An individual office is authorized to use the series for its own meetings or for a combined meeting, at a single location, with several offices of the same company. The Sales Meeting Series is delivered via the Internet. A record is created each time the program is accessed by a licensee. This record includes both access and usage information. Innovative Learning, LLC, the developer of the Sales Meeting Series, reserves the right to suspend access to any user whose access and usage record indicates a violation of the above understandings. Your company and office licensee name will appear at the bottom of each screen. © 7
  8. 8. Sales Meeting Series Volume 1 – Strategies for Becoming a Top Producer Overview Volume 1 is based on more than 15 years research to identify and catalog the things that top producers do well that explains, in part, their success. 15 different strategies have been identified and each is presented. The format for each strategy consists of a brief description, an example and an exercise. Program Navigation The main table of contents page provides flexible access to the program components. © 8
  9. 9. Sales Meeting Series Option 1 – One strategy per meeting This option enables you to review one strategy for a meeting. The video, including a 2 minute exercise, lasts approximately 5 minutes. Follow the presentation with discussion and the total time will be approximately 15 minutes. This is Option 1 – Individual Strategies page. © 9
  10. 10. Sales Meeting Series Option 2 – Several strategies in a single meeting This is a derivative of option 1 where several strategies are reviewed in a single meeting. This option works best when you desire to spend more than 15 minutes, but not enough to cover 5 strategies. You can combine any number of strategies to make a presentation. This is Option 2 – Group of 3 Strategies page. Alternatively, you can access the individual strategies one at a time and in any order, using Option 1. Using this approach you can combine any number in any order and create your own custom program. The following are several groups of 3 strategies each that have already been combined into a single presentation based on their relevance to a single theme. Area of Focus Group – These 3 strategies all speak to the idea of being a true specialist. Strategy 1 – Rule a small domain (4 minutes 24 seconds) Strategy 2 – Be a know it all (7 minutes 15 seconds) Strategy 15 – Corner pocket (8 minutes 14 seconds) © 10
  11. 11. Sales Meeting Series Business Development Group – These 3 strategies all speak to the importance of business development Strategy 4 – STP (6 minutes 22 seconds) Strategy 7 – Ready, aim, shoot (6 minutes 7 seconds) Strategy 8 – Don’t ask, don’t get (5 minutes 13 seconds) Being Strategic Group – These 3 strategies all address the importance of taking a strategic approach to the business. Strategy 6 – Flight plan (8 minutes 58 seconds) Strategy 7 – Ready, aim, shoot (6 minutes 7 seconds) Strategy 14 – Altimeter (5 minutes 26 seconds) Approach to the Business Group – These 3 strategies present ideas for approaching the business. Strategy 5 – Friends (4 minutes 41 seconds) Strategy 9 – Boy Scout (4 minutes 52 seconds) Strategy 13 – Say what? (6 minutes) © 11
  12. 12. Sales Meeting Series Option 3 – Five Strategies per meeting This option enables you to review five strategies at one meeting. Each strategy includes a presentation, an example and a 2 minute exercise. Stop the video after each strategy and facilitate a discussion. The total time will be approximately 45 to 60 minutes, depending on the amount of discussion the meeting could extend even longer. This option consists of 3 different presentations, strategies 1-5, 6-10 and 11-15. Each presentation includes an opening, five strategies, a summary and a close. This is Option 3 – Group of 5 Strategies page © 12
  13. 13. Sales Meeting Series Option 4 – All Fifteen Strategies in a single meeting This option is ideal for a single ½ day meeting. The presentation includes an opening, strategies 1-15, a summary and a close. When presenting all 15 strategies in a single meeting it is critical for the meeting facilitator to supplement the meeting with their own inputs and exercises. It is these additional inputs that will determine the overall success of the meeting. This is Option 4 – All 15 Strategies page © 13
  14. 14. Sales Meeting Series Tips for successful meetings The following are several best practices based on other’s experiences. • Promote the meeting as something different from the norm. There are e-mail and invitation templates that can be used to promote the meeting • Make sure to have the participant handouts printed ahead of time and ready for distribution at the beginning of the meeting. • Review the exercises which are a part of each strategy. Decide how to best process a discussion of the participant’s answers to these exercises. You may decide that one of your associates is an excellent example of a strategy. You could ask this individual to facilitate the discussion of this particular strategy. The key to a successful meeting is participant involvement. The more they speak, the better the meeting outcome. • Encourage note taking. Some offices have created a series of meetings and managers ask participants to build a notebook with the individual handouts and their notes. • With some strategies the manager can create a relevant assignment in advance of the live session to make the exercises more relevant, timely and personal. For example – Strategy 11 – Slam dunks; ask each participant to come to the meeting with a list of all of their current assignments. Then, in addition to the video exercise, have them estimate the probability of a closing in the next 12 months for each assignment. As an extension of the video exercise, this activity will reinforce and personalize the idea of working on “high percentage” assignments. • Consider Ralph Spencer to be a guest presenter. Don’t forget it is the manager’s role to facilitate the meeting. Leverage the video content, but recognize that the most important element is not the video, it is you the manager. Participant Handouts The following is the participant handout for each strategy. They should be downloaded and printed, in advance, for every participant of each meeting. Demo Sample The demo version of the Manager’s Instructions includes only one of the participants handouts is provided. All of the handouts are included in the licenses version. © 14
  15. 15. Strategies for Becoming a Top Producer Strategy 10 NOTES Exercise 10 Answer these questions about your qualifying and need identification skills: 1) Reflect on your most recent assignment, listing or tenant rep. Are you YES NO really clear on the client’s needs? 2) Have you ever had the experience of working with a prospect that YES NO you have poorly qualified and ending up wasting your time? 3) Consultative selling requires less focus on classic selling skills and more emphasis on client diagonistics. Many veterans of the business are rapidly becoming obsolete because they are selling services the same old way. The new pros are really skilled at client need identification and developing customized solutions. This is a critical skills area for the future. Take all of this into consideration as you rate yourself. Rate yourself on this strategy Lots of room for improvement OK Top Producer Level © 7

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