0
Sales MeetingsHow To Give Your Sales Meetings an Extreme Makeover                                               By        ...
www.meetingmedic.com                   2
What do your agents expect from your sales meetings?                         4
• Sales meetings  should have –Goals –Objectives
•What are the goals for yoursales meetings?
Meeting ObjectiveTo help your team membersunderstand what separates“successful” salespeople from theaverage sales associat...
Goals• You cant hit a target you  cannot see, and you cannot  see a target you do not  have. - Zig Ziglar                 ...
Woody HayesEven the best team, without asound plan, cannot score.
Preparation!•Sales meetings require work to be effective…      10
•Understand different learning styles
Visually           12
Auditory           13
Kinesthetic              14
People LearnDifferently…               15
Have anAgenda!
No Agenda!No Direction!
Ideas for Your Agenda?
Tip #1   Start         your         meetings         on time!          5 Minute          Rule…
A minute of time is aninch of gold.    - Chinese Proverb
1 Minute = 1 PennyDoubled each day for a week = 64 penniesAfter one month – 536,870,912 penniesWhich is equal to $5,368,70...
Start On Time!                 23
#2 Begin With aQuestion, Story, Facts or        Figures…                            24
#3 Engageyour audiencefrom thebeginning                25
#4 Be Flexible!Watch forchanges andinterest, andgo with theflow.                26
27
#4 Be Flexible!Watch forchanges andinterest, andgo with theflow.                28
Tip #5
This report is Included with your handout – if not, Iwill post to the web for you to use…                    30
Tip #6•Sound excited!
• Communication: – 55% is through facial   expressions and body   language. – 38% is through the tone   and inflection of ...
News Anchor Study                    33
93%of communication isthrough facialexpressions, bodylanguage and tone!                      34
People will always respond positively to joy andenthusiasm.   - The Greatest Salesman                                     ...
#7 “Be Creative!”                    36
G.A.SDo you have the right “GAS” in your tank?
First – You NeedG = GoalsGoals Give You Vision…What does it mean to havea “vision.”
Next – You NeedA = AttitudeHave the right attitude!How do you get the “right”attitude?
Finally – You Need To BeS = SelectiveWith what you see, read, listen toand whom you associate with!
#8 Use Humor               41
Tip #9• Change your  teaching style –  Be different
1B                             2             3                                                                            ...
•#10 Put Yourself in the Audience–WIFM–What’s In It For Me?                    44
45
Tip #11 Prepare Several Meetings      In Advance…
Tip #12• Listen You can make more friends in two months by becoming genuinely interested in other people than you can in t...
Tip #13• Don’t Read Your  Material Word for  Word.
#14 – Slow Down!                   49
Tip #15• Engage The  Audience to  Help
Tip #16• Ask For  Topics  From  Agents            51
Tip #17• Allow for Guest Speakers  From Time to Time –   Accountant – CPA in January –   Radon Specialist –   Inspector – ...
Tip #18• Motivate-Encourage-Coach!                              53
Lead The Team!                 54
55
#19 Use Stories              56
Failure or Success?
#19 Use Stories              58
Tip #20• Implement  Technology When  Appropriate
60
Build an Archive of PDFDocuments!                          61
PDF Archive Examples Company Policy New Agent Training Manual Post Card Ideas Past Sales Meeting Agendas Scripts and ...
Use DropBox!               63
Design an Intranet                     64
Intranet           65
Use a Tablet PC!                   66
Then e-mail your notes to    your sales staff!                            67
68
“Wireless”ProjectorsWorkGreat!        69
70
71
Recording Archive                    72
“I have to say, it’s really helpful!”                                   73
www.GoToMeeting.com                      74
The Future of Real Estate?
The Future of Real Estate?
The Future of Real Estate?
Use a Flip Chart – And Visuals                    Tip #21 78
Use a SMART Board!                     79
Tip #22• Keep Your Slides  and Overheads  Simple                     80
Too Much Is Bad!• WEST LAFAYETTE, Indiana (AP) -- Someone  gained unauthorized access to Purdue  Universitys computer netw...
Internet Security                82
Tip #23• Keep Your Meetings  Short and Focused• Your meeting portion  probably only needs to  be 5-10 minutes or 15 –  20 ...
#24   Tip #24      Mix-Up Your Meeting      Topics!
85
Tip #25• End on  Time!
End witha thoughtor quotefor theday!            87
Quote of The Weekwww.crystalgraphics.com   88
QuoteGarden.com              89
Debrief!           91
Web Sites To Help AddSome “Sizzle” To Your   Sales Meetings
www.Realtor.org
EPA.gov   95
96
HUD.gov   97
98
99
MaximumImpact.com   100
Summary.com   101
PresentationPro.com   102
103
104
105
106
107
108
109
110
111
About.com   112
EAGoal.com   113
Presentations.com   114
ThoughtOffice.com   115
BankRate.com   116
CourseCalendar.com                     117
118
Grove.com            119
120
IdeaSiteForBusiness                      121
GameShowPresenter.com   122
123
124
125
Web100.com
Rebac.net
NAHB.org
Census.gov
Google.com
Fanniemae.com
HomeBuyingGuide.com
VA.gov
Inman.com
WashingtonREALTORS®
RealtyTimes.com
IndigoRose.com
142
143
DeskTopAuthor.com
Camtasia Studio
Snag-It
Screencast
www.OfficePlayground.com                           148
ActiveRain.com                 149
www.Inc.com              150
www.SalesVantage.com                       151
www.SuccessConsciousness.com                               152
www.BrokerAgentNews.com                          153
www.LifeHack.com                   154
www.TrainingWheels.com                         155
www.Thiagi.com                 156
www.MindTools.com                    157
www.SethGodin.com                    158
www.Gladwell.com                   159
www.BlogTalkRadio.com                        160
What Works For You?                 161
Prepare Home ToursIn Advance ForMeeting!     Sandy Green-President        Reece/Nichols       Kansas City, MO       162
Mike Travaglini       Coldwell Banker – Gundaker REALTORS®       St. Louis, MO (2005 President of SLAR)Go Over Contract Is...
Cards and Notes From Office                          164
Corky Hyatt Assign a project or activity to one  of your agents!                                    165
Conversations WithAgents On New IdeasThat Work!                      166
Question and Answers    With Agents                   167
Stacy Johnson Cosby                  168
LaNora Kay – Branson, MO                       169
Remember       170
 Give clear instructions for  each activity; speak slowly.                                 171
 Don’t let discussion go on too long.                                     172
 Don’t let one person  dominate the discussion.                             173
 Quicken the pace of activities from  time to time to keep people alert.                                   174
Compliment participants on good ideas.                           175
 Share your own ideas to get  the discussion going, but  don’t do all the talking.                            176
 Ask individual  participants to  recap a  section to  ensure  understanding.                    177
Re-Cap•   Start on time!•   Motivate and Encourage!•   Look and Sound Excited! 93%•   Be Different and Creative!•   Watch ...
Re-Cap• Prepare and Plan in Advance• Track Your Meetings• Allow Agents to Participate• And Most of All, Have   Fun!       ...
RememberYesterdays failures are todaysseeds - That must be diligentlyplanted to be able to abundantlyharvest - Tomorrows s...
William Butler YeatsEducation is not thefilling of a pail, butthe lighting of afire.(1865–1939) Irish poet, playwright & m...
Bonus Gifts          182
Tip #24 Meetings!Track Your
www.RealEstateSalesMeetings.com
Why Sales Meetings?                 186
Today’s CRB Offer…                          Ultimate Sales Meeting CD-ROM                                       $99.00Ulti...
Today’s Offer  Technology for Dinosaurs        $75.00  Create a Web Site for FREE      $27.00  Could You Make $50,000 in  ...
189
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
How to give your sales meetings an extreme makeover
Upcoming SlideShare
Loading in...5
×

How to give your sales meetings an extreme makeover

1,311

Published on

John Mayfield, Professional full-time speaker presents his popular "How to Give Your Sales Meetings an Extreme Makeover at the Century 21 National Convention. Do you know what your sales agents really expect and want from your weekly sales meetings? During this session, John Mayfield will give you the tips, tools and strategies to increase your attendance and make an impact each and every week with your team members. You will also discover a wide variety of ways to get new ideas and suggestions for your sales meetings, and how to effectively hit a home run each and every week with your group. By the conclusion of this session, you will know exactly what your sales agents want and expect from you each and every time you offer a sales meeting.

Published in: Education
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,311
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
58
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide
  • It’s good to close your meeting with your opening…
  • Ask Open Ended QuestionsRemember, always acknowledge with “That’s a good question!”
  • Adult Learners “love” to participate!
  • Adult Learners “love” to participate!
  • Abraham Lincoln:Less than one year of formal schoolingFailed in business in 1831Defeated in Legislature in 1832Again failed in business in 1833Elected to Legislature in 1834His fiancé died in 1835Defeated for Speaker in 1838Defeated for Elector in 1840Married a wife who was a burden to him in 1842Only one of his four sons lived past the age of 18Defeated for Congress in 1843Elected to Congress in 1846Defeated for Congress in 1848Defeated for Senate in 1855Defeated for Vice-President in 1856Defeated for Senate in 1858Elected President of the United States in 1860
  • Tell story of Carla and paying taxes. Are sales meetings important? You bet? Should you prepare and take them seriously? You bet!
  • Transcript of "How to give your sales meetings an extreme makeover"

    1. 1. Sales MeetingsHow To Give Your Sales Meetings an Extreme Makeover By John Mayfield 1
    2. 2. www.meetingmedic.com 2
    3. 3. What do your agents expect from your sales meetings? 4
    4. 4. • Sales meetings should have –Goals –Objectives
    5. 5. •What are the goals for yoursales meetings?
    6. 6. Meeting ObjectiveTo help your team membersunderstand what separates“successful” 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 you cannot see, and you cannot see a target you do not have. - Zig Ziglar 8
    8. 8. Woody HayesEven the best team, without asound plan, cannot score.
    9. 9. Preparation!•Sales meetings require work to be effective… 10
    10. 10. •Understand different learning styles
    11. 11. Visually 12
    12. 12. Auditory 13
    13. 13. Kinesthetic 14
    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 Minute Rule…
    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 or Figures… 24
    23. 23. #3 Engageyour audiencefrom thebeginning 25
    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 use… 30
    29. 29. Tip #6•Sound 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 Study 33
    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 Vision…What does it mean to havea “vision.”
    37. 37. Next – You NeedA = AttitudeHave the right attitude!How do you get the “right”attitude?
    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 your teaching style – Be different
    41. 41. 1B 2 3 E 4R 5 XA 7 6 EN 8 9 RD C 10 11 12 13 14I 16 17 15 IN S 18G RealEstateSalesMeetings.com E
    42. 42. •#10 Put Yourself in the Audience–WIFM–What’s In It For Me? 44
    43. 43. 45
    44. 44. Tip #11 Prepare Several Meetings In 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• Don’t Read Your Material Word for Word.
    47. 47. #14 – Slow Down! 49
    48. 48. Tip #15• Engage The Audience to Help
    49. 49. Tip #16• Ask For Topics From Agents 51
    50. 50. Tip #17• Allow for Guest Speakers From 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 area 52
    51. 51. Tip #18• Motivate-Encourage-Coach! 53
    52. 52. Lead The Team! 54
    53. 53. 55
    54. 54. #19 Use Stories 56
    55. 55. Failure or Success?
    56. 56. #19 Use Stories 58
    57. 57. Tip #20• Implement Technology When Appropriate
    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 to your sales staff! 67
    66. 66. 68
    67. 67. “Wireless”ProjectorsWorkGreat! 69
    68. 68. 70
    69. 69. 71
    70. 70. Recording Archive 72
    71. 71. “I have to say, it’s really helpful!” 73
    72. 72. www.GoToMeeting.com 74
    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 Visuals Tip #21 78
    77. 77. Use a SMART Board! 79
    78. 78. Tip #22• Keep Your Slides and Overheads Simple 80
    79. 79. Too Much Is Bad!• WEST LAFAYETTE, Indiana (AP) -- Someone gained unauthorized access to Purdue Universitys computer network, prompting school officials to urge all students, staff and faculty to change their passwords.• Purdue officials said that after the initial breach was detected, an investigation found that computers in several locations on the 38,000- student campus here had been accessed. 81
    80. 80. Internet Security 82
    81. 81. Tip #23• Keep Your Meetings Short and Focused• Your meeting portion probably only needs to be 5-10 minutes or 15 – 20 minutes.
    82. 82. #24 Tip #24 Mix-Up Your Meeting Topics!
    83. 83. 85
    84. 84. Tip #25• End on Time!
    85. 85. End witha thoughtor quotefor theday! 87
    86. 86. Quote of The Weekwww.crystalgraphics.com 88
    87. 87. QuoteGarden.com 89
    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.com 119
    116. 116. 120
    117. 117. IdeaSiteForBusiness 121
    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.com 150
    143. 143. www.SalesVantage.com 151
    144. 144. www.SuccessConsciousness.com 152
    145. 145. www.BrokerAgentNews.com 153
    146. 146. www.LifeHack.com 154
    147. 147. www.TrainingWheels.com 155
    148. 148. www.Thiagi.com 156
    149. 149. www.MindTools.com 157
    150. 150. www.SethGodin.com 158
    151. 151. www.Gladwell.com 159
    152. 152. www.BlogTalkRadio.com 160
    153. 153. What Works For You? 161
    154. 154. Prepare Home ToursIn Advance ForMeeting! Sandy Green-President Reece/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 Office 164
    157. 157. Corky Hyatt Assign a project or activity to one of your agents! 165
    158. 158. Conversations WithAgents On New IdeasThat Work! 166
    159. 159. Question and Answers With Agents 167
    160. 160. Stacy Johnson Cosby 168
    161. 161. LaNora Kay – Branson, MO 169
    162. 162. Remember 170
    163. 163.  Give clear instructions for each activity; speak slowly. 171
    164. 164.  Don’t let discussion go on too long. 172
    165. 165.  Don’t let one person dominate the discussion. 173
    166. 166.  Quicken the pace of activities from time to time to keep people alert. 174
    167. 167. Compliment participants on good ideas. 175
    168. 168.  Share your own ideas to get the discussion going, but don’t do all the talking. 176
    169. 169.  Ask individual participants to recap a section to ensure understanding. 177
    170. 170. Re-Cap• Start on time!• Motivate and Encourage!• Look and Sound Excited! 93%• Be Different and Creative!• Watch for Various Learning Styles! 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.(1865–1939) Irish poet, playwright & mystic, leader of Irish literaryrevival, Nobel prize 1923 181
    174. 174. Bonus Gifts 182
    175. 175. Tip #24 Meetings!Track Your
    176. 176. www.RealEstateSalesMeetings.com
    177. 177. Why Sales Meetings? 186
    178. 178. Today’s CRB Offer… Ultimate Sales Meeting CD-ROM $99.00Ultimate Webinar CD-ROM $329.00
    179. 179. Today’s Offer Technology for Dinosaurs $75.00 Create a Web Site for FREE $27.00 Could You Make $50,000 in One Month? $79.00 101 Marketing and Technology Tips e-Book $49.00 Other Webinars $99.00 iPhone e-Book - FREE Ultimate Sales Meeting CD $99.00 Total $418.00
    180. 180. 189
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×