How to give your sales meetings an extreme makeover

Sales MeetingsHow To Give Your Sales Meetings an Extreme Makeover By John Mayfield 1

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 associate. Thismeeting will provide 10 characteristicsthat successful salespeople tend tohave evident in their lives. 7

Goals• You cant hit a target you cannot see, and you cannot see a target you do not have. - Zig Ziglar 8

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 $5,368,709.12

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

#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 the voice. – Only 7% is through actual words that you and I speak. 32

News Anchor Study 33

93%of communication isthrough facialexpressions, bodylanguage and tone! 34

People will always respond positively to joy andenthusiasm. - The Greatest Salesman 35

#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 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

•#10 Put Yourself in the Audience–WIFM–What’s In It For Me? 44

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 two years by trying to get other people interested in you - Dale Carnegie. 47

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 – Appraiser – FHA or VA Issues – Police Officer – Safety – Nurse – CPR Training – IRA or Investment Specialist – Other agents or brokers outside area 52

Tip #18• Motivate-Encourage-Coach! 53

Lead The Team! 54

#19 Use Stories 56

Failure or Success?

#19 Use Stories 58

Tip #20• Implement Technology When Appropriate

Build an Archive of PDFDocuments! 61

PDF Archive Examples Company Policy New Agent Training Manual Post Card Ideas Past Sales Meeting Agendas Scripts and Dialogues 62

Use DropBox! 63

Design an Intranet 64

Intranet 65

Use a Tablet PC! 66

Then e-mail your notes to your sales staff! 67

“Wireless”ProjectorsWorkGreat! 69

Recording Archive 72

“I have to say, it’s really helpful!” 73

www.GoToMeeting.com 74

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 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

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 minutes.

#24 Tip #24 Mix-Up Your Meeting Topics!

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

HUD.gov 97

MaximumImpact.com 100

Summary.com 101

PresentationPro.com 102

About.com 112

EAGoal.com 113

Presentations.com 114

ThoughtOffice.com 115

BankRate.com 116

CourseCalendar.com 117

Grove.com 119

IdeaSiteForBusiness 121

GameShowPresenter.com 122

Web100.com

Rebac.net

NAHB.org

Census.gov

Google.com

Fanniemae.com

HomeBuyingGuide.com

VA.gov

Inman.com

WashingtonREALTORS®

RealtyTimes.com

IndigoRose.com

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 Issues! 163

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 for Various Learning Styles! 178

Re-Cap• Prepare and Plan in Advance• Track Your Meetings• Allow Agents to Participate• And Most of All, Have Fun! 179

RememberYesterdays failures are todaysseeds - That must be diligentlyplanted to be able to abundantlyharvest - Tomorrows success. - proverb 180

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

Bonus Gifts 182

Tip #24 Meetings!Track Your

www.RealEstateSalesMeetings.com

Why Sales Meetings? 186

Today’s CRB Offer… Ultimate Sales Meeting CD-ROM $99.00Ultimate Webinar CD-ROM $329.00

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

How to give your sales meetings an extreme makeover

by John Mayfield on Mar 26, 2011

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How to give your sales meetings an extreme makeover — Presentation Transcript