A session on managaing a sales meeting I have prepared for members of RYLF 2011 Team in Cluj Napoca, Romania.

1. Sales Meeting HD

2. Talk like a
boss
You set the I am here to
rules help
Relationship
Status
Common Close it
Ground here
Pack the
suitcase

3. Common Ground

4. Get in 3 teams!

5. You have
7
minutes

6. To prepare a flow of
a business meeting

7. Show them to us!

8. What are the strong sides, what
are the weak ones?

9. <<If you feel, you are ready, you
can leave the training>>

10. What is missing?

11. Relationship
Status

12. When&Where?

13. Office/Cafe One Person/Team Morning/Afternoon
Short/Long Notepad/Laptop Flexible/Fixed
Who suggests the
place/time?

14. Who are they?

15. Departement Hierarchy
Personality

16. What do they want?

17. Values Benefits
Emotions

18. Perception vs. Emotions

19. OK or non OK?

20. Listen
Accept
Help

21. Find your partner!

22. Listen to his/her problem
And
PARAPHRASE!!!

23. Change the roles!

24. How do you feel?

25. Know your Express the
value! feelings.
Walk in Be
their shoes. prepared.

26. <<We love buying, we hate when
somebody tries to sell us
something>>

27. You set the rules

28. WHY?

29. To Fight your To make them
fears feel ok
To show you To make
control the THEM close
process the deal

30. The Power of Contract

31. Give the client Let them say Give the
power of NO YES gameplan
Demand No smoke Establish the
sincerity screens goals
Identify other Give
Be precise
players homework

32. Track IT!

33. Check
Sum up every
temperature
step
on every step
Remind the
Customer his
power

34. I am here to help

35. healthy
painful
sick
critical
condition
miraclously
cured

36. Find the PAIN

37. Time for some magic!

38. Go deeper in The power of
a well WHY
Wait for the Find out
emotions other players
Know the
business

39. Find the CURE

40. Do not draw Make them
Do not push
the birds discover it
First the
Refer to the Explain
answer, than
pains mechanics
the money
Know your Do not be too
business smart

41. Talk like a boss

42. Dealing with OBJECTIONS

43. Prepare Get them
for them moving
The power Be
of WHY genuine

44. Big money talkin’

45. Do not leave
Check the
money on the
budget
table
Never
negotiate the Do small steps
price
„it can be
hard”

46. Close it here

47. Change the frame

48. Sweep it all out

49. Check the contract

50. Get it done today

51. Pack the
suitcase

52. How far we want from the models
at the beginning?

53. What is the one thing YOU will
always remember?

54. mateusz.oktaba @gmail.com