Peady’s Selling Engagement sponsored by IRD Prospector

In conducting sales manager coaching, I often challenge them to make their meetings more valuable, more interesting and ultimately more effective.
One way to do this is introducing a regular group discussion; a subject each week that it important to the business, the clients or the development of the team.
The response is amazing with comments such as “I have never thought about introducing this type of thing to my meetings” or as another manager said “the guys love this stuff”.

The Subjects

Here are 20 subject to spice up your meeting. Try it and then compare it to what you currently discuss……the weekly numbers, the latest management announcement, who missed budget, what the competitors are doing, how bad the economy is, yaddah, yaddah.

1. Ideas to avoid discounting our rate
2. What is Client Focussed Selling?
3. 15 great questions to ask a new prospect
4. The best ways to maintain communication with a current client
5. Cold Calling v Warm Calling. What’s the difference?
6. Ideas for effective key account management
7. Phone, LinkedIn, Facebook or email – which one works best for prospecting?
8. The top 5 prospect attributes for our business
9. The importance of a social media presence for sales people
10. The sales pipeline – is it really a factor in sales success?
11. Tweeting a daily idea to the client base – when, how?
12. Best responses to our most common objections
13. Are role plays important to our skill development?
14. Our 3 main competitive advantages
15. Recovering lost (or lapsed) clients
16. What I’d do if I was sales manager for a day
17. My favourite business (or sales or training) blog
18. 10 great questions to ask our current clients
19. The things our customers dislike (or like)
20. Creating an effective 30 second introduction (or elevator pitch)

Hint

If your sales manager doesn’t read my posts send him or her a link. They’ll appreciate it!
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]