NEW Discussion Topics To Maximize Sales

It's official! Your June Sales Meeting Discussion Topic will be the beginning of a whole year's worth of new Topics to spice up your meetings, increase attendance and elevate the productivity of your salespeople. In order to help you maximize the value of our Discussion Topics, I am providing a few suggestions for their use, and as a bonus, I'm offering a fabulous reward to those who submit a Topic idea that he can share. See the BONUS OFFER below.

NOTE: If you are not a manager, you can use his ideas to improve your personal sales and you may want to request permission to lead the discussion at a staff meeting.

The following vignette illustrates one very effective sequence of diagnostic questions. We'll look in as the sales person (S.P.) has progressed to the Fact Finding segment of a sales interview. His/Her call objective is to probe to diagnose the prospect's need for a new "system." Adapt the model to your own product/service.

To clarify the importance of each question, I'll comment about it in the concluding section.

Every topic is designed to require about 20 minutes of meeting time to be effective. Here is the process I suggest you use:

• When you receive and read your Topic, plan how you will implement it at your next meeting.
  
  
• At the meeting, discuss various ways people can use the ideas. Ask lots of questions to draw everyone out.
  
  
• Role play skills that can benefit from practice to achieve fluency.
  
  
• Ask everyone to apply the skills/ideas for at least 30 days and be prepared to report successes.
  
  
• Recognize/Reward those who share their successes.

An interesting variation - Ask various staff members to prepare the delivery of a Topic. It removes the load from you and increases their knowledge.

S. P. "Sounds exciting! Tell me about your plan."

If you would like to have me develop a specific Sales Meeting Discussion Topic, please send your idea to my e-mail address shown below. If I can use it, I'll credit you by name and send you a copy of my e-book entitled Inside Secrets Of Outstanding Salespeople. (A $24.95 value)

I look forward to seeing your ideas in print!