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Sales Team Training and Strategy Meeting
Jul 10, 2024
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Team Meeting Summary
Opening Remarks
Informal greetings and check-ins among team members
Sharing individual wins and accomplishments
Key Wins Highlighted
Shorter call durations: Calls reduced from 45-50 mins to 20-25 mins
No longer upfront concern about funding; it's addressed later in the conversation
Main Speaker: Bill
Approach to Sales and Calls
Emphasis on not discussing money initially: Build need, want, desire, urgency first
Importance of constructing conversations to unveil and address objections effectively
Techniques for reducing call times and getting to the point
Role of Coaching in Sales
Adam is stepping into a coaching role
Introduction of two weekly role play sessions to complement existing calls
Strict expectations for participation and not making excuses
Revised Weekly Schedule
Two calls with Bill
Four 'unstuck' calls
Two role play sessions with Adam
Emphasized the importance of consistent exposure and practice
New Role Play Session Times
Monday and Wednesday at 2 PM UK time (9 AM EST)
Limited to 8 spots per session; will adjust based on demand
Sales Techniques and Strategies
Focus on addressing the fear of objection
Understanding the importance of logistical, partner, and financial objections
Transitioning from logistical to fear-based objections through effective questioning
Example Techniques
Diagnosing whether an objection is logistical, financial, or fear-based
Handling logistics and transitioning to emotional commitment
Utilizing analogies and storytelling to persuade and clarify
Implementing Analogies
Use relatable analogies (e.g., driving a car, flying, brushing teeth) to convey points
Transition tactics between analogies and framing the conversation
Commitment and Icing Objections
Heavy focus on personal responsibility and commitment
Encouraging clients to make decisions based on future benefits and goals
Exercise for Team Members
Develop personal analogies and stories tailored to individual sales contexts
Emphasis on practicing and refining techniques in live calls
Additional Insights
Handling objections: Practical examples and role-plays recommended
Dealing with logistics objections efficiently by refocusing on personal commitment
Discourage thinking in terms of 'pipeline' and emphasize immediate commitment
Action Items
Participate actively in all four role-play and coaching sessions
Focus on breaking down and addressing objections effectively
Develop and practice personal analogies for different types of objections
Prepare for consistent training and improvement
Closing Remarks
Bill emphasizes the importance of continuous improvement and relentless practice
Encourages team members to treat every role-play and real call with utmost seriousness
Reinforces high expectations for personal and team development
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