Sales Team Training and Strategy Meeting

Jul 10, 2024

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