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20 Sales Meeting Ideas
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407-294-7614
20 Sales Meeting Ideas
Stale doughnuts, day old coffee. Where are the sales? Where are the contracts? Hopefully, this is not how you inspire your team! As a Sales Manager, your objective in a Sales Meeting is simple.........
- Educate!
- Motivate!
- Involve!
Stuck on ideas?? Here are 20 training ideas for your meetings to kick them off...
Week 1 Have each SR report on a selling situation outside of real estate. Have them visit a car lot, furniture store, time-share, etc. They have to write a detailed report on the selling process and how they felt as a prospect. Share the reports with the group.
Week 2 Each SR is to take the last 60 days of registration cards and write as much information as they remember about each prospect; names of kids, employment, where from originally, any other personal info.
Week 3 Each month have the sales team complete a Goal sheet and work on roadblocks to the goal. Put the goal is the past tense..."I have sold 5 homes this month". Suggested reading..."The Secret" by Rhonda Byrne
Week 4 Have each SR start a time log and write down all activities each day at the model center. Identify timewasters and come up with a solution. Suggested reading..."First Things First" by Stephen Covey.
Week 5 Have each SR pick a sales book and do a book report.
Week 6 Have each SR think of a situation where someone built instant rapport with them, either personally or in a business setting. How was that accomplished? Suggested reading..."How to Win Friends and Influence People" by Dale Carnegie (a classic!)
Week 7 Have the sales team watch "Home Shopping Network" and observe the numerous selling techniques used. Have them write them down and discuss at meeting.
Week 8 Have each SR make a mental note of the "dirty words" they have used during a presentation. Example: standard, spec, lot, "project". For each word used, they have to put a dollar in the kitty. Use collected money for a sales book they all have to read and report on.
Week 9 Develop a 2-3 sentence spiel on your builder.. All the salespeople need to memorize this and bring it up early in the presentation as a way to differentiate the builder. Suggested reading..."Becoming a Category of One" by Joe Callaway.
Week 10 Have a sales team focus on selling to women and make a note of what they did in a sales presentation that would get a woman's attention. Discuss at meeting. Suggested reading..."Selling is a Woman's Game" by Nicki Joy
Week 11 Have each SR write out the negative comments they hear most while selling and then have them state this negative as a benefit and bring it up first in future presentations.
Week 12 Practice role-playing questions. Have SRs write out the answers to 7 Qualifying Questions (Who, What, When, Where, Why, $$) on some index cards. Swap and practice extracting the information from each other.
Week 13 Play feature/benefit grab bag. Put office items or toys in a bag and have each SR demonstrate the BENEFITS of the item to the group.
Week 14 Have the SRs take one of the model floor plans and put a dot in the area to stand in each room while demonstrating. Have them write 5 benefits of each room and 3-5 questions they would ask in that part of the home to get their customer involved.
Week 15 Have each SR think of a selling situation where the senses were used. Have them brainstorm realistic ways to involve the senses during the model tour.
Week 16 Continue role-playing objections. Write them out on index cards and have them practice listening, using empathy, questioning, answering, isolating and moving on to the close.
Week 17 Have each SR discuss their closing words. Have them write down what they say when it's time to close the sale. Do they "ask" or "tell"?
Week 18 Drill the sales team in one particular topic: Qualifying Questions, How to Build rapport, how to handle objections... .
Week 19 Have a volunteer each week discuss a difficult customer or situation and how they turned things around.
Week 20 Have your sales meeting in an "available home" that's not moving. Brainstorm all the positives.
Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades. She offers sales seminars, keynotes and video mystery shopping services for builders across North America.
