Best Practices For The Question-And-Answer Session After A Presentation Include 25 Tips for Increasing Sales Meeting Participation

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25 Tips for Increasing Sales Meeting Participation

One of the biggest complaints salespeople have about meetings is that they are boring. The best way to prevent boredom is to get people involved. The nature of the meeting, group size, and time available will dictate how much involvement is right. Here are a few tips for increasing participation and involvement in your meetings:

1. Assign part of the meeting to one or more of your people. Delegating this task heightens interest and can be used as a development tool for the salesperson selected to present.

2. Have your staff plan the agenda.

3. Use outside speakers or have your people find good outside speakers. Consider using: customers, ex-customers, prospects, and people from operations, production, or accounting.

4. Make pre-work assignments for an assigned topic:

  • Present key account strategies;
  • Lost sales analysis;
  • My most difficult objection;
  • Developing new business;
  • Present an analysis of the competition.

5. Have a contest with topics, such as:

  • Selling a key account. Salespeople select a key account and present their strategy to the group. Award prizes for the first one to land an account, the biggest sales, etc. Have winners present “how” they sold the account at future meetings.
  • The best telephone call. Have participants audio tape their phone calls for getting appointments. Each salesperson selects their best call and plays it for the group. Award prizes for the best, the shortest, the most creative, etc.
  • Getting appointments. Allocate leads for each salesperson to call and tell them to set as many appointments as possible in an hour. Award a prize for the most appointments set.
  • Cold Calling. After a training session on cold calling, send your people (in pairs) to cold call the rest of the day. Award prizes for most appointments made, most cold calls made, best closing average, etc.
  • Getting Referrals. Conduct a training session on getting personal referrals. Give your people a day or a week to get as many referrals as possible. Give awards for the most referrals received. If calls are audio taped, you can make awards for the best call or most creative.

6. Use small group exercises to discuss issues, solve problems, and share ideas.

7. Conduct role play with either yourself or another salesperson playing the buyer.

8. Limit your presentation and practice asking the group questions.

9. Have a good meeting plan.

10. Use games and simulations.

11. Have participants create their own case studies and role plays.

12. Compliment them or give recognition for a job well done. Have those involved stand, and give them a hand. If the group accomplished something, have them applaud themselves.

13. Focus on the group’s “hot bottom. ” Start the meeting by addressing the issues that are the greatest concern to the group.

14. Get and maintain good eye contact.

15. Use the pronoun “you” and talk about “us” and “we. “

16. Genuine humor makes everyone feel warm and friendly.

17. Have group members raise their hands to take a position or become recognized. Ask questions like, “How many have been in a situation like that?” or “Who agrees with this point of view?”

18. Say that the next thing you will cover is of particular interest to the group.

19. Give the group a mental task to do. For example, conduct a brainstorming session or ask them to think of their greatest sales success and how it made them feel.

20. Give the group a brief quiz or test on what was just covered.

21. Hold question and answer sessions.

22. Use members to stage an impromptu role play to illustrate your point.

23. Get the group to physically move around by having them stand, change seats, etc.

24. Introduce competition to group assignment. For example, offer a prize to the group that comes up with the most ideas during a brainstorming session.

25. Have individual group members summarize the key points of a discussion.

If you must have a sales meeting make sure you don’t put your people to sleep or bore them to death. Keep them involved and actively participating. They’ll enjoy themselves, learn more and look forward to the next meeting.

For more information on conducting sales meetings and training salespeople go to: traininigwinnersnow.com

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