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What Great Sales Meetings, Massages and Colonoscopies Have in Common

Posted by Tony Cole on Thu, Mar 30, 2017

START WITH "WHY"

Let’s look at Simon Sinek’s Golden Circle Formula and go right to the heart of the issue – “why”. (If you have not watched this video on Ted Talks, do so; it is a must for anyone in leadership, management AND sales.)

Golden Circle.png

“Why” is the most important thing to uncover when…

  • attempting to alter behavior,
  • move towards a specific outcome or
  • understand why someone would be willing to go through the pain of change when it is so much easier to deal with the status quo.


PAIN... IS A POWERFUL MOTIVATOR

Years ago, when I heard Tony Robbins speak in Cincinnati about Pain and Pleasure, he stated:

“People will do whatever it takes to avoid the pain they have today,
the pain they foresee in the future or to arrive at a pleasurable outcome. 
Avoiding pain will always trump pursuing pleasurable outcomes.”

Sales meetings, great massages and colonoscopy visits – when conducted and executed well - change behavior, improve skill and impact future outcomes.  However, yes, they can be painful. 

A LITTLE BACKGROUND TO GET THINGS ROLLING

This week, I had a massage… as well as a colonoscopy (although I realize that is more information than you wanted to know…).  During the massage a couple days ago, they found a pressure point in the middle of my right shoulder blade that was tense with stress. When the masseuse applied pressure, there was definite pain.  But, once I got through the pain, I was rewarded with less stress and now the impinged shoulder isn’t as painful.

Today, I had my colonoscopy.  Now, if you’ve done this in the past, you know the drill and the “pain” of it all.  The pain or discomfort isn’t so much with the procedure, but with the prep. That god-awful stuff you have to drink, the endless hours on the commode, the cramps in your intestines as well as all the good-natured ribbing you get at work (What? You don’t share this moment with co-workers?).  And then, you have some definite discomfort at the end when you are trying to relieve the pressure while in the post-op “GAS CHAMBER”.

HOW ALL THIS RELATES TO SALES MEETINGS

So, after laying all that as a foundation, I’m sure you are wondering, “Why is Tony talking about sales meetings, massages and colonoscopies?!?” Well…

  • Too many sales meetings are conducted like a great massage:
    • Soothing
    • Relaxing
    • No tension
    • Positive environment
    • People leave without any kind of stress or care

  • Too many sales meetings are also being conducted like colonoscopies
    • People that have been to them before don’t want to do them again
    • The prep for both is critical for success
    • Often, if the environment isn’t controlled, there ends up being a lot of gas expelled
    • Sometimes, depending on the doctor, the anesthesia and/or the meeting, people are put to sleep or, at a minimum, in “twilight”
    • Everyone is starving for something productive to happen during the “meetings”, but too often they come to “the table” hungry and leave hungry
    • Everyone is thrilled that they only have to go through all that once in a while

Do you see any correlations? You might find yourself agreeing to many of the bullet points above.  You might also be able to relate to some of the things that aren’t too good about the sales meetings you have attended or conducted.  The purpose of this writing is to help shed some light on the right combination of things in a meeting that should happen so that:

  • Meetings are productive
  • No one wants to miss your meetings
  • People learn and grow their practices as a result of the meetings
  • They don’t have to sit through painful re-enactments of each salesperson’s pipeline discussion (Truly, this is like multiple colonoscopies on the same day!)

WHEN THE BENEFITS OUTWEIGH THE PAIN 

Here are the correct procedures for sales meetings, massages and medical procedures that will result in a clean bill of health:

  • At a certain age, colonoscopies are non-negotiable. Effective sales meetings are not negotiable any time for any company of any age.
  • Preparation is required to have a great outcome
  • You know you have great outcomes if: (These are in BOLD because they are IMPORTANT!)
    • People never miss, leave early, or arrive late
    • Your people learn something that they can implement right away to help them grow their business
    • The meetings are all about selling and driving sales growth
      • No ops discussions
      • No underwriting discussions
      • No business strategy discussions but “foot soldier” discussions on strategies to gain entry into markets
      • Anything that can be communicated via email should be done so
    • People should leave the meeting re-invigorated, but also mindful of what it takes to maintain a stress-free existence in the organization
      • Activity and production requirements must be met
      • Mediocrity is unacceptable
      • People will be coached with a disciplined approach for improvement if they begin failing at activity or production
    • And finally, just like after a colonoscopy, people may not always want to return for another one; but the upside is that benefits (health and sales success) outweigh the pain of the procedure!

WHAT I GAINED FROM THE EXPERIENCE 

During my exam, they found 5 polyps and removed them all.  Don’t panic; the doctor did not indicate that I had a problem. It’s just when you get to a certain age, you find little skin things hanging off of your body all over the place. Why should the colon be exempted? (Again, too much information? Ha ha) 

Here are my other massage and colonoscopy outcomes:

  • I learned from it: keep doing the right things – exercise, diet and sleep
  • I am now stress-free for a while because I have a clean bill of health on my colon
  • I feel 5 pounds lighter, which is always a good thing
  • I came home and slept soundly for another 5 hours after only getting 3.5 hours of interrupted sleep the night before. Admit it, you would all like to sleep like that once in a while and you KNOW it would be good for you
  • It brought my wife and I closer together. We both had the chance to be supportive because she also went through this; hers was last week.  It was an opportunity to put the world outside for a while and just focus on each other.

 WHAT YOU CAN GAIN FROM THE EXPERIENCE

Positive outcomes of a great sales meeting:

  • Unsuitable opportunities (that actually create an unhealthy approach to prospecting) are jettisoned from the pipeline
  • Something is learned that can have a positive and dramatic impact on sales success
  • Salespeople, who are getting the right results and doing the right things, get recognized
  • Sales skills are improved because upcoming sales or prospecting calls are role-played and practiced
  • People left the meeting feeling like part of a successful team – where everyone cares about one another and knows they are all fighting for the same successful outcomes

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Topics: sales meetings, close more sales, building effective sales teams, top sales performers

Take Charge of Your Sales Meetings

Posted by Walt Gerano on Fri, Mar 11, 2016

sales-meeting-web.jpgsales-meeting-web.jpg

A guest post by Walt Gerano, Sales Development Expert, Anthony Cole Training Group

Prospects are great at being prospects; let’s face it, they get plenty of practice.  Every salesperson that calls on them gives them a chance to try things out to see what salespeople do when the prospect asks a certain question or responds in a certain way.  Advantage prospect.  Probably not the position salespeople want to be in on their next sales call.

So, let's ask the question, “Who’s in charge here?”

Sometimes salespeople are so happy to get in front of a prospect that they allow prospects to control the meeting.  Whatever question the prospect asks, the salesperson answers it.  Whenever the prospect asks for information, you give it to them.  When they want a proposal or quote, you go back to the office and begin to work on it. Who’s in charge?

If you don’t have an effective sales process and a methodology to prepare, you wind up answering questions, being on the defensive and have a difficult time finding out if prospects even qualify to do business with you.  After all, isn’t that why you are there?

I would agree that we should be ready for some of the questions designed to put you on your heels, but you must also have a “counter-attack” planned as well.  Suppose prospects ask you a question like, “Why should I do business with you?”

First off all, you should be ready for it and find out the real question.  Sometimes it’s a throwaway question… meaning that they toss it out there hoping you will spill the beans and give them some helpful information without any commitment. Or they have a problem and are trying to find out if you are good enough to help them.  Find out the real question and then answer it.

How will you use what you learned on the phone call to set up the appointment to help you qualify the prospect?  You must prepare questions in advance that help you discover the “Big 4”.

  1. Do they have a problem (PAIN) that they are committed to fixing?
  2. Do they have the time, money and other resources to commit to a solution?
  3. Do you know their decision making process and have you met with all decision makers prior to agreeing to present a solution?
  4. Did the prospect agree to a decision, yes or no, when you present?

If you answered “yes” to those 4, you have a prospect.

Regardless of the things the prospect does to derail you, remember these 4 things:

  1. You must find out why they took time to meet with you – the “why am I here?” question.
  2. You have to be of the mindset that they have to qualify to do business with you.
  3. You have the right to get all the information you need to do the job being asked of you.
  4. You have the right to make decisions that are not popular with others… and the right to walk away as well.

“Why should I do business with you?”  Tell them, “maybe you shouldn’t”, but if they have the Big 4, you should at least talk about it.

SUMMARY

Remember: To take charge of your sales meetings, find out if you have the Big 4:

  1. Do they have a problem (PAIN) that they are committed to fixing?
  2. Do they have the time, money and other resources to commit to a solution?
  3. Do you know their decision making process and have you met with all decision makers prior to agreeing to present a solution?
  4. Did the prospect agree to a decision, yes or no, when you present?

Topics: sales meetings, sales prospecting, effective sales process

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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