Sales Meeting can be a Positive Experience!!!
its 8.am and its Sales meeting Day. The meeting room is
full, the whole team is present and waiting, even the office superstar
has arrived on time.
Even the Manager is there, prepared and ready to run a positive and
And at todays meeting no one is going to complain about anything!
Sound like your office?
Yes there are offices that have Sales Meetings that run like this
not many but there are some and they are amongst the most profitable
in the industry and the average earnings per sales person are
amongst the highest.
The tone of an office is often determined by the quality of its Sales
Meetings. A team of Positive and Motivated people sharing a common
goal can make huge in-roads in any market place. We work in a very
competitive marketplace and it is vital the every part of your business
is working at peak, has a purpose and contributes to the business
and personal goals a poor sales meeting will work against you
1. So what makes a Great Sales Meeting?
Remove the Negatives
Have an Agenda
Start and Finish on time
Dont wait for the late
Stay in control
2. Sales Meeting Versus and Training Session
Firstly lets clear up this issue. A training session is a training
session. Training is about Learning a new Skills or Learning new Product
Knowledge. Sure, there may be elements of this in a Sales Meeting
but it is more incidental than planned. A Sales meeting must not be
hi-jacked by such issues. If there is a skills issue that needs fixing,
then plan a training session to fix it, or if its for an individual
set up a one-to-one time with them. The best practice offices have
very specific training programmes, planned well ahead to address the
teaching of the skills needed in their office.
3. A Typical Agenda
Celebrations and recognition
Matters Arising from Last week
Listings to note because of changes
This weeks Auctions, Tenders etc.
Upcoming Listings and Appraisals
Buyers were not closing on.
This weeks targets
Property Tour Itinerary
4. Celebrations and Recognition
Start on time and dont wait for stragglers. This is a public
forum and you set standards here that permeate all through your business.
Start time is start time and your people need to know that time is
precious, your and theirs. Start on time and end on time.
Begin with any celebrations and recognition. Celebrate sales and listings,
closure of marketing campaigns, recognize special effort and present
any awards that are due. Hand out network referral fees as reward.
Have fun and get used to starting the meeting with an energy burst.
There are plenty of books you can buy/read in the business section
of most bookshops with little ideas of games and session starters
should you need any extra ideas. Sometimes you may find a need to
be creative in items you will recognize. This avoids the team being
turned off because the same person wins all the time.
Things like framed picture and certificate of someones first
successful sale or Auction.
5. Matters Arising from Last Week
Review any matters carried forward from last week. Of course you keep
minutes at each meeting, including detail on listings needing price
reductions, appraisals done, new listings due and any campaigns you
are running. This keeps accountability on the ball. Naturally celebrate
any successes and where people have not delivered now is a good time
to get the diary out and make a time to review with them personally.
Handle any details that need notification and BRIEF discussion. This
could be the time to handler any issues with Administration and Marketing
Departments. Upcoming events, training courses and any reminders are
covered here, QUICKLY.
7. Marketing Strategies
Maybe you are about to launch a special campaign such as Winter Selection,
Auction Campaign, Database Campaign, Sponsorship etc. Now is the time
to launch to the team. For a major campaign you might prefer to have
a separate function late in the day to make the launch that Special
8. New Listings
Now is the time to review all new listings and understand their saleability.
When the whole team has inspected the properties is the time to place
them on the Listings Board. And the ranking is done by the sales team
not the listing salesperson. Place over-priced and less motivated
vendors in the black zone, warm listings in the yellow zone and hot
listings in the red zone. Sold listings go in the green zone. Once
done its easy to see which sales person is effective. If you run an
office that pays for marketing, then this should stop once a listing
has been in the black zone for about 6 weeks. This makes sales people
accountable for the management of their listings.
CLICK THE IMAGE TO VIEW
Listings to note because of changes
Now is the time to review each sales persons column of listings. Note
here the opportunity to discus with the team any changes in price
and vendors expectations. Now is also the time to look at those properties,
which are still over priced and seek a commitment from the listing
agent. A commitment, to visit their vendors and deliver market feedback,
to educate them as to the market value of their property. Such commitments
are duly noted in the minutes and brought up again at next weeks
meeting or in your one-to-one with the sales person concerned.
This is the time to have all people check their buyer logs to see
that all connections between what these properties offer and what
their buyers want, have been made.
10 Upcoming Auctions and Tenders
Not just a reminder, but who is coming? Who is bringing a bidder,
who is bringing in a Tender and who is attending? At the Auction,
who takes up the various roles, from host to Auctioneers assistant
11. Buyers we are not Closing on?
Who has a buyer they cant find the right property for? Get this
on the table and let the team help suggest or locate a suitable property.
All too often the salesperson is making a judgment that means the
buyer does not get to see the right listing now is the time
to check that this buyer has seen all the best options. This avoids
people saying, Buyers are liars, which properly translated
means Salespeople are deaf!
12 This weeks targets
A little ra-ra to finish. Set some goals for the week, make them sensible
but stretch the team a little and finish with a little fun. Perhaps
a last recognition of an award or a fun prize for Best Forgotten
13. Now the Property Tour Itinerary
Make sure this is someones job each week to get the list and
prepare the tour in a logical order to save time and avoid double
backs- time is precious and lets make the best use of the hours
we have for this. Try to rotate who take vehicles if you dont
take a bus and also try to rotate who goes in which vehicle. It is
so easy for a clique to develop who spend all this tour running down
the properties or your strategies. The place to check for issues,
complaints and objections is in a One-to-one meeting. Invite them
and keep a record of their responses. It is so handy when they then
complain in a public forum, such as a sales meeting.
Now for some further hints:
If you want to introduce a new idea or strategy always shop with your
top people first. They are great at feeding the grapevine and will
support your ideas if you have launched to them first. This avoids
the possibility of some one in the team, with peer credibility and
respect, sinking your new idea before it gets off the ground. The
negative low performer is less likely to object if it is seen as being
supported by the top performers. At that point their support from
the floaters in the middle evaporates as they see which
way the land lies.
And handling that negative blowhard can be made easy if you put them
in their place early. Remember though that they are often doing Notice
Me behaviour and often they have to have an input because that
is just their nature. However, you and I both know that these people
can wreck a positive meeting by objecting, or coming up with a compliant.
DONT DO INTERNAL COMPLAINTS AT A SALES MEETING. Ask the complainant
how long this issue has worried them.
9 times out of 10 its nothing new just a hobbyhorse,
a strategy to divert attention away from their own non-performance.
When they reply that its been of concern for sometime ask why
they havent bothered to bring it up in the previous one-to-one
sessions. You see, if it was really important you would have
raised it earlier wouldnt you? Do you now want to make a time
to discus it with me away from this meeting? Dont let
people sabotage your meeting keep control and always offer
the opportunity for the issue to be raised in private. Mostly you
wont hear about it again.
So a Sales Meeting can be a positive experience ask yourself
about yours and then dare to ask your people. If you dont score
10 out of 10 then perhaps there maybe some ideas here you could use
For the Manager if you continue to allow the negative low producers
to set the rules and tell you how to run your business, if you continue
to allow the tall poppy to dictate the rules in their favour, if you
continue to start meetings when they choose to arrive, you will always
be recruiting, as disenchanted recruits leave to work somewhere else.
For the Salesperson if the Sales Meetings are late starting,
negative and repetitive, ask yourself Is this business
being lead by some one who runs an innovative office, who demands
performance standards, is energetic and positive, and who will help
me build my business to the next level?