{"id":10932,"date":"2017-10-18T02:04:02","date_gmt":"2017-10-18T02:04:02","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/rule-28-sales-meeting-your-sales-presentation\/"},"modified":"2022-10-18T16:02:20","modified_gmt":"2022-10-18T16:02:20","slug":"rule-28-sales-meeting-your-sales-presentation","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/rule-28-sales-meeting-your-sales-presentation\/","title":{"rendered":"Rule #28: A Sales Meeting Is Your Sales Presentation"},"content":{"rendered":"\n<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Rule #28: A Sales Meeting Is Your Sales Presentation - Sandler Rules for Sales Leaders\" width=\"500\" height=\"281\" data-src=\"https:\/\/www.youtube.com\/embed\/br511MY13UA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting.<\/p>\n\n\n\n<p>Here&#8217;s the bottom line, we want our sales meetings to be great, and we know they&#8217;re not. And sometimes they&#8217;re not because we&#8217;re running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.<\/p>\n\n\n\n<p>But no one cares. They expect you to be prepared. Senior execs are watching you run a meeting to say, is he competent? Can she do it? Salespeople are looking at you to make sure that what you&#8217;ve told them how to run a sales call, you&#8217;re doing the same thing because your sales meeting is their sales call. It&#8217;s the same thing.<\/p>\n\n\n\n<p>Here&#8217;s some quick tips that will help you become the best you can be at a sales meeting.<\/p>\n\n\n\n<p>Number one, prepare ahead of time. Assume you&#8217;re not gonna have any time between meetings for you to prepare,&nbsp;so do it ahead of time. What are you gonna prepare? Number one, have a game plan. Who should be at meetings? What are we gonna cover at the meetings? What should they look at, prepare, get ready for, be ready to discuss at a meeting.<\/p>\n\n\n\n<p>Now, you should have different agendas for different types of meetings. Only call those who should attend a meeting at the meeting. If you took a poll the people who work for us, they&#8217;ll always say, &#8220;I can&#8217;t believe I&#8217;m in all these meetings. Half of these don&#8217;t even apply to me.&#8221; You don&#8217;t want your people to say that.<\/p>\n\n\n\n<p>Next thing I want you to do ahead of time is to figure out what your talking points are. What&#8217;s your upfront contract? So get yourself ready. During the call, during the meeting itself, during the actual call, here&#8217;s what I want you to cover. Upfront contract. Why are we here? The purpose of this meeting is X. We&#8217;re gonna spend time, about an hour today doing this meeting. Here&#8217;s the agenda for the meeting. Is there anything that you guys would like to add that&#8217;s not on the agenda that we talked about last time. Give them a chance to add.<\/p>\n\n\n\n<p>Here&#8217;s my outcome statement. At the end of today&#8217;s meeting, we should be in a position to do a couple different things. One, an action plan on how to move forward, how we&#8217;re gonna attack X, Y, Z problem, and C, we&#8217;ll set the agenda up for our next meeting. Let&#8217;s get started.<\/p>\n\n\n\n<p>So right there, I&#8217;ve taken total control of that meeting. I say it&#8217;s an hour. Keep to your time contract. If it&#8217;s an hour meeting, don&#8217;t go an hour and a half. Stick to the time.<\/p>\n\n\n\n<p>Two, stick to the agenda. You just said what the agenda is. They&#8217;ve agreed so you shouldn&#8217;t hear things like, &#8220;Well I&#8217;d like to talk about the upcoming trip that we&#8217;re gonna have as a company.&#8221; Okay. I would too but it&#8217;s not for today&#8217;s meeting, right? So you have to stop that as the sales leader and you do your thing.<\/p>\n\n\n\n<p>At the end of the meeting, here&#8217;s what I want you to do. I want you to make sure you summarize here are some key things that we got from today. Here&#8217;s I think what we&#8217;ve agreed to. Here are the action steps that I&#8217;ve heard. You repeat them and now I want you to have them validated. Is that what everyone else heard? Did I miss anything? No. Alright. Let&#8217;s now attach some roles and responsibilities to some of the things we talked about. Who&#8217;s doing what by when? You can attach that right now because again, you&#8217;re creating a culture of accountability.<\/p>\n\n\n\n<p>And then finally, after the end of the meeting, I want you to do a couple things. Number one, debrief yourself. What could you have done differently. Did you get off track? Did you lose your patience? Did you not ask those who weren&#8217;t participating, my S&#8217;s of the group, how they felt? Mary, you haven&#8217;t said much today. How do you feel about what was talked about? Using feeling words. So debrief yourself while it&#8217;s fresh in your mind.<\/p>\n\n\n\n<p>Number two, do a follow-up. Group, here&#8217;s what we talked about. Here are the key findings, so the key things that we agreed to at the end. Here&#8217;s what&#8217;s going to happen as a result. Here&#8217;s who&#8217;s doing it, when is it due and then here&#8217;s the agenda for the next meeting. And once you get that done, now it&#8217;s easy. You&#8217;re creating momentum but more importantly, you have productive meetings and you&#8217;re congruent cause if you do that at a sales meeting, they will do that on a sales call.<\/p>\n\n\n\n<p>Upper management looks at you and says, &#8220;Well oiled machine.&#8221; All fronts are really looking at you to see how you do your sales meeting. If you&#8217;re out of control, don&#8217;t be upset when your sales people are out of control. But salespeople productive meetings, and I have to tell you, people are watching you during meetings. If you&#8217;re productive, if you&#8217;re on target, if you&#8217;re doing what you&#8217;re supposed to be doing, they too will do that and they&#8217;ll respect you and they&#8217;ll have the confidence and conviction as you for their leader. Good luck.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here&#8217;s the bottom line, we want our sales meetings to be great, and we know they&#8217;re not. And sometimes they&#8217;re not because we&#8217;re running from one meeting, we thought we had about a 30-minute window to get&#8230;<\/p>\n","protected":false},"author":167,"featured_media":10933,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1176,1105,1266],"class_list":["post-10932","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-sales-meeting","tag-sales-process","tag-sales-team-development"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Rule #28: A Sales Meeting Is Your Sales Presentation | Sandler Training<\/title>\n<meta name=\"description\" content=\"Video of Rule #28: A Sales Meeting Is Your Sales Presentation - Sandler Rules for Sales Leaders Rule 28. 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