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The Perfect Agenda For A Half-Day Sales Training

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Yes, I know, I’m giving away something that I typically charge for, but here’s why I’m doing it: I am inundated with blog readers (sales people) sending me their frustrations with the sales meetings and sales training they sit through. I can only hear that so much before it wears me down.

You see, I was a part of a sales team at one time. And I wish my leaders would have given me a chance to participate in the type of meeting that I’m giving to you.

This is an actual agenda from a 1/2 day event I was paid a fair sum to do for a company a week ago. I thought you’d like to see it and send it on to your leader or use it yourself.

Enjoy.

DownloadTheAgenda

Rule #23 – Know Upfront…

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Have an upfront understanding prior to a sales call.

I’ve been called on by a lot of sales people over the years. And few–very few–ever tell me what the call is going to look like. They never send an agenda upfront–they never tell me the process they’ll use–they never tell me what the outcome could be.

Shame…shame…shame….

If you are in professional sales–and make face to face calls on prospects, Rule #23 says, always have an upfront agreement prior to the call. What that means is have a conversation with your prospect on the phone talking about the topics of conversation for the meeting–maybe some of the questions you’ll ask–and maybe what the potential outcomes are (we meet again, we abort the process). Have a “process” agenda.

We always speak the line, “I respect your time,” yet when it comes down to it, very few of us respect our prospect’s time by sharing an agenda for the call, upfront. Do it and watch the level of truthfulness soar.