Episode 248 Game Day Ready!

Sales Meetings Topics. Lisa Thal, an Author, Inspirational Speaker, and Business Coach with over 37 years of marketing, sales, and leadership experience, is the mastermind behind the book Three Word Meetings. Lisa's coaching is about creating sales and business meetings with fun and interesting 3-word topics that spark conversation and ignite excitement in sales teams.

 

Episode 248 Game Day Ready!

This is about mastering the preparation for any sales call. 

 

I watched football this weekend and thought about all the preparation teams make before stepping onto the field. The coaches watch game films, discovering their opponents' weaknesses and strengths. They practice and prepare all week for that one game.  

 

How much preparation are you preparing for your client meetings or presentations each week? Does your team have a Playbook? If so, is your team following it, or do they think they have all the necessary skills to manage the call? The best athletes and top salespeople pay attention to the details of each game or call.  

 

The Importance of Preparation

Success in sales, like success in a sports game, hinges on well-thought-out strategies and preparation. Sales professionals need to understand their "opponents" (potential clients and market conditions) and tailor their approaches, just as athletes analyze their competition and design their game plans.

 

Preparation Matters.

Your preparation matters. The more prepared you are, the more confident you will be, the better your communication will be, and the more successful your outcomes will be. Are you game-ready?

Ask yourself, how much time did you prepare to make that first call, first meeting, or follow-up meeting? The time you put into preparation can be the key to your success.

 

Researching Your Prospect.

It starts with understanding their needs. We have to know why we are calling on them, the purpose of our call, and the benefits of meeting with us. It is essential to understand their pain points and how your product or service can solve them.

 

We can gain Social insights into them.

Research the prospect's LinkedIn profile and company website for recent updates or achievements that could be relevant to the call. For instance, if you discover that the company has recently launched a new product, you can tailor your pitch to show how your product complements theirs. Set a Google alert for the person and the company you're meeting with to get the most up-to-date information on them.

 

We need to set clear goals for the call and discuss the objectives. Whether closing a deal, setting up a follow-up meeting, or gathering information, having a goal keeps you focused. For example, if you want to close a deal, you can structure your call to lead to that outcome. Make sure you have a next step by setting a meeting on the calendar.

 

Know Your Product or Service

Your Playbook. The best salespeople know all the advantages of their products and services and how they can help their clients. Ensure you identify those key advantages and benefits of working with you.

 

Anticipating Challenges

Resilience and Perseverance

Facing rejection is part of the game in sales, much like losses are inevitable in sports. Both demand resilience, where setbacks become opportunities for growth and learning. Sales professionals, like athletes, must stay motivated and learn from each call.

 

Prepare for objections. Discuss your most common objections and be prepared to overcome them. For instance, if a prospect raises a price objection, you can counter it by highlighting the value your product or service brings. You may have to prepare for alternative solutions if the initial pitch doesn't go as planned.

 

Practice Makes Perfect

Game time. Sales professionals perfect their skills with regular practice, role-playing, and training sessions. Similarly, athletes practice rigorous practice to perfect their techniques and fitness levels to create a competitive advantage.

 

Game Film. Record your calls so you can gain valuable feedback to help you on your next call. All successful teams watch game films to learn from what they did well and where they fell short.

 

Celebrating Wins

Lastly, celebrating victories—big or small—is a shared experience in sales and sports. Acknowledging achievements boosts morale and fosters a winning culture, encouraging teams to push toward even greater accomplishments.

By recognizing these similarities, you can channel your inner athlete, applying sports-like discipline and determination to excel in the sales game.

 

Remember, just like an athlete trains for a game, your preparation sets you apart from the competition. The key to success is not just knowing but doing. Until next time, stay motivated, make every sales call your best yet, and go win the game!

 

If someone can benefit from this episode, I invite you to share it.

Learn more at www.Threewordmeetings.com.