Hi ,
By this time, you should have listened to the podcast, read the blog post, watched the video, and looked through the handouts.
You should have scheduled the conference call with your sales team. If you haven’t done these things, please schedule them by the end of the third week of the month.
Sometime in the last week of the month, you’ll hold a 60- minute conference call with your team to review the content of the lesson, to encourage them, and to hold them accountable for the lesson and the assignment which is attached to it.
Here are the directions for that conference call:
Conference Call Format for Kahle Way ® Selling System
Session Number Eleven (11)
Topic: Learning About Your Customer – Part II.
Instructions for the facilitator or conference call leader:
There are several objectives of this call:
1. To review the assignment and, thereby, the practices discussed.
2. To reinforce and support the changes that the salespeople are
attempting to make in their behavior by recognizing and rewarding
good efforts.
3. To put peer pressure on those salespeople who are hesitant to
comply.
Your basic approach is to ask questions to encourage the salespeople to talk, and then to reward their positive contributions with verbal praise. You may also want to draw additional lessons from their discussions.
Here’s how:
1. Introduce the content and review the rationale for the practices discussed.
2. Begin by reviewing the content. Ask these questions:
a. “There is a 4-step process for using good questions effectively.
Name one of those steps:
1. Set the atmosphere
2. Ask the Question
3. Listen constructively
4. Respond positively “
b. “Describe one of the questioning sequences mentioned.”
c. “What is one thing you can do to listen more constructively?”
d. “What is one thing you can do to responds positively?”
3. Then, move on to asking each salesperson, individually, to share his “Precise Prescription” from the application exercise.
Say this:
“I’d like each of you to share your Precise Prescription from the Menta-Morphosis section of the exercises. Who wants to go first?”
Ask each person to respond.
4. If you have time, you may want to dig a little deeper.
Then, say, “I’d like to hear about one of your sales calls. Tell us a little about the call, what you want to achieve, and then tell us which of the best practices you planned to use.
Finally, tell us what happened when you used those practices. To get started, will you go first, (call on a specific salesperson).”
It is important with the first couple of salespeople, that you select people who you know have done the assignment, and have a general upbeat and positive attitude.
As that person talks about his/her experience, try to find positive things to praise. Encourage the other salespeople to identify positive ideas and actions on which to remark.
Then, ask another salesperson to discuss one of their sales calls. Follow this format until all the salespeople have spoken. Then, as time permits, repeat the question, and ask each salesperson to discuss another of their six sales calls. Repeat the process until the time is elapsed.
End the call by reviewing a couple of the most positive results. Thank everyone for their effort. If one or more salespeople have not completed the assignment, ask them to stay on the line after the call is completed, or to call you later in the day.
Then, remind everyone to look in their emails for the next assignment.
If you have salespeople who did not complete the assignment, speak with them as soon as possible following the conference call. Let them know that the assignments are not optional, and that you expect them to complete them. If it becomes a chronic problem, consider what additional steps you can take to insure compliance by that salesperson.
All the Best,
Dave