1. Sales Meeting Series – Volume 1
Manager’s Guide
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2. Sales Meeting Series
Sales Meeting Series
Introduction
The Sales Meeting Series is designed to provide anyone responsible for facilitating a
commercial real estate sales meeting with the resources to improve attendance,
participation and the effectiveness of the training. The purpose of this guide is to
provide general instructions for the most effective use of the Sales Meeting Series.
Program Components
The Sales Meeting Series consists of the following components:
• Manager Instructions – A short video presentation to help managers quickly
understand how to access and use the Sales Meeting Series. Also, a printed
Manager’s Guide is available for download.
The Manager’s Instruction page provides access to several program
elements.
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3. Sales Meeting Series
• E-mail Invitation – A Word template that can be inserted into an email and
used to promote attendance to the meeting. The template can be easily
customized.
The email invitation is a Word document that can be modified as needed.
• Invitation Flyer – A Word template that can be used to promote attendance to
the meeting. The template can be easily customized.
The invitation flyer is a Word template that can be modified as needed.
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4. Sales Meeting Series
• Participant Materials – Consists of participant handouts for the meetings.
Each handout is an Acrobat file that can be downloaded and printed as
needed.
Each strategy, within each of the program
options, has its own participant handout.
• Presentations – The presentations consist of short videos, from 4 to 8 minutes
each, followed by 2 minute participant exercises. The program is flexible in
the ways the presentations can be accessed.
Each strategy is presented using synchronized video and PowerPoint slides
for the presentation followed by a timed exercise.
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5. Sales Meeting Series
. The videos can be viewed multiple ways:
Option 1 - One strategy per meeting
o
Option 2 - Several strategies per meeting
o
Option 3 - Sequentially, five strategies per meeting
o
Option 4 - All 15 strategies in one meeting
o
Recommendations for Most Effective Use
The Sales Meeting Series is designed to be flexible; use it the ways that work best for
you. The program is designed to be used for a group meeting, not individual training.
While it can stand alone within a group meeting, the most effective use is to pause
the video and facilitate a discussion based on the programs’ exercises that follow
each strategy. The videos are intended to provide a spring board for interactivity
among the participants. They also provide the facilitator an opportunity to
supplement the meeting with additional materials, examples and/or exercises. The
most effective use of the Sales Meeting Series is for the facilitator to jointly present
and actively facilitate the meeting, effectively “co-presenting” with Ralph Spencer,
CCIM, SIOR, the speaker in the videos.
Screen Resolution
The Sales Meeting Series is produced to be shown on a screen with a resolution of at
least 1024 x 768 pixels. If the program is run on a computer with less resolution, side
and bottom scroll bars will appear to allow you to position the screen.
If you would like for the program to appear larger on your screen and you are
running the program on a computer with a higher than 1024 x 768 screen resolution,
you can reduce the screen resolution on your computer. Below are the steps to
follow:
STEP 1 – Right click anywhere
on your computer desktop,
select properties and left click
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6. Sales Meeting Series
STEP 2 – Select the Settings
tab
STEP 3 – Change the screen
resolution. 1280 x 1024 is a
good choice.
Showing Full Screen in Browser
Another technique to improve the viewing experience is to change your browser to
full screen once the program is launched. Simply click the F11 key on your keyboard
and your browser window will become full screen. To return to normal view, click
the F11 key again.
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7. Sales Meeting Series
License Understanding
The Sales Meeting Series is licensed per individual office. Unauthorized use or
reproduction is prohibited. Each licensed office has unlimited access to each volume
of the Sales Meeting Series that has been purchased. An individual office is
authorized to use the series for its own meetings or for a combined meeting, at a
single location, with several offices of the same company. The Sales Meeting Series
is delivered via the Internet. A record is created each time the program is accessed by
a licensee. This record includes both access and usage information. Innovative
Learning, LLC, the developer of the Sales Meeting Series, reserves the right to
suspend access to any user whose access and usage record indicates a violation
of the above understandings.
Your company and office licensee name will appear at the bottom of each
screen.
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8. Sales Meeting Series
Volume 1 – Strategies for
Becoming a Top Producer
Overview
Volume 1 is based on more than 15 years research to identify and catalog the things
that top producers do well that explains, in part, their success. 15 different strategies
have been identified and each is presented. The format for each strategy consists of a
brief description, an example and an exercise.
Program Navigation
The main table of contents page provides flexible access to the program components.
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9. Sales Meeting Series
Option 1 – One strategy per meeting
This option enables you to review one strategy for a meeting. The video, including a
2 minute exercise, lasts approximately 5 minutes. Follow the presentation with
discussion and the total time will be approximately 15 minutes.
This is Option 1 – Individual Strategies page.
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10. Sales Meeting Series
Option 2 – Several strategies in a single meeting
This is a derivative of option 1 where several strategies are reviewed in a single
meeting. This option works best when you desire to spend more than 15 minutes, but
not enough to cover 5 strategies. You can combine any number of strategies to make
a presentation.
This is Option 2 – Group of 3 Strategies page.
Alternatively, you can access the individual strategies one at a time and in any order,
using Option 1. Using this approach you can combine any number in any order and
create your own custom program.
The following are several groups of 3 strategies each that have already been
combined into a single presentation based on their relevance to a single theme.
Area of Focus Group – These 3 strategies all speak to the idea of being a true
specialist.
Strategy 1 – Rule a small domain (4 minutes 24 seconds)
Strategy 2 – Be a know it all (7 minutes 15 seconds)
Strategy 15 – Corner pocket (8 minutes 14 seconds)
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11. Sales Meeting Series
Business Development Group – These 3 strategies all speak to the importance of
business development
Strategy 4 – STP (6 minutes 22 seconds)
Strategy 7 – Ready, aim, shoot (6 minutes 7 seconds)
Strategy 8 – Don’t ask, don’t get (5 minutes 13 seconds)
Being Strategic Group – These 3 strategies all address the importance of taking a
strategic approach to the business.
Strategy 6 – Flight plan (8 minutes 58 seconds)
Strategy 7 – Ready, aim, shoot (6 minutes 7 seconds)
Strategy 14 – Altimeter (5 minutes 26 seconds)
Approach to the Business Group – These 3 strategies present ideas for approaching
the business.
Strategy 5 – Friends (4 minutes 41 seconds)
Strategy 9 – Boy Scout (4 minutes 52 seconds)
Strategy 13 – Say what? (6 minutes)
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12. Sales Meeting Series
Option 3 – Five Strategies per meeting
This option enables you to review five strategies at one meeting. Each strategy
includes a presentation, an example and a 2 minute exercise. Stop the video after
each strategy and facilitate a discussion. The total time will be approximately 45 to
60 minutes, depending on the amount of discussion the meeting could extend even
longer.
This option consists of 3 different presentations, strategies 1-5, 6-10 and 11-15. Each
presentation includes an opening, five strategies, a summary and a close.
This is Option 3 – Group of 5 Strategies page
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13. Sales Meeting Series
Option 4 – All Fifteen Strategies in a single meeting
This option is ideal for a single ½ day meeting. The presentation includes an opening,
strategies 1-15, a summary and a close. When presenting all 15 strategies in a single
meeting it is critical for the meeting facilitator to supplement the meeting with their
own inputs and exercises. It is these additional inputs that will determine the overall
success of the meeting.
This is Option 4 – All 15 Strategies page
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14. Sales Meeting Series
Tips for successful meetings
The following are several best practices based on other’s experiences.
• Promote the meeting as something different from the norm. There are e-mail
and invitation templates that can be used to promote the meeting
• Make sure to have the participant handouts printed ahead of time and ready
for distribution at the beginning of the meeting.
• Review the exercises which are a part of each strategy. Decide how to best
process a discussion of the participant’s answers to these exercises. You may
decide that one of your associates is an excellent example of a strategy. You
could ask this individual to facilitate the discussion of this particular strategy.
The key to a successful meeting is participant involvement. The more they
speak, the better the meeting outcome.
• Encourage note taking. Some offices have created a series of meetings and
managers ask participants to build a notebook with the individual handouts
and their notes.
• With some strategies the manager can create a relevant assignment in
advance of the live session to make the exercises more relevant, timely and
personal. For example – Strategy 11 – Slam dunks; ask each participant to
come to the meeting with a list of all of their current assignments. Then, in
addition to the video exercise, have them estimate the probability of a closing
in the next 12 months for each assignment. As an extension of the video
exercise, this activity will reinforce and personalize the idea of working on
“high percentage” assignments.
• Consider Ralph Spencer to be a guest presenter. Don’t forget it is the
manager’s role to facilitate the meeting. Leverage the video content, but
recognize that the most important element is not the video, it is you the
manager.
Participant Handouts
The following is the participant handout for each strategy. They should be
downloaded and printed, in advance, for every participant of each meeting.
Demo Sample
The demo version of the Manager’s Instructions includes only one of the participants
handouts is provided. All of the handouts are included in the licenses version.
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15. Strategies for Becoming a Top Producer
Strategy 10
NOTES
Exercise 10
Answer these questions about your qualifying and need identification skills:
1) Reflect on your most recent assignment, listing or tenant rep. Are you YES NO
really clear on the client’s needs?
2) Have you ever had the experience of working with a prospect that YES NO
you have poorly qualified and ending up wasting your time?
3) Consultative selling requires less focus on classic selling skills and more emphasis on client
diagonistics. Many veterans of the business are rapidly becoming obsolete because they are selling
services the same old way. The new pros are really skilled at client need identification and developing
customized solutions. This is a critical skills area for the future. Take all of this into consideration as
you rate yourself.
Rate yourself on this strategy
Lots of room for improvement OK Top Producer Level
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