1. LNL0965 Management Fast Start System Conducting Effective Sales Meetings

2. LNL0965 Purpose To provide the organization the tools to maximize income and improve retention 1. Track activity 2. Celebrate success 3. Offer solutions for areas of weakness 4. Inspire salespeople with sales and marketing ideas, valuable news on a point of interest 5. Set goals for the next meeting

3. LNL0965 Goal … KEEP IT POSITIVE! Sales meetings should be positive, a time to focus on team and individual wins, not individual problems All discussion should be relevant and don’t allow people to present problems unless they also have potential solutions

4. LNL0965 Objective To get your sales force ready to SELL! This is accomplished by being consistent with the following areas in every meeting …

5. LNL0965 Get the meeting off to a good start Salespeople who come in for your meeting appreciate fresh coffee and punctuality. When conducting a meeting you need to be there prepared and ready to go before the first Agent shows up …

6. LNL0965 Track Activity Review with interest and drill down for the details on the previous three days’ activities … … activities such as: 1. Contacts 2. Appointments 3. Presentations 4. Sales 5. Sponsors Attitude + Activity + Accountability = Sales Success

7. LNL0965 Celebrate Success Based on the Results, make your meeting about the person who is getting the Results

8. LNL0965 Recognize Accomplishments Take time to congratulate and thank your salespeople for meeting goals, closing deals and making money. Praise reinforces positive behavior and encourages everyone to do well!

9. LNL0965 Share stories from the trenches At least one positive “war story” should be shared in every meeting. These stories are engaging and fun to listen to, and they reinforce goals. Questions you can ask to spur these stories …

10. LNL0965 Drill Down Detail How they made the initial contact? What companies did they compete with for the sale? What worked and what didn’t? Sponsorships - how many?

11. LNL0965 Encourage meeting involvement Involve Agents by having them demonstrate selling techniques Involve Agents by having them teach on a chapter from… “Secrets Of Closing The Sale” Tell me, I forget... Show me, I remember... Involve me, I understand!

12. LNL0965 Offer Solutions for areas of weakness Based on the Results, facilitate the discussion either through peer group success or with your experiences

13. LNL0965 Provide valuable marketing ideas, sales ideas and training Based on the results or a predetermined plan, you can have a prepared topic for discussion… Marketing Ideas That Work Whole vs. Term Life Five Basic Needs Door to Door Side by Side PMA – Positive Mental Attitude

14. LNL0965 Product Knowledge Make sure that Agents are experts on each policy in their portfolio This will instill confidence, and with this confidence they will be more likely to know what to recommend and… press play on the Laptop When you know … and when you know that you know … CONFIDENCE replaces FEAR!

15. LNL0965 Sales Training Selling is a profession …NOT an amateur sport Agents MUST become experts in the sales techniques of this profession

16. LNL0965 Set Goals for the next meeting! Based on identified opportunities for improvement, you must help them understand how they will get better and achieve their goals. Contacts Appointments Presentations Sales Sponsorships Learning Assignment

17. LNL0965 An effective meeting requires forethought and prior planning

18. LNL0965 Keys to an effective sales meeting Interesting …… how? Relevant ………………. examples? Organized …………… on track? Brief …………………….. finish on-time? Positive …………………….. Ideas - Hope?

19. LNL0965 In Summary: 1. Track activity 2. Celebrate success 3. Inspire salespeople with sales and marketing ideas, valuable news on a point of interest 4. Set goals for the day and week. Ask for a commitment to accomplish these goals 5. Last but certainly NOT least...

20. LNL0965 Provide (training) solutions for areas of weakness. In order to provide the “right” training/solutions, we need to make sure we know what the areas of weaknesses are... In other words...

21. LNL0965 As SALES LEADERS, we are to be problem solvers … in order for us to be effective problem solvers, we must be... PROBLEM IDENTIFIERS!

22. LNL0965 Problem Solving 101 You will learn: The 5 Fundamental Truths of this Sales Profession To solve the problem of sales... or lack thereof! Only after you come to terms with the 5 Fundamental Truths

23. LNL0965 “Rocks are hard, water is wet” The Art of Critical Thinking* *Involves skillful judgment as to truth; careful exact evaluation urgently needed and absolutely necessary

24. LNL0965 Fundamental Truths These 5 truths are just as true as they sound and they are just as simple as they seem “Rocks are hard and water is wet!”

25. LNL0965 Fundamental Truth #1 Only two reasons for poor sales performance: Lack of proper activity Lack of sales skills Skills Activity

26. LNL0965 Fundamental Truth #2 Three presentations equal one close* *one close should equal multiple applications...Husband & wife, Package deal, etc. Activity Skills Presentations SALES!

27. LNL0965 Fundamental Truth #3 Five full sales days in sales week: Activity Presentations Skills SALES! Money Hours

28. LNL0965 Fundamental Truth #4 Three to four presentations per day Equal 15-20 presentations per week Weekly Goals Activity Presentations SALES! Money Hours Skills

29. LNL0965 Fundamental Truth #5 Fifteen presentations per week With a 3:1 closing ratio Equal five closes per week Five closes should equal a minimum of seven to ten applications for the week* Weekly Results Weekly Goals Activity SALES! Money Hours Skills Presentations *one close should equal multiple applications......Husband & wife, Package deal, etc.

30. LNL0965 Problem Scenario #1 Agent: Emma Laceyone Three presentations for the week with one close NAME THAT PROBLEM

31. LNL0965 Lack of Proper Activity DailyWeekly 50 Contacts240 Contacts 5 Appointments24 Appointments 3 Presentations15 Presentations 50+ Sponsors240+ Sponsors

32. LNL0965 Problem Scenario #2 Agent: Iggy Noramus Fifteen presentations for the week with one close* NAME THAT PROBLEM *assumes Agent understands definition of a presentation

33. LNL0965 Lack of sales skills

34. LNL0965 Problem Scenario #3 Agent: Ima B. Esser Thirty presentations for the week with three closes NAME THAT PROBLEM

35. LNL0965 Doesn't have an “honest” definition of a presentation This doesn't add up...

36. LNL0965 Let’s do the math… 30 pres. x 1.5 hr. = 3 hrs. drive time per sales day= One 30 min. lunch per sales day= 45 hrs. pres. time 15 hrs. drive time 2.5 hrs. lunch time 63 hrs. total 63 Hours divided by 5 sales days = 13 hour work days??? Hmmm ???

37. LNL0965 AgentContacts Appointments or Worksite Surveys Presentations With Decision Makers ADPSalesIncomeSponsorships Curley24024151013007 Moe12024221972,400190 Larry15055551,9005 Mary401512 41,400240 Martha2004010638,4500 Skippy70188831,00080

38. LNL0965 Questions/Comments?