07 Dec How to Reduce Prep Time for a Sales Meeting
What if I told you that you can prepare for a sales meeting in less than 60 seconds… Would you think I'm crazy?
If you're still running Town Hall Meetings, Spreadsheet Liars’ Club meetings or Book of the Month Club Meetings, then your prep time is probably longer, a lot longer.
But, if you buy in to the philosophy of The Wedge, which says, “Someone has to lose for you to win”, or better said, “An incumbent agent has to get fired for your producer to get hired”, then you have the basis for a great sales meeting without spending more than a minute preparing.
I looked up the term ‘SWAT TEAM’; here is what it says:
A unit within a police force that is trained to deal with situations of unusual danger, especially when requiring aggressive tactics or enhanced firepower, as in rescuing hostages, thwarting terrorist attacks or assassinations, and subduing heavily armed suspects.
Is getting a producer ready for a sales call anywhere near this magnitude of importance? Probably not… but if you acted like it was, would you and your producers win more accounts?
What if you thought of it this way… the incumbent is holding the buyer hostage. The incumbent has aggressive tactics to keep the business; they will leverage relationship and play the loyalty card. The incumbent is heavily armed with information like policies, financials, loss runs… and they are doing their best to subdue it from the outside world.
Maybe this sounds like a silly game… so let's raise the stakes. There is $50,000 of revenue to be had. That is more money that most bank robbers walk out with.
If the incumbent stays put, the buyer gets screwed with lousy service; your producer missed out on a significant amount of money; your agency doesn't raise its shareholder value; your CSRs don’t get a raise… how far do you want to go with this?
Back to the question, how long does it take to prepare for this type of meeting?
60 seconds, if you have a system in place and you've been trained to conduct a CRISP (Continuous Rapid Improvement Sales Process) Sales Meeting.
If not, you could waste a lot of your time and your producers’ time with meetings that don't do the real job; help them make more money, and to do that, they have to take it from the other guy – the incumbent.
As much as the words Win/Win sound good, in the game of selling commercial insurance, it's a zero sum game. The bad guy has to get put in jail. In other words they have to lose for you to win.
Make your sales meetings about that, and with the right training, you'll be able to run a CRISP sales meeting with less than a minute of prep.
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