Sample Meeting Materials

SALES MEETING TOPIC:  Getting & setting appointments

LEADERS GUIDE

How you conduct this meeting is determined by the focus of your sales force.  If your sales force calls on other businesses this material will be very appropriate. If your sales force calls on consumers, you will have to adapt the material to the needs of that market.

Notes:

(1)A copy to be used as a handout # 1 and # 2 are

included with this material. They are printed on a

separate pages so that you can make as many copies as

you need.

(2)Handout number 2 can be used as a  very effective

individual follow up to the meeting.

To start the meeting asks all attendees two questions.

Question 1 – Why should the person you call give you an

             Appointment?

Question 2 – What are the biggest obstacles to getting

             An appointment.

Collect all answers to hand out # 1 and summarize on a flip chart. Encouraging participation discuss each point individually.

Make the following two points as you discuss the topic. 

1.    It can statistically proved that getting someone on

    the phone is much easier if you have previously

    mailed them a letter that you are following up on.

2.    Although all companies have buyers, most use a

   buying center approach to purchasing.  If your

   sales force is unfamiliar with the buying center   

   approach, this can become another discussion point.

At the end of the sales meeting, and after you have fully discussed the two questions on handout # 1, assign handout # 2 to be completed for an individual meeting with you. It will be more effective if as you assign the task, that you set the date to meet with each member of your group.

SALES MEETING HANDOUT NUMBER 1

Question 1 – Why should the person you call give you an

             Appointment?

Question 2 – What are the biggest obstacles to getting

             an appointment?

SALES MEETING HANDOUT NUMBER 2

Using the material we discussed at this sales meeting today, please make a list of the most important new account that you want to sell. Use both side of the sheet of necessary.

COMPANY NAME:

WHAT HAVE YOU DONE SO FAR?

MAIN CONTACTS: (include all contacts you need to meet).

1.

2.

3.

4.

5.

6.

7.

DETAILS OF YOUR STRATEGY: