How to Avoid Sales Meetings that are BORING, INEFFECTIVE

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How to Avoid Sales Meetings that are BORING,
INEFFECTIVE a BIG Waste of MONEY!

• By
• Anita Sirianni
• The Professional Sales Coach

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Meetings are BIG Business!

• Americas corporations spend an overall average
  of 41.8 billion annually
• The number of meetings in the United States are
  up 8

1 According to The 1998 Meetings Market Report
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There is a lot at stake

• Cost of travel
• Loss in sales
• Speaker/Trainer costs

• Loss in employee productivity
• Meeting expense

Meetings must be effective, highly efficient and
memorable to really pay off.
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When meetings are well run

• Productivity sales are increased
• Learning retention are improved
• A spirit of teamwork is instilled
• A good impression is made for the company and
  management

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Most meetings are Boring, Ineffective and a BIG
waste of Money!
FACT

• Improve your meetings with these ideas...

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Your meetings are BORING if...
People are talking not paying attention

• Give them something to talk about!
• Play a game
• Start a discussion
• Break into small groups

BOOK Games Trainers Play by Edward Scannell
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Your meetings are BORING if...
You are looking into sleepy eyes.

• Give them some fresh air!
• Walk around the building or room
• Play Simon Says
• Hire an aerobic instructor
• Take a break (schedule every 115 minutes)

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Your meetings are BORING if...
People are fidgeting, standing or moving around.

• Get them moving!
• Do something to get their blood pumping
• Do a few stretches or calisthenics
• Send group on a scavenger hunt
• Give them HOT SPICE every 5-7 minutes
• Ask a question
• Start a discussion
• Get them involved

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Your meetings are BORING if...
Slow return from breaks sluggish body language

• Give them a reason to be excited!
• Provide an incentive to participate
• Stick to a start on time--stop on time policy
• Distribute an agenda and stick to it!
• Discuss meeting topics whats in it for them
• Use managers as people movers during breaks

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Your meetings are BORING if...
Reps obviously want to be somewhere else.

• Get reps involved
• Ask reps to select meeting topics
• Solicit volunteers or select people to
  participate
• Create a meeting planning task force

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Your meetings are BORING if...
Distractions become a priority.

• Sales reps need to be entertained!
• Use mixed media (music, video, skits)
• Add a fun meeting theme
• Conduct impromptu role play sessions

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Are your meetings INEFFECTIVE?

• Check out these symptoms solutions...

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Your meetings are INEFFECTIVE if...
Your expectations are not realized.
Clearly define a purpose for your meeting and
what activities you expect to occur as a result
of the event. Ask yourself How will I know if
this meeting is a success?
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Your meetings are INEFFECTIVE if...
Your expectations are not realized.

• You are likely to be disappointed unless
  expectations have been clearly communicated
• Distribute an agenda and discuss topic objectives
  goals
• Review expected outcomes before and after the
  meeting
• Develop a time released follow-up strategy

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Your meetings are INEFFECTIVE if...
Your expectations are not realized.

• Reps may not have received the proper training or
  tools.
• Were expectations understood?
• Were roles responsibilities clear?
• Was information more hype than helpful?

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Your meetings are INEFFECTIVE if...
Your expectations are not realized.

• Were your expectations realistic?
• How were meeting goals created?
• What feedback have you received?
• Get the group involved in creating a follow-up
  game plan

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Your meetings are INEFFECTIVE if...
Little exchange or discussion occurs.

• Reps may not participate if their
• input is not valued.
• Encourage the reps to participate
• Minimize rhetorical questions
• Describe specific action steps to ideas
• Acknowledge or reward involvement participation
• Provide adequate thinking time for feedback

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Are your meetings are a BIG waste of Money?
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Are meetings a BIG waste of money ?

• Consider the many warning signs symptoms of
  boring and ineffective meetings.
• Refuse to settle for typical and go for terrific!

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Good Books on Conducting Highly Effective
Meetings

• Running a Meeting That Works
• Robert F. Miller, Marilyn Pincus
• Effective Meeting Skills
• Marion E. Haynes
• How to Hold Successful Meetings 30 Action Tips
  for Managing Effective Meetings
• Paul R Timm
• First Aid for Meetings Quick Fixes Major
  Repairs for Running Effective meetings
• Charlie Hawkins

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For More Information about

• Lasting Impact
• Increased Sales
• Improved Performance
• Attract more Customers
• Call Now!
• 800-471-2619
• www.anitasirianni.com