Getting Face-to-Face Meetings
Suggested Strategy: Using Whiteboard Coaching, work with the
individual to analyze their current strategies and to create new ones to
help them further their success.
Suggested Questions:
→ Rating Question: On a scale of one to six, with six representing that
you are 100% confident in your ability to set up face-to-face meetings
with your customers and prospects and one being that you avoid face-
to-face meetings altogether, where do you think you would honestly
rate yourself and why?
→ Risk Question: What risks do you think you might mitigate by
leveraging face-to-face meetings on a consistent basis with your
customers and prospects?
Suggested Activities:
→ Whiteboard Coaching: On the left side of a whiteboard, ask the
individual to walk you through how they currently address face-to-face
meetings with customers and prospects – this includes their frequency
and approach to setting them up. On the right side of the board, ask
them to describe to you what it would ideally look like for a salesperson
to successfully leverage face-to-face meetings. Erase the left side of the
board and work together to create a strategy that they can implement to
reach the ideal description. Discuss how reaching that description will
help them achieve greater success in sales.
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