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:
Î 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? Î 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:
Î 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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