Pending Business: Your Next Sales Meeting | TALKERS magazine : TALKERS magazine – “The bible of talk media.”

Pending Business: Your Next Sales Meeting

| September 29, 2020

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. — Prep time vs. sales time.

I know this sounds unbelievable but here goes. For more than 30 years, it took me 10 hours to prepare a one-hour sales meeting. Many of my sales proposals didn’t have a 10:1 ratio. For my sales meetings it didn’t matter if there were visuals, handouts, or materials of any kind. The ratio was consistent 10 hours of prep to one hour of stand-up. What mattered was, “What actionable items will this team try when they leave the room?” In other words, I mentally ended the meeting and reverse engineered how we got there. Simple, direct, and focused, over 2,000 sales meetings from coast-to-coast all contemplated the same way. Visualize the end and build the path to get there. It worked for me from South Florida to San Francisco.

This is basically the same technique used by trial lawyers. They know the outcome, they just frame the questions and present the evidence to get to the conclusion and verdict they want the jury deliver.

The real question is what do you as a seller bring to a sales meeting? Is your cup of knowledge so full there is no more room to improve? Are you alert and ready to take on the day? Have you mentally paused an incomplete proposal or discrepancy long enough to be mentally focused?

And now the tough question: How do you want to be coached? Have you ever discussed that topic with your manager? I’ve had the dialogue with thousands of sellers and managers and can report to you the top 5% of sellers answer one way and the other 95% will answer differently. The key element is the trust relationship between seller and manager. It often takes time to build, develop and experience, yet can be destroyed in seconds.

How should you prepare for your next sales meeting?

  • Bring your best attitude.
  • Participate
  • Be authentic and stay on positive ground.
  • Share success
  • Keep the energy level strong.

I hope your sales meetings are about improving skills, recharging your attitude and bringing a positive vibe to your calls. In this Zoom and online-first world, meetings may take on a new look, but still maintain an important role.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at: 

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Category: Sales