Are you finding selling display products to be hard work? If your prospects don’t seem interested in what you’re selling, then it’s time to change your attitude! Put a smile on your face and figure out how to go in a new direction to make them excited.
Customers are more likely to respond if you provide interactive training that they can participate in. Expand Account Executives Don Johnson and Andre Sao get clients excited about what they’re selling by making product training fun and interactive!
Below Don and Andre share some ideas that we hope you will find useful as you plan your next sales meeting…
How I Make Product Training Fun & Interactive – Don Johnson
It all started when the president of my company said “Don, you don’t entertain enough”. I explained that I was trying to cram two face-to-face meetings during the morning and another two or three in the afternoon. There just wasn’t time to take someone out at lunch.
That’s when he said:
“How about bringing lunch to them?” It was an “Aha Moment” for me. The impetus for my first “Lunch and Learn”. If I tell someone I’m bringing lunch, I get anywhere from six people to sixteen. I even got thirty people for a “hot dog party” once!
So food draws them in. Then what? First, do some homework to see what kind of projects they’re working on. You need to think which of your products, especially new ones, might give them a solution. Sometimes, they just won’t tell you so…
I send an email asking attendees to bring their business cards so we can have drawings for prizes. Ask them to write a few notes on the back of their card about their project. Now you can explore which of your products might best work for them!
As I go through my presentation, I can focus on actual products that solve these needs we just talked about. When it’s time to set up demos, I like forming teams and giving my audience some “hands on” experience setting up displays. I have found that they really get into it and ask good questions.
How I Make Product Training Fun & Interactive – Andre Sao
Training all too often brings to mind a stream of completely forgettable facts. We’re in an industry of turning ideas into a reality, and with such a variety of products available, it’s essential to host training sessions.
Here are my tips for making these sessions more fun and interactive:
Do your research and know your audience: The best way to engage your audience is making sure the subject matter is relevant. Training is successful when everyone in the room walks away with knowledge that they didn’t have before.
Some easy ways to research your audience are by viewing LinkedIn profiles to understand some of their professional interests (posts, likes, and shares) and by searching job listings for that company to get an idea of the company culture. Or you can ask qualifying questions before starting. Just be prepared to pivot in any direction!
Training should be a discussion, not a speech: We’ve all had the dry classroom lectures, but can you remember what your favorite teacher did differently? Often a bit of humor and context, but definitely no death by PowerPoint! While PowerPoint slides can be a wonderful communication aid, I find that showing products leaves a deeper impression. I like to bring products that people can touch and pass around the room, or get up to inspect or assemble themselves.
Do you have trouble getting your attendees up and out of their seats? Then move the seats to the corners of the room and encourage everyone to gather around. Groups of people standing tend to form circles, which encourages conversation, and moves us further away from the classroom style presentations.
And Now our most important point of all:
Follow Up, Follow Up, Follow Up! You may think training is over when the session ends, but the session should be only the beginning! You have their name. You know what accounts many of them are working on. Now you need to reach out to keep your name in front of them.
Remember the questions your attendees asked during the presentation. If it’s important enough for them to mention, it’s probably something you should write down and follow up on. Send an email with a summary and answer any unanswered questions. Direct suggestions to their specific project, prepare quotes and share projects you’ve done for others within their company.
Hopefully they will become an ongoing client. And all because you had fun entertaining!
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