{"id":2389,"date":"2019-01-04T08:00:38","date_gmt":"2019-01-04T14:00:38","guid":{"rendered":"https:\/\/abcbiz.abcplugin.com\/testing\/?p=2389"},"modified":"2020-09-04T19:39:35","modified_gmt":"2020-09-04T23:39:35","slug":"speed-dating-one-independent-planner-idea-that-totally-changed-the-impact-of-a-meeting","status":"publish","type":"post","link":"https:\/\/abcbiz.abcplugin.com\/testing\/speed-dating-one-independent-planner-idea-that-totally-changed-the-impact-of-a-meeting\/","title":{"rendered":"Speed dating: One independent planner idea that totally changed the impact of a meeting"},"content":{"rendered":"<p>A medical device company in Europe was looking for support in the preparation of an important European product launch.<\/p>\n<p>The product was #1 in the United States and was going to help the company to become #1 in several European markets.<\/p>\n<p>My client (let\u2019s call her Michelle even if it is not her real name,) the European Director of Sales shared with me that she wanted to bring the 120 top salespeople together, to train them about the new product, the new sales playbook and to motivate them. She agreed to let us interview about 25 people in her sales force.<\/p>\n<p>When we met again after completing the interviews, we shared with her what we had discovered:<\/p>\n<ul>\n<li>GOOD NEWS: Her salespeople were very excited about the upcoming product launch in Europe<\/li>\n<li>BAD NEWS: Her sales force had a mentality of being \u201cnumber two\u201d\n<ul>\n<li>Every time we were asking them questions about their expectations of the sales meeting, they started to speak spontaneously about the main competitor<\/li>\n<\/ul>\n<\/li>\n<li>Data showed the company had been #2 for the last 7 years<\/li>\n<li>My recommendation: to become the #1 product in Europe, you should first work on changing your sales force\u2019s attitude and behaviors, so they become #1 in their minds before anything else.<\/li>\n<\/ul>\n<p>Michelle agreed!<\/p>\n<p>From there, we prepared the content of the meeting around shifting the sales force\u2019s mindset from number two to number one! We coached Michelle on how to relay this mindset in her opening remarks at the event.<\/p>\n<p>During the opening session, when she took the stage, she opened with the following remarks: &#8220;Ladies and Gentlemen, welcome! We have an amazing program in front of us, and more importantly, we have a new product that is #1 in the US because of the following features\u2026 This new product is going to position us as the undisputed leader in all of our European markets, but we have a <strong>huge<\/strong> problem!\u201d<\/p>\n<p>Michelle paused and mentally counted to three while looking at everyone in the room.<\/p>\n<p>You couldn\u2019t hear a sound in the room\u2026she had gotten their attention!<\/p>\n<p>&#8220;The problem is that you all sell like a #2! I sell like a #2 \u2013 and guess what? We have been #2 for the last 7 years. If we want to be successful and leverage all of the features of our new product, we need first to change our mentality.<strong> We need to start selling like a #1!<\/strong>&#8221;<\/p>\n<p>Segue\u2026remember we found out the <strong>WHY<\/strong> first and then we designed the meeting content around their <strong>Why<\/strong>!<\/p>\n<p>We then moved the attendees to the adjacent room where we did a \u201cspeed dating\u201d session. 60 people on one side played \u201cthe customer,&#8221; and the other 60 people practiced &#8220;selling&#8221; the new product to \u201cthe customer.&#8221;<\/p>\n<p>We made them do rotations and take turns in both positions for about two hours. Afterward, everyone returned to the meeting room to debrief their experiences and explore new ideas.<\/p>\n<p>From this experience, attendees realized that 80% of the possible customer objections to the new product were the same, regardless of the customer\u2019s country of origin. The other 20% of likely customer objections were nationally or culturally based.<\/p>\n<p>As a result of this meeting and what the attendees experienced, Michelle modified their training program per market and created an intranet where all customer objections, including new ones, were posted with the best response.<\/p>\n<p>This became the basis for the content of the sales force&#8217;s weekly meeting.<\/p>\n<p>The outcome of the product launch far exceeded everyone\u2019s expectations! It was the most successful product launch in the company!<\/p>\n<p>Talk about a mindset shift to <strong>#1<\/strong>!<\/p>\n<p>The outcome and results would have been very different if we, the independent meeting planner, did not learn about their <strong>Why<\/strong> first!<\/p>\n<p>During our interview process, we uncovered valuable information that helped catapult our client\u2019s company to have the most successful product launch in their company\u2019s history!<\/p>\n<p>Moral of the story: From the moment you know the <strong>\u201cWhy\u201d<\/strong> your client is having a meeting, and you have identified the challenges, then the design and execution become a little more comfortable and certainly more meaningful.<\/p>\n<p>Going thru the &#8220;why&#8221; questions first will guarantee that you are delivering the right message to the right audience and that your meeting aligns with your client&#8217;s corporate objectives!<\/p>\n<p>Sounds logical?<\/p>\n<p>Do you think you can do it?<\/p>\n<p>Ok, take the next 10 minutes and write down the questions you are going to ask at your next customer meeting?<\/p>\n<p>What would be the top 3?<\/p>\n<p>Share with me in the comments below so that we can all learn.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>A medical device company in Europe was looking for support in the preparation of an important European product launch. The product was #1 in the United States and was going to help the company to become #1 in several European markets. My client (let\u2019s call her Michelle even if it is not her real name,) [&hellip;]<\/p>\n","protected":false},"author":20,"featured_media":2425,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[90],"tags":[104,101,97,94,92,99,98,114,102],"class_list":["post-2389","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-corporate-transitions","tag-entrepreneur","tag-event-business-formula","tag-event-business-planner","tag-independent-business-planner","tag-leaving-corporate-life","tag-solopreneur","tag-speed-dating","tag-starting-own-business","post-wrapper","thrv_wrapper"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.2 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Speed dating: One independent planner idea that totally changed the impact of a meeting - Event Business Formula&trade;<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/abcbiz.abcplugin.com\/testing\/speed-dating-one-independent-planner-idea-that-totally-changed-the-impact-of-a-meeting\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Speed dating: One independent planner idea that totally changed the impact of a meeting\" \/>\n<meta property=\"og:description\" content=\"A medical device company in Europe was looking for support in the preparation of an important European product launch. 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