Call Backs – Example of a speech that implements five step plan

Here’s a summary of a speech. It shows the logic and simplicity of this plan:

CALL BACKS

Interest-getter:

“This afternoon a man dropped dead in my office! I was startled and shocked!
“Perhaps you knew him. He was a merchant, and one of you tried to sell him our line of goods. He was overstocked at the moment, so he bought nothing. He said he’d buy a couple of weeks later. And he would have bought, had the salesman returned, because he liked our products. He liked them so well he refused to buy any other line.
“But our salesman never returned, so the merchant ran completely out of merchandise. With nothing to sell, he soon lost his store. Then he had no income at all. Finally the poor fellow starved to death.
“Just before dying, he visited me to ask why the salesman never returned. That’s how he happened to die in my office.

Point:*

“A ridiculous story? Of course it is. But sometimes we do fail to call back. And that’s the main point I’m trying to get across. Let’s make call backs -lots of call backs! Call back early and often/”

Reasons for Point:

“Why? Because a well-timed, follow-up is good salesmanship. Call backs pay off. They always have and they always will. They bring you more customers, bigger sales, and more commissions.

Examples:*

“For example, when you call back on the mer-
chant who has never bought your line, you make him feel important. And sometimes you can get an order from him.
“Where a merchant is already using your line, call backs produce still more sales. The customer is impressed by your sincere desire to serve and, therefore, gives you more of his business.
“We’ve found that call backs can most easily be made when . . .”
“There’ll be times when your call backs should instead be made . . .
“And it’s sometimes a good idea to make call backs even though the customer . . .”

Restate with Plea For Action:

“So let’s make call backs-frequent call backs. That’s what the highest paid salesmen are doing,
and it’s what all of us should do. Make call backs!”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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