Creating an informal atmosphere and making money talk

Meetings should be informal. A feeling of friendship should be established. Because his previous meetings had been too stiff, a Pennsylvania sales manager decided to “let his hair down.” He started his next meeting by terming it a shirt-sleeve session. His first act was to remove his coat and roll up his sleeves. This broke the ice, proving the boss was human after all. A few of the salesmen followed his example, and removed their coats. That meeting proved to be the most beneficial of an entire series, chiefly because good “climate” was established. The salesmen knew from the outset that they could relax and enjoy things. They were more inclined to participate, too.

Here’s another way that an informal atmosphere was created: A division manager of an oil company approached the speakers’ stand and fired several blank cartridges from a pistol. The moment the last was fired someone yelled, “Hey-what are you doing?” The manager replied, “You said we should start this meeting with a bang, so we just did! Now for our program . . .”

How to make money talk

The problem with some audiences is too much informality-even a little “horse play.” In such cases you could precondition the audience. Estimate total payroll costs for the time the meeting will consume. Then add any travel or other expenses. The total will be impressive. To dramatize how much the meeting is costing, show the cash equivalent of the cost. Show it in silver dollars. Dump the silver on a table at the front of the room! Then tell them what it represents.

If people attending the meeting are paid on a commission basis, money can be made to speak even louder. First, evaluate the meeting to be conducted. How much can it be worth to each person who applies what he learns? How much could it increase his commission in, say, the next year?

Kick things off by displaying the corresponding amount in silver dollars. You may need a wheel barrow. This will get attention and interest-but good! It will establish a very favorable atmosphere. “We tried this in Chicago last year,” said a shoe manufacturer. “We figured that the meeting could be worth an extra $2,700 to each man who used the material presented. “Did you ever try to get 2,700 silver dollars? We had to go to nine banks! And it took four people to carry it onto the stage. But the idea worked well for us. The men are still talking about it.”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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