Goals – example of a speech that implements Five Step Plan

Here are a couple of brief speeches illustrating the five-step plan:

GOALS

Interest-getter:*

“Fifty or sixty men were sitting in the room that day. Yet, not a word was being spoken.
“Somewhere in the background I could hear a clock ticking-away the minutes. But except for the ticking of the clock, there was a deafening hush.
“The situation could be likened to that of a company of soldiers, in their last few moments of silence before jumping-off into combat against the enemy. It was surprising to me, because the sales meetings I had attended were full of talk, pep, and enthusiasm.
“Yet, I can almost see them now, each with a pencil and a piece of paper in his hand. They were apparently poring over some problems but saying nothing.
“Then, it struck me! I knew what was going on! Because one man jumped from his seat and shouted, ‘I’m going to have a 30 percent increase this year!’ Another man declared, I’m going to open 30 new accounts by the first of June!’
“That’s what those men were doing. They were establishing their objectives. They were setting their goals.

Point:* “All good salesmen set goals for themselves. Set
your goal today-now/ Set your goal and stick to it! Determine what you expect to accomplish this year. Establish an objective. Then work to reach that objective.

Reasons for Point:

“How can anyone expect to hit the bull’s eye unless he has a target at which to shoot?
“How can you accomplish anything unless you know exactly what it is you plan to accomplish?
“Since salesmanship first became a science, it has been known that goals are essential for success. That’s why you should set your goals. They help you succeed.
“Think back to the last time you telephoned Western Union to send a telegram. It’s a good bet that, before making the call, you jotted down the exact words to be included in the message. And when you did, you set a goal, because it became your intent to transmit those words and no others.
“Now think back to the last time you went grocery shopping. Did the wife give you a list? When you accepted it from her, you set a goal. It became your objective to go to the store, obtain those items, and return home with them.
“The next man who leaves this room, and gets into an automobile will have a goal. He’ll not wander aimlessly around town. He will know exactly where he’s going.
“Now then, if we have goals for such simple things as sending telegrams, grocery shopping, and routine automobile trips, does it not follow that we should set goals for ourselves in this-the cause to which we have dedicated ourselves-our careers with Life Line Insurance Company?

Examples:*

“Of course it does! And that’s what the successful salesmen are doing. They’re setting goals, and determining what must be done in order to reach those goals.
“For instance, Cliff Gregory set, as his goal, the Million-Dollar-Round-Table. To reach that goal he calculated that he must write a certain amount of business each month. Thus far he’s right on schedule. And he says this goal is the major reason for his success.
“Then there’s Jim Baker. He figured that his goal should be based on earnings. Although he was interested in renewals and future income, he set a goal in connection with earnings for the current year. Yesterday he dropped by the office and reported his progress. He said that this year’s earnings will be the highest he has ever enjoyed. Why? Because he had the gumption to set a goal and work to reach it.
“Another case in point, is Walter Arnold. He set a goal last year but failed to reach it. The difficulty was that he neglected to break down the goal into bite-size chunks. He failed to decide what must be done each month, each week, each day, in order to reach his goal.
“But this year he broke the goal down into a step-by-step plan. Is it working for him? You bet it is! He’s having a tremendous year.
“So let’s be guided accordingly. Setting a goal is not enough. We must break it down into steps that can be taken one at a time.

Restate with Plea For Action:*

“Take a tip from the top producers. Set a goal. Set a goal now! Then break it down into a step-by-step plan.
“You’ll be better organized. You’ll write more business. You’ll make more money. “This one act on your part can mean the difference between success and mediocrity. Set a goal. Now!”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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