How to add variety through costuming

Costuming adds a touch of showmanship. It also produces variety. This is a fascinating little stunt: before the meeting starts, five or six salesmen are secretly ushered into an adjacent room. Each is given a false face to wear. During the meeting these people are called in, one at a time. Each is said to represent a common objection, such as not interested, price, I’ll think it over, and others. Then it is proved that objections are false “Just as false as the faces being worn.”

Methods of answering each objection are given and if the meeting is not too large, the audience can supply the answers. After an objection is answered, the participant is unmasked and the audience told, “See what a fine looking prospect he is? He even smiles! He wasn’t really objecting. He merely threw up a false front so you wouldn’t consider him a pushover. He wanted you to work for the sale.” In addition to subject matter, the theme of the meeting offers excellent suggestion for costuming.

Outside speakers can be effective

Outside speakers can be used occasionally. An aggressive sales executive from another firm will sometimes work wonders. He probably will tell the group nothing more than they’ve been hearing, but it’s often more effective when they hear it from someone else. An outsider doesn’t have an “axe to grind.”

There are Sales Executive Clubs in most cities of over 150,000. The Secretary of each Club can usually supply the names of local people who are capable of delivering a bona fide message. To glamorize the event, the visitor could be billed as a mystery guest.

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