How to Climax Your Sales Meeting

Think back to the most exciting football game it’s been your pleasure to see. Wasn’t there some last minute scoring? Something happened to cause a supreme peak of interest at the end. A dazzling broken field run, a dramatic goal line stand, or something climactic served as the frosting on the cake. A rousing conclusion makes an average event good, and a good event better. What happens at the end of a “horse opera”? The villain gets his just deserts and the hero kisses the girl or the horse! Thus the play is climaxed. All of the scenes preceding were nothing but build-up to the triumphant conclusion. As the drama ends, the audience is left with a feeling of completeness and satisfaction.
A grand finale is often used to climax a musicale. A mystery, on the other hand, may end with a surprise twist which reveals the suspicious looking butler was innocent after all. But what about sales meetings? Shouldn’t they be climaxed?

Every sales meeting should be climaxed

Yes, every sales meeting should be planned toward a climax. There should be a supreme peak of interest at the end of the agenda. Only one such highlight should be planned. Two features would detract from each other. All the events preceding it should serve as build-up which sets the stage for the climax. As the various events are staged, the pitch should become faster and faster until the close. By planning your meetings in this way you’ll get much more interest in them. A good ending leaves the salesmen with a sweet taste in their mouths. It makes them willing to come back for more.

Facts about semiclimaxes

Sales meetings are often so long that recesses are necessary. It’s a good idea to reach a semi climax just before every break. This prompts favorable comment during the intermission. It leaves everyone wanting more. It gives the impression that your meeting is being moved into high gear, that the next session consequently will be even more interesting.

You should also strike a high note immediately after intermission. This solves the problem of quieting the audience. “Get it going again with a bang!” This is the advice of a textiles man. “We hit a semiclimax after every intermission. In this way we recapture the attention of the audience.” There’s another advantage, though. A good start creates the feeling that events to follow are worthy of full attention. The result is a better audience.

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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