How to cover basic fundamentals effectively?

13.* A speaker can easily fall Bat if he talks about personal habits. As one salesman said, “Any time I want to hear a sermon I’ll go to church!” Yet, habits such as smoking, drinking and gum chew ing must sometimes be covered. Here’s how the talk can be made interesting and effective.

A member of the audience is called forward to act as the prospect. Your speaker acts as the salesman. The speaker takes a couple of quick drinks from a bottle marked “Old Red Eye.” He then simulates a sales call on the prospect. The latter appears to choke on the speaker’s breath! Then the speaker unwraps a whole package of chewing gum and crams it into his mouth. His “sales presentation” becomes very hard to understand. Next, he lights a tremendous cigar and blows a cloud of smoke at his prospect’s face! Now the audience is loose and receptive. The speaker can end the skit and put across his ideas on personal habits.

14.* A talk on customer service is likely to “go in one ear and out the other.” After all, most salesmen have heard it many times before. A fresh approach is needed. For example, your speaker can explain the origin of a “baker’s dozen.” “Little Willie went five blocks out of his way each time his mother sent him to the bakery. Why? Because the baker would count out the twelve doughnuts Willie requested. Then he’d give Willie an extra to eat on the way home.” The point, service, should then be applied to your own method of selling. The story can be climaxed by passing out doughnuts. A break for coffee might logically follow.

15.* Or service to customers can be dramatized in the following way: The speaker shows a jar of dried beans. He says, “Each bean represents a customer. These little customers look very much alike, don’t they? Yet, each is different from the rest. And since every customer is different, each wants different treatment and service. Give each exactly what he wants.

“I found exactly what one of these little customers wanted. Then I gave it to him. I’ll show you what happened.” The speaker reveals a long green vine-visual evidence that a customer “blooms” when given the treatment he wants. The audience will then be receptive to a few words on customer service.

16.* Salesmen should like people. When this point is covered at a sales meeting, however, it’s usually to no avail. The idea is too general for specific results. The next time one of your speakers is slated to cover this point, he can be introduced this way: “Write down the names of three people whom you like. These three people can be friends, acquaintances, relatives, in-laws, outlaws-anybody.”

“All through? Next, delete the names of those who, in your opinion, do not like you. All done? Now let’s see the hand of everyone who deleted one or more names.” Probably not a single hand will be raised.
“This shows that the people you like, are the people who like you. Like, to be liked!”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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