How to dramatize systematic prospecting

23.* Here’s an effective way your speaker can dramatize “see the people.”

The speaker begins by holding up a large comb that has several missing teeth. He asks the audience what it represents.

Answer: high spotting-hitting the high spots of a territory. Why and how to “comb” a territory thoroughly is then explained. The speaker closes on a high note by passing out pocket combs. Each comb has been imprinted with the words “Your Territory.” Thus the men will carry constant reminders to see people, to “comb” their territories.

24.* Here’s the same point, made in a different way.

Your speaker is dressed as a magician. He begins by performing several magic tricks. Three people are then brought forward. They should be strangers to the audience. One is said to be a hot prospect, ready to place an order. Your speaker guesses which of the three it is. He misses on his first guess-on the second one, too.

“This proves that no one can tell which prospects will buy-not even a magician. So let’s call on everybody.”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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