How to show loss or gain and act out various points

27.* Here’s a sure fire method of appealing to the fear of loss.
Your speaker flips a silver dollar in the air three or four times while speaking. He catches it each time, saying nothing about it. At the proper moment he tosses it out an open window and says, “That’s what’s happening. You’re throwing money away!”

28.* The desire of gain can also be stimulated by demonstration.
The speaker places a covered table next to the rostrum. Under the cover is a ham, turkey, a pair of men’s shoes, a lady’s hat, and other desirable items. He recommends use of a certain principle. “It will bring each salesman an increase in earnings of $50 per month.” Then he yanks the cover off the table. The audience actually sees the monthly benefit!

How to act out various points

29.* There’s no excuse for a boring speech when your speakers can act out ANY POINT. This applies even to a code of ethics. It seems pretty dull. How could adherence to a code of ethics be dramatized?

Your speaker simply extends a long stick toward an assistant. He nearly touches him before withdrawing the stick. He repeats the act. Then the assistant says, “I know you need me. And I can really sell.” But the speaker gives a negative shake of his head.

The assistant drops to his knees with a plea of, “Please! Please take me!” The speaker tosses the stick away, explaining to the audience, “He won’t adhere to the code of ethics. I wouldn’t touch him with a ten-foot pole!”

30.* The need for having a goal plan can easily be enacted. Your speaker appoints someone to play the role of a salesman. “This salesman has set a goal for himself and is trying to reach it. This check for $30,000 represents his goal.”

The salesman is asked to leave the room for a moment. While he’s gone the check is taped high on the wall in the rear of the room. He’s called back in and told to “take whatever steps he must take in order to reach his goal.”
He wanders about, looking in many places. He may even look down the collar of the big boss! But he fails to find the check, fails to reach his goal.

Speaker: “He had a goal but no plan for reaching it. Break your goal down into small steps. Then you’ll know what must be done each day in order to reach it. A goal, without a plan for reaching it, is merely wishful thinking.”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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