How to Use Speakers to Best Advantage

Minimize the amount of speaking

Meetings are often spoiled by too many speeches. There are too many speeches because there are too many speakers. Audiences have been bored to death! You can easily avoid this common error. It’s all in the preparation. When planning a sales meeting, forego the natural inclination to review available speaking talent. First, decide on what you want to accomplish. Ask yourself some questions:

What do you want everyone to do as a result of the meeting? Work harder? Sell more merchandise? Improve in certain respects? Develop new techniques?
How can you make them want to do it?
What subject matter will do most toward achieving this?
How can the subject best be presented?
Who knows the most about each subject?
Is he actively and successfully involved in it now?
Can he get it across by doing something other than speaking on it?
Can he demonstrate it? Would role playing be effective? Are suitable audio-visual aids available?
Should special audio-visual aids be improvised? What other props would help?

Insist on giving yourself satisfactory answers. You won’t have as many speakers but you’ll have better meetings. You’ll be recognized as a good organizer, a showman, and a top flight sales executive.

Select the right speakers

Only about one subject out of three should be covered by a speech. Go heavy on demonstrations. Salesmen want to be shown -not told. Even the speeches should be laced with visuals and enough dramatics to avoid monotony. But for the speaking that will take place, don’t settle for theory. Select speakers who are currently successful in the areas assigned. Use men who are on the firing line, daily faced with their topics. Star salesmen often know more about sales than the presidents of their companies! The other salesmen will listen to one of their own kind. They’ll respect him. They’ll never consider him “a company official who’s trying to preach at us.”

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