This is a book of “do’s”-not a book of “don’t's.” Yet a few “don’t's” will work wonders toward preventing an anticlimax.

DON’T let a semi climax outshine the conclusion of your meeting. The major highlight should invariably be last.

DON’T summarize after the climax. Do it earlier. While summation helps get your message across, it’s not sufficiently colorful to serve as the climax.

DON’T thank participants at the end of the meeting. Anytime before will do. An expression of thanks at the end takes the edge off things.

DON’T stall around if you finish early. Conclude the meeting ahead of time. A stall is anticlimactic.

DON’T leave the impression you’re closing the meeting merely because you’ve run out of topics: “Well, if there’s nothing else to cover . . .”

DON’T acknowledge a raised hand when you’re bringing the meeting

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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

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Many people think a master of ceremonies should have a big smile, should say that everything is wonderful, and should tell a joke or two. He should! The emcee is the spark of the meeting. His smile makes the spark greater. His positive and cheerful attitude causes better reception of the program. And his humor gives a change of pace.

16 Ways to Be a Good Emcee

1.* Be rehearsed. You can easily “dry run” the emceeing. If necessary, this can be done without the presence of speakers and other participants. For instance, the introduction of speakers can be rehearsed without the help of anyone else. When possible, though, ask one or two people to assist. They can detect possible pitfalls and help you avoid them. The executive who fails to rehearse his emceeing is kidding himself. He will invariably do a better job if he has practiced. Adequate rehearsal results in confidence, improvement, poise and a smoother performance.

2.* Anticipate pitfalls. Are some of the

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How to use a timing device

It seems picayunish to consider a timing device. However, for any meeting of an hour’s duration or longer you should use one. Too many participants get carried away with themselves. Sometimes it’s a member of the audience who seems determined to bog things down with unscheduled discussion. A timer takes care of these situations in an impersonal inoffensive way.
“A timing system is as essential as a master of ceremonies/’ vowed a man in Houston. “Use any system you like, as long as you do use one. I know-it improved our meetings considerably.”

There are several methods of “blowing the whistle” on participants.

An electric device can be obtained from companies that rent public address systems. It consists of three small lights-white for all clear, orange for a two minute warning, and red for overtime. This gadget is attached to the rostrum, where it can be seen only by the speaker. It’s

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Your objective can be better accomplished if the audience knows what you’re trying to do. Let your plans be known. If you’re simply to give a ten-minute pep talk, tell them that at the outset. If it’s an all-day meeting to improve selling practices, then say so.

Give a brief preview. Suggest that they watch for certain highlights to take place. By so doing, you make the audience feel that it’s being taken into your confidence. You remove psychological barriers, and establish a common ground. The result is a warmer atmosphere, as well as greater co-operation from the audience.
Above all, point out the benefits to be received. Give them due incentive. Make them want to be a part of what is to follow.

How to stay on schedule?

Starting on time is a must. Yet it’s no more important than ending on time. By ending on schedule you show consideration for all members of the audience which goes a long way toward creating a good atmosphere

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Meetings should be informal. A feeling of friendship should be established. Because his previous meetings had been too stiff, a Pennsylvania sales manager decided to “let his hair down.” He started his next meeting by terming it a shirt-sleeve session. His first act was to remove his coat and roll up his sleeves. This broke the ice, proving the boss was human after all. A few of the salesmen followed his example, and removed their coats. That meeting proved to be the most beneficial of an entire series, chiefly because good “climate” was established. The salesmen knew from the outset that they could relax and enjoy things. They were more inclined to participate, too.

Here’s another way that an informal atmosphere was created: A division manager of an oil company approached the speakers’ stand and fired several blank cartridges from a pistol. The moment the last was fired someone yelled, “Hey-what are you doing?” The manager replied,

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You should make it a point to welcome guests and new salesmen. Put them at ease the moment they enter the room. This is common courtesy. Moreover, it helps create the desired atmosphere. Introduce them to others before the meeting is started. Then, when under way, introduce each newcomer to the group. Do it with a big smile, as if it’s a pleasure.
Would name badges help in producing a feeling of friendliness? Yes, unless all members of the group are already acquainted with each other. Badges also bolster the individual with a feeling of belonging. Give badges a trial when the circumstances warrant it. But be sure to have the names put in large print so they can be easily read. Unless the names can be read from a distance of two or three feet, the entire effort is wasted.

Meetings that start late are as welcome as a blindfold at a burlesque show! It’s frustrating, disappointing, and discouraging to be penalized for promptness. That, in effect, is what happens when

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Negative thoughts tend to close the mind. Because of this, an audience in a negative mood will ignore the material being presented. A Kentucky jeweler said, “We make it a point to keep sales meetings in a positive vein. Discussions of an objectionable nature are thereby prevented. It kills a meeting for someone to complain about whether a product can be sold or whether the price is too high. We’d be better off without such a meeting. We keep it positive from start to finish. This makes a better audience and a better meeting.”

How to put sales meetings on a positive plane?

Where previous meetings always have been lively and interesting, a more positive atmosphere will automatically prevail. If the people were pleased before, they expect they’ll be pleased now. But, regardless of previous meetings, several things can be done to assure a positive atmosphere. In the first place, each meeting should be announced as if it will be a joy to attend-not a

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The first, the one-directional “mike,” accepts sound from one side only. It’s ideal for a permanent installation. This is the “mike” ordinarily used for speakers’ stands. It picks up less noise from the audience since it accepts sound from the opposite side only. Because it’s more sensitive in this one direction, the speaker need not be “glued” to it. He can move around. This freedom is very desirable, too. For words to become natural, their sound waves must travel a foot or more. With a one-directional “mike,” the speaker can stand at least two feet away, which is an ideal distance. “I like to move around when speaking,” said a Cincinnati sales promoter. “This helps me keep attention. Also, it’s almost impossible to use visuals without moving around a little. Therefore, I prefer a one-directional “mike.” Use the one-directional “mike” for regular speaking functions. It offers

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Before booking a room, check the acoustics. If voices of your participants bounce around, you’re in for trouble. A speaker can’t be understood when acoustics are bad. He can be heard, but not clearly heard. It’s exasperating! Sound engineering has made rapid strides in the last few years. But in the past there have been many instances when new ceilings had to be installed in new buildings. Why? The acoustics were poor. Acoustics cannot be checked in the absence of an audience. The bodies of the people attending will alter the travel and effect of sound. Visit the room while a meeting is in progress. If this isn’t practical, contact someone who booked a recent meeting there. If acoustics were bad, he will still be complaining about it!

Guard against alien noises

Few rooms are soundproof. Inquire about activities to take place nearby. Will barbershop quartets turn up in the next room? Will an orchestra rehearse across the hall? Is noisy remodeling

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