Physical arrangements are a “snap” for those who can use the same room all the time. But when a different room will be used, inspect it. Even if it’s in the next county, inspect it. See it before publicizing the meeting. You may want to change rooms. Perhaps you’ve used the room before. If you haven’t seen it in the past year, inspect it anyway. This especially applies to hotel rooms, which are remodeled continually. The Sierra Room may be half the size this year, or it may be three times as large. Names are changed, too. This year’s Sierra Room may be what you remember as the Keystone Room. “I learned my lesson the hard way,” said a Las Vegas business man. “They had remodeled an adjacent room for a dance studio. Had I inspected the facilities, I would have known that their music would interfere with our sales meeting.”

Pros and cons of seating arrangements

The best room is one in which you can arrange the best

read more...

Plan conventional meals and avoid exotic dishes. This way you’ll please nearly everybody. Never cater to the gourmets. Strive to satisfy Mr. Average Salesman. “The last time we had a ‘blowout’ we arranged for Cornish game-hens,” said a Newark man. “We later learned that most of the men wanted steaks even though the steaks were less expensive. And even though they’d been eating steaks at nearly every meal.” So give them what they want, not what they should want.

Is your meeting on Friday? If so, some will want fish. How about ham-anyone object?

You must pay for the number of plates guaranteed or the number of plates served-whichever is greater. This is standard procedure. Experience has shown that a few people miss organized meals. There’s always someone who can’t kick himself out of bed in time for breakfast. Another can’t tear himself loose from the bar at noon. Two more excuse themselves before dinner so

read more...

It doesn’t take a wizard to make good physical arrangements. “Horse sense” is ample. Take location of the meeting room, for example. You may have a suitable room at your office, store, or plant. If so, use it. “Our sales meetings are always conducted on the premises,” declared a Pittsburg industrialist. “The various things we need for the meeting are readily available here. Then, too, our salesmen must come to the plant anyway to confer with members of the staff, make reports and pick up supplies. We didn’t have a large meeting room, so we built one. It has proved to be an excellent investment.”

In some instances the audience will arrive from distant points and an overnight stay is necessary. Put all of them up at the same hotel, then conduct your meeting there. If a trip to your plant is desired, busses can be chartered. “We favor hotel meetings,” said an Omaha sales manager. “Nearly all of our men are called in

read more...

44.* A few sales executives boast that notes aren’t needed. Most speak better however, when using notes. Except for the “pros,” all speakers should use notes. Even a “pro” uses them until he has his talk down “pat.” There are times when your speaker can destroy his notes with effectiveness, however.

First, he might do it for the sake of informality. Upon taking the stand he looks at his audience and states, “I see Bill Lawson, Plasco Moore and other friends in the audience.” He rips up his notes with a flourish, adding, “And I certainly don’t need notes to talk to my friends.” Although the audience doesn’t realize it, he may still have a few notes before him!

45.* There’s another time for note tearing. It’s when a meeting is behind schedule and the audience is aware of it. The final speaker begins with a glance at his watch and a fast rate of speech.

“We’re running

read more...

38.* The audience likes to see any idea presented by a speaker. A visual presentation can be made at the same time as the verbal. And it can be made in several different ways. A good method is the crossover, an individual crossing the platform behind the speaker. The person crossing can illustrate many things with real effectiveness.

39.* Suppose the speaker wants to tell ofi an overconfident salesman. “He vowed he’d eat his hat if he couldn’t sell a certain prospect.” This is a natural for a crossover! When the climax of the story is reached, a fellow crosses the stage chewing on his hat!

40.* Perhaps the speaker refers to a fellow who became a smart alec-”too big for his britches.” Someone with the seat torn out of his trousers could crossover.

41.* “He lost/7 said the speaker. “He almost lost his shirt.” A fellow in an undershirt (and trousers) could then crossover.

42.* “This man made a million

read more...

34.* A dry speech will be more interesting ii interruptions are
planned. It might be a talk on advertising, for instance. The speaker leads up to his point with questions such as, “What makes it easy to sell our goods? What is it that softens buyer resistance everywhere?” Someone in the rear of the room yells, “Advertising!” The surprise interruption stimulates the audience and helps make the point that advertising is productive.

35.* Or your speaker can plan it this way . . . After a couple of minutes of generalities, a member of the audience rises to leave. The speech is stopped while the speaker asks the fellow for an explanation. The man says, “I’m leaving. You’re not speaking on anything important. I had hoped to hear about the salesman’s best friend.”
“What do you mean? What’s the salesman’s best friend?” Then the fellow yells, “Advertising!” A speech on that subject promptly

read more...

31.* Many speakers should be jabbed with a red hot pole. They’re too dull! While a good sales manager won’t use a poker, he will do other things. For instance, he might pick out two or three places where emphasis is needed. He asks the speaker to pound the podium at those points in his talk. The pounding is practiced. This loosens up the speaker and causes him to put more life in all of his talk. Or a pitcher of water and a glass can be placed on the stand. He knocks them off at the climax of his talk. An enthusiastic sweep of his arm, in a natural way, will give the audience something to remember!

32.* For a talk on enthusiasm, your speaker must be a sparkling example. He could say, “If you are really enthusiastic, people will be grabbing at your coat tail to get in on this thing you’re so hepped-up about. They’ll literally rip your coat wide open!” At this moment he tears off half his coat! He continues with, “Nothing can cool off an

read more...

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

read more...

25.* Salespeople must constantly be reminded that the customer’s point of view is different. Here’s how your speaker can show that difference in viewpoint. He distributes thin pieces of paper (Onion skin, 81/2″ by 11″, is ideal) and tells the audience:

“Fold a sheet in half and tear a little out of the center. Now fold again and tear a small section out of the side. Fold once more, tear a bit of the left corner. Now open your sheets and compare them.”

No two will be alike. Some will be far different from others. “You started with the same type of paper. Each sheet was the same size. Everyone was given the same instructions, too. Yet the results are quite different. That’s because the instructions meant different things to different people. No viewpoints are ever the same. And so it is with a customer. His viewpoint is different from yours.”

26.* Your speaker might better illustrate the point by stepping out of

read more...

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

read more...