See the People - An example of a speech that implements Five Step Plan

See the people

Interest-getter:*
“At daybreak one morning, two lumberjacks started chopping down trees.
“They chopped and chopped, until the middle of the morning when one of them paused for a moment to sharpen his axe, the other not taking time to do so.
“They continued chopping and chopping, until mid-afternoon when that same lumberjack stopped to sharpen his axe-the other, again, not taking time to do so.
“They continued chopping and chopping, until the sun had fallen in the sky and the forest was cloaked in darkness. At the end of the day, which of the two lumberjacks had felled the more trees?
“Yes, the one who stopped momentarily to sharpen his axe. And that, ladies and gentlemen, is what we are doing today at this sales meeting. We’re pausing momentarily to sharpen our axes. We’re sharpening our axes for this new year-the biggest year in the history of Ajax Tool!

Point:

“And this can be your big year with Ajax if you’ll only SEE THE PEOPLE. See them early. See them late. See anybody and everybody.
“See them up the street, down the street, across the street. See your in-laws, the outlaws, the dog catcher-see everybody who might buy your merchandise.

Reasons for Point:
“Make lots of calls, because it’s the only way to sell lots of merchandise. Prospecting pays dividends.
“There’s a direct relationship between the number of calls and the number of sales.

Examples:*

“For instance, our sales records show that it takes four calls to average one sale. So if you want more sales per week, make more calls per week. If you want one more sale, make four more calls. If you want two more sales, make eight more calls. It’s that simple! Purely a matter of mathematics.
“A fellow working from our Bangor office was ready to quit last year. He said he wasn’t making enough money. And he was right. He wasn’t making enough money.
“We helped him plan his calls so that travel time would be minimized. Also, we urged him to make calls up to 4:50 p.m. instead of ‘knocking off’ at 4:00 or 4:30. These two factors enabled him to make 12 more calls per month. Those calls resulted in three extra sales per month. Now he’s making $1,100 per month instead of $800 per month. He’s happy.
“I’ll let you in on a secret. We’ve been working on the profile of a successful salesman. That is, we’ve been trying to determine what the most successful salesmen look like, how they eat, act, and what they do. We thought this study might help us in selecting salesmen in the future.
“We checked the record at all seventeen branches. In every instance, the same thing stood out: the most successful salesman was the man who made the most calls. There was not a single exception to the rule.
“Here’s another illustration. At a civic auditorium sales-rally the other night, our competitor presented an award to one of his salesmen. After receiving the award, the salesman was asked to tell how he’d won it. His speech was brief and pithy: ‘Get the body in front of the prospect. That’s what I did.’ “

Restate with Plea For Action:

“The best product in the world must be sold. People won’t come to you and take it away from you. You must go to them.
“It’s been said that the world will beat a path to your door if you’ll build a better mousetrap. But that’s not true! Here’s a picture of the man who did it. (Show picture of bearded tramp in front of lean-to in a hobo jungle.)
“Does he look prosperous? Is the world beating a path to his door? Of course not! He must see the people.
“And we must see the people. We don’t have a better mousetrap. We have something even greater! But it won’t sell itself. Let’s see the people!

IT’S ALSO THE NATURAL THING TO DO

“For the proof of its logic and simplicity, let’s suppose your wife is leaving home to do the family shopping. It would be natural for you to yell, ‘Hey, Mary! Get some coffee. We’re nearly out. There’s not enough for breakfast tomorrow. Besides, we’ll want some with dinner tonight. So be sure to get coffee.’ “

Interest-getter:* “Hey, Mary”

Point:* “Get some coffee.”

Reasons for Point: “We’re nearly out.”

Examples:* “There’s not enough for breakfast tomorrow. Besides, we’ll want some with dinner tonight.”

Restate with Plea For Action:* “So be sure to get coffee.”

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

Kindly consider linking to this article by just copying and pasting the code below on your website/blog ( press Ctrl+C to copy the entire code). The text link will look on your website like this: See the People - An example of a speech that implements Five Step Plan

<a href="http://www.sales-meeting-ideas.com/see-the-people-an-example-of-a-speech-that-implements-five-step-plan.html">See the People - An example of a speech that implements Five Step Plan</a>