Sales Meeting

There’s only one way of making certain that a sales meeting speaker will develop his material. Request an outline of his or her speech. This prompts the speaker to do some thinking. The value is many-fold . . . The obvious reward is a better talk because of more thorough preparation. More important is the review it affords. You can tell in advance whether there’s a good chance of accomplishing the objective of the meeting. An omission of a vital subject can be noted in time to make the desired addition.

You also can detect any overlapping of material. For example, a speaker may consider objections to be nothing more than offered closes. Instead of sticking with objections, then, he would dwell on closing techniques. His material might cover the same ground as the event that follows his talk. Such duplication can be eliminated when outlines are submitted in advance.

Because of these advantages, request outlines of all speakers – even the boss. Specify the deadline well in advance of the meeting. If someone fails to meet the deadline, check with him immediately. This may prevent embarrassment.

Sales Meeting Agendas

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