Sales Meeting

Long talks should usually be avoided. Few speakers can keep the attention of an audience more than 10 or 15 minutes. It’s a cinch the speaker cannot inspire action when he can’t even keep attention.

It takes 10 or 15 minutes to clinch a point—that is, to drive it home properly. Therefore, a speaker should seldom try to make more than one point. When more than one point is to be made, however, the five-step plan can still be used.

The five steps are observed in putting across each point. For example, the speaker goes through the five steps in making his first point. Then he repeats the five-step procedure for each additional point.

Here is a review of the FIVE-STEP PLAN

- Decide Upon the Point
- Determine Whether It’s Appropriate
- Develop Examples of What, How, When, Where It Works
- Restate the Point With a Plea for Action
- Work up an Interest Getter

Sales Meeting Prep

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