Sales Meeting

Have you tried the courtroom procedure? There are different ways of using the courtroom plan, but the format is always the same. The basic idea is that something or someone is on trial.

A successful salesperson is “tried” for poor selling practices. Although he is found to be “not guilty’ the questioning which leads to the verdict reveals some excellent sales practices. The audience is more receptive when the information is brought out in this manner instead of through lecture.

To show the wrong way of doing a job, or the pitfalls to be avoided, the salesman is found “guilty” of certain undesirable practices.

The courtroom procedure is also good for introducing a new sales tool or merchandising aid. Several “witnesses” testify regarding the need for a certain sales aid. Others then testify regarding the new tool that fills that particular need.

They explain how the new tool should be used, they demonstrate it,and they urge others to employ it immediately. Even a new product can be introduced in this manner and to make a real production out of it, there can be a “judge” who swears in a dozen people as the “jury,” seating them apart from the rest of the audience.

A “defense counsel” is appointed. By prearrangement he adds color to the questioning of “witnesses” by objecting several times!

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