Sales Meeting

After collecting material on his subject, the speaker should decide what point he wants to make.
The point is the one main idea. It’s the most important part of the talk and other parts merely serve in clinching the point.

To determine his point, the speaker considers the interests of his audience. Who will attend? What are their interests in the subject? Exactly what are their needs in that connection? How can a speech help them?

Specifically, what should they do as a result of the speech? What’s the point to be made – the thing they should do after it’s all over. For example, if the speaker wants more enthusiasm shown then his point might be, “Let’s have enthusiasm!”

Inexperienced speakers often try to make too many points. Unless the talk is lengthy, one point is all that can be put across. The speaker is going after “big game.” Therefore, he should use a powerful rifle instead of a scatter gun. It’s better to drive home one good idea than to mention several points without clinching any of them.

Determine Whether The Point Is Appropriate

Having decided on the point to be made, the speaker then determines whether he can justify it.
He asks himself why the point is correct. Why should the audience accept it? What will it do for the audience?

Then he makes a list of these things. By reviewing the list, the speaker can decide whether he’s sold on his point. If he’s not fully sold, he should select a different point. He could never hope to sell his audience if he cannot even sell himself!

Reasons for the point might include such things as:
“It will save you time.”
“It will make your job easier.”
“It will enable you to get more customers.”
“It will help you make bigger sales.”
“It will put dollars in your pockets.”

Sales Meeting Information

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