Sales Meeting

In preparing for a major sales meeting call for a dress rehearsal. Ask the speaker to “dry run” all costuming, props, and other aids. Many little things can go wrong.  Each visual or prop is a potential trouble maker. By working out details of their use, the speaker gains confidence. “Our sales manager insists on a dress rehearsal,” said a Washington, D.C. salesperson. “At first it seemed silly, but it has helped all of us who have participated in the meetings. The rehearsals reduce fear.”

Check the need for “refinders.” Occasionally the speaker will leave his notes for a few minutes. He may walk to the chalkboard, or step aside for a demonstration. Any such break in the routine throws him off pace. When he returns to the lectern, he finds it difficult to resume the use of notes and takes several seconds to find the proper place. This delay is embarrassing and causes him to lose poise. To avoid this, advise him to use “refinders.” That is, have him mark his notes so he can readily find his place again. A star in the margin of his notes will do the job.
Then he won’t lose time and confidence after each departure.

Have the speaker get the feel of the rostrum. Anyone not familiar with the speakers’ stand should visit it before the meeting. They can determine how to handle their notes, can see if they’ll stay in place.  They get an idea of how the room looks from the platform.  They can
visualize the audience. Then, when they jump up to make their talk, they are acquainted with the surroundings and much more sure of themselves.  As a consequence, they will have less fear.

“This has done more to help me than anything else,” a Wichita man declared.  “I realize now I had been afraid of the speakers’ stand. I didn’t want to visit the stand . . . not even before the meeting. But now I have no fear at all.”

Sales Meeting Tips

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