Sales Meeting

When a speaker is introduced, some people in the audience are indifferent. They ask themselves, “Why should I listen to him? Hope he doesn’t talk too long. Isn’t there something else I should be doing?” But the speaker’s interest-getter crashes through the barrier of indifference—it makes the audience want to listen.

When their attention has been captured, they start wondering, “So what? This doesn’t affect me, does it?” The point answers such questions. It pins things down and gives listeners the specific idea for which they are now ready.

After the point has been made, people want reasons or justification for it. They’re thinking, “Why? Why should we do that, or why is that true—just because he says it?” So it is logical to give reasons for the point. The reasons help sustain interest and sell the major idea.

By this time the audience is thinking, “Sounds okay so far, but how would it work in actual practice? Is it just theory, or is there proof of it?” The speaker holds the audience by giving examples which answer their questions. He supplies the who, where, when and how—the information the audience wants.

At this point the audience knows what to do and how to do it.  All that’s needed is the inspiration to take action. By returning to the point and closing on a high note, the speaker climaxes the speech in a manner that inspires action. Thus, the audience is left with a feeling of completeness and satisfaction. Listeners are given the information they want at the right time—from the beginning of the speech to the close.

Sale Meeting

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