Then continue more slowly with “Think of the wonderful opportunity we have.” Pause.

“Think of the many customers we’re serving, the big job that’s being done.” Pause, lowering your voice still more. “Think of the many additional people we should be serving.” Pause. “Let’s resolve to get and to serve these many additional customers.”

Pause longer. “Let’s serve more people, while also helping ourselves. We can do it, we will do it. Good luck and good night.”

This type of climax won’t send them home shouting. But if preceded by a good meeting it can be quite dramatic and effective. It will send them home inspired to do a bigger job than ever.

Sales Meeting Ideas

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Physical arrangements are a “snap” for those who can use the same room all the time. But when a different room will be used, you must be sure to inspect it. Even if it’s in the next county, inspect it.

See it before publicizing the meeting because after inspecting the room you may want to change rooms.

Perhaps you’ve used the room before. If you haven’t seen it in the past year, inspect it anyway.

This especially applies to hotel rooms, which are remodeled continually. The Sierra Room may be half the size this year, or it may be three times as large.

Names are changed, too. This year’s Sierra Room may be what you remember as the Keystone Room.

“I learned my lesson the hard way,” said a Las Vegas business man. “They had remodeled an adjacent room for a dance studio. Had I inspected the facilities, I would have known that their music would interfere with our sales meeting.”

The moral here is don’t take anything for granted.

meeting sample

Sales Meeting Information

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The ceiling should be high enough that visuals can be seen by all in attendance. If a chandelier is in the way, perhaps it can be removed. Simply ask and see.

Low ceilings are also to be avoided since they tend to depress an audience. “I feel boxed in,” is the way one person expressed it. “It’s not so bad at first, but it gets ‘old’ real quick! As the day progresses you get a worried feeling. There’s no relief until you leave the room. It’s as bad as being on a crowded elevator.”

Use a room that has entrances and exits in the rear so that late arrivals and early departures will be less distracting.

Naturally, the room should be large enough. But it should also be small enough—small enough that it’s comfortably filled. Vacant space and empty chairs are deadly.

Screens can be used to reduce the meeting area. It’s better, though, to select a room of the right size in the first place. “I’d rather have a few people standing than a lot of empty chairs’ said an advertising account executive. “It leaves the impression the meeting is so important that everyone wants to get in on it.”

Meeting Sample

Sale Meeting

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“I represent a group of fashion exhibitors” said a New York man. “We do shows all over the country. The competition for the best ballrooms is so great that I’ve booked five years ahead in several cities. It’s the only way I can be sure of getting the hotel I want.”

You may need help in finding a desirable downtown meeting place. Contact the Chamber of Commerce, their staff will know of many suitable rooms.

A United States Chamber of Commerce official reports, “Most Chambers keep a roster of available meeting rooms. In addition to the location of each room, the local Chamber can tell you the capacity, the cost and the name of the person to contact. You can obtain this information whether your company belongs to the local Chamber or not.”
Gratis rooms can be booked in some cities.

In addition to the Chamber, check the public library, Y.M.C.A., Y.W.C.A., public utility auditoriums, and public school facilities, where a clean-up fee is often the only change. Another means of getting a free meeting room is to schedule a meal. Most hotels charge only for food-breakfast, lunch or dinner. Nothing is actually free. In paying for the food, you also pay for the room.

This hidden cost is usually quite reasonable, however. It’s most economical when food activities include a meal other than dinner. The trend is to charge heavily for dinner. “They’ll really soak you for an evening meal,” said a vending-machine operator. “Ask whether a less expensive meal is available. Usually they push the higher priced meal, but most hotels will serve a substantial lunch for a buck or two less.”

Meeting Sample

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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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A bad complexion, hand-me-down clothes, a skeleton in the family closet — many things destroy confidence. Thus, stage fright is very deep rooted.

The speaker can’t relive his life. Even if he could, he’d have many of the same shattering experiences. Several things can be done, however, to reduce his fear at the speakers’ stand.

More on that in the next post.

Overcoming Speaker Fear

Sales Meeting

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You also can detect any overlapping of material. For example, a speaker may consider objections to be nothing more than offered closes. Instead of sticking with objections, then, he would dwell on closing techniques. His material might cover the same ground as the event that follows his talk. Such duplication can be eliminated when outlines are submitted in advance.

Because of these advantages, request outlines of all speakers – even the boss. Specify the deadline well in advance of the meeting. If someone fails to meet the deadline, check with him immediately. This may prevent embarrassment.

Sales Meeting Agendas

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The same is true of each session within the meeting.  The first and last events are important.

That being the case, place the best speakers in these crucial spots.

“You’d better have a real stem winder in the final spot — someone who can rock ‘em and sock ‘em!” This advice came from a Texas insurance executive. It’s good advice, too.

Sales Meeting Speakers

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Keep talks short.

Two brief talks are much better than a long one. To have short talks, divide a subject into two or three parts. Then assign a speaker for each part.

For instance, customer service might be divided into two parts: follow-up calls and follow-up correspondence.

Make any logical division of a subject that helps avoid a long boring speech. Secondly, allot only so much time to each speaker and hold them to it.

Advice on Sales Meetings

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There’s another reason for rotating speaking assignments among several of your stronger people. It’s good for their development. A wise executive is continually developing his or her personnel, and this is an opportunity to do it.

At larger meetings you can’t afford to use mediocre speakers. There’s too much at stake.
Small meetings require less professionalism. An average salesperson might do a creditable job at a small meeting. But look out! The fellow who merely talks a good game won’t be respected by
the others. Too often he talks about what he wishes he had done, instead of what he’s actually doing. The other salespeople realize it, too.

“It hurts more than you think when you use a speaker who’s known to be a failure in the field,” a company official declared. “Knowing that the one speaker has never set any records, the audience starts wondering if certain other speakers might be poor producers. So you’d better have your best person do the speaking.”

Sale Meeting Agenda

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