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Using Humor In Your Sales Meeting

admin — Sat, 06 Mar 2010 19:57:59 +0000

HOW TO HAVE A DOUBLE BARREL APPEAL

Often a story can be based upon two of the four reasons for laughing.

1.    Man’s inhumanity to man.
2.    A natural target.
3.    The unexpected.
4.    Sex.

This increases its effectiveness.

To illustrate: “At one of our sales meetings, a fellow flinched every time an automobile horn was sounded on the street. He jumped so much that he disturbed the other salesmen. So we stopped the meeting and asked him for an explanation.

“He said, ‘A few days ago, my wife ran away with our chauffeur. Every time I hear an automobile horn, I’m afraid it’s that chauffeur bringing her back!’”

There’s a double sock there. First, the unexpected is spoken. Then there’s man’s inhumanity to man. The audience laughs because the fellow might get his wife back when he obviously wishes she would “drop dead.”

Analyze the basis for humor in each story before telling it. If it has two platforms for laugh-getting, tell it in such a way that you fully capitalize on both foundations.

HOW TO HANDLE THE PUNCH LINE

The final sentence or phrase of a joke is referred to as the “punch line.” It’s the part that prompts the audience to laugh.

Be very sure that your punch line is worded correctly. The audience must understand its relationship to your build-up, other¬wise there’s no punch.

For instance, at a sales meeting a speaker told of: “A farmer was passing an insane asylum with a wagon load of fertilizer. An inmate called out, ‘Hey! Where are you going with that fertilizer?’

“The farmer replied, To put it on my strawberries.’ ” That’s funny,’ said the inmate. 1 put sugar and cream on mine.’”

The speaker got a laugh, but it could have been better. His punch line should have been more closely related to the build-up. For example, he could have “pulled the string” with: “That’s funny,” said the inmate. “I put sugar and cream on mine, and they’ve got me in the nut house!”

The improved phrasing more clearly points up the insanity angle. It doubles the laughter! Why?

Because of man’s inhumanity to man. The inmate thinks he’s smarter than the farmer but that he’s in the insane asylum in spite of it. The improved phrasing brings this out more strongly.

The main point here: Build-up makes way for the punch line, gets the audience ready for it. Naturally, the build-up should establish the basis for the laugh—inhumanity, natural target, the unexpected, or sex. But the punch line should bear out this basis. Unless there’s strong relationship between the build-up and the punch line, the story loses much of its sock.

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HOW TO GET YOUR SPEAKERS TO USE THE PLAN

admin — Fri, 19 Feb 2010 00:32:59 +0000

Some of your speakers will need help in organizing their speeches. Explain this plan to them. Urge them to use it. Sell the benefits of this type of speech organization.

Indecision and change of decision in speech planning will be cut to a minimum. They’ll save precious time. Having organized a couple of speeches in this way, they’ll never go back to the slipshod method.

Poor talks have done more to ruin sales meetings than any other one thing. While you can minimize the amount of speaking and number of speeches, some talking is always necessary.

In every possible instance, get the speakers to use the five-step plan in organizing their material. Their talks will be more interesting and effective.

Result: Your sales meeting will undoubtedly be improved.

HOW TO ORGANIZE A SPEECH

- Collect Material for the Talk
- Decide Upon the Point
- Determine Whether the Point Is Appropriate
- Develop Examples—The Meat of the Talk
- Restate the Point, Making a Plea for Action
- Work Up an Interest-getter

Sales Meeting

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HOW AUDIENCE REACTION IS TAKEN INTO ACCOUNT

admin — Sat, 13 Feb 2010 22:52:59 +0000

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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Ways to Combat Speaker Fear – Part 1

admin — Mon, 21 Dec 2009 18:15:59 +0000

1. Request that the person give the talk. Don’t direct her to do so. When she tackles it voluntarily, she puts more “heart” into it. Her confidence is greater. You’re no longer the only one who believes she’s capable. She also thinks she can do it. A San Diego bank cashier said, “The first time I was selected to speak at a meeting, I was told I had to speak. Having been drafted regardless of how I felt about it, I was terrified! A person should be asked to speak. They will feel better about it.”

2. Ask well in advance. This gives them time to get used to the idea. It also enables him or her to research the subject, to organize material, and to practice delivery. These things make for self-confidence and self-assurance. “Before making my first speech, I had six weeks’ notice. This helped, because I not only had time to get used to the idea, but I had time to get help from several friends.” These words come from a farm implement dealer who is now an accomplished speaker.

3. Recommend appropriate visuals and other aids. If the speaker is a salesperson, he’s busy keeping “the body in front of the prospect.” He has little time for planning ways of spicing his
speech. Suggest visual and other aids. Help him integrate some good props. Then watch his confidence grow. A magazine crew manager said, “I always feel better if I have one or two good things to show during my talk. I know the audience will at least like that part of my talk.”

4. Show confidence in her material. Having received an outline of her talk, acknowledge it with enthusiasm. Assure her she will cover the points of greatest need and interest. Tell her the talk will be quite favorably received. “After the boss said he liked my material, I figured everyone would,” confessed a dealer of auto parts. “This made me much more willing to take the
stand at our last sales meeting.”

5. Offer to get his notes typed. Typewritten words can be read more easily. Use large type. “Nothing is worse than notes that are difficult to read. Notes written in pencil are usually quite difficult to read under the light on the speakers’ stand. Use typewritten notes.” These
are the words of an experienced lecturer. Do not hyphenate a word, completing it on the next line. This makes the use of notes more obvious. The same can be said of a sentence that starts at
the bottom of one page and ends at the top of the next.

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HOW TO HELP YOUR SPEAKERS PREPARE FOR A SALES MEETING SPEECH

admin — Mon, 14 Dec 2009 18:01:59 +0000

There are many things you can do to help sales meeting speakers. How much help you should give will depend upon a number of things. For larger meetings more help should be offered. That’s because more is expected of a speaker at a large meeting and his task is more difficult.

There’s also more reason to help if the speaker has an extremely important subject. The length of his talk is a factor, too. The longer the talk, the more chance that he will bog down.

Another consideration is the amount of help he’s willing to accept. A few speakers know it all — or think they do. They’ll accept little help. Others will listen to your suggestions but forget them the moment the meeting begins. Trying to help such fellows is a waste of time. Expend your energy on those who will accept direction.

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KEEP THE SUBJECTS IN LOGICAL SEQUENCE

admin — Wed, 09 Dec 2009 17:54:59 +0000

When you spot speakers there’s something else to consider. You should arrange a logical sequence of subject matter to permit continuity of thought. It makes for a better meeting.

An example — a speaker on “How To Approach Prospective Customers” should speak before a demonstration of the product. Another example — a speech on getting new customers should precede a movie on how to keep customers.

In planning your agenda you should have considered the sequence of subject matter. Stick to your plan. Don’t heed someone’s request to, “Let me talk first and get it over with.”

It also helps to produce a change of pace if you find ways to create variety. Sandwich women speakers between men. Place a speaker between a quiz game and a slide series. If at all possible, avoid having two speakers in a row.

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PLACE YOUR STRONGEST SPEAKERS AT CRUCIAL SPOTS

admin — Mon, 07 Dec 2009 17:49:59 +0000

Aim for a good start and a strong close. This helps make any sales meeting successful.

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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SHORT TALKS ARE BETTER THAN LONG ONES

admin — Thu, 03 Dec 2009 17:39:59 +0000

Few speakers can interest an audience for more than ten minutes. A talk may glitter at first. As it grows longer, though, it usually becomes dull.

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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HOW TO SELECT THE RIGHT SALES MEETING SPEAKERS

admin — Sun, 29 Nov 2009 02:59:59 +0000

Only about one subject out of three should be covered by a speech. Rather then a lot of speeches, go heavy on demonstrations. Salespeople want to be shown — not told. Even the speeches should be laced with visuals and enough dramatics to avoid monotony.

But for the speaking that will take place, don’t settle for theory. Select speakers who are currently successful in the areas assigned. Use men and women who are on the firing line, daily faced with their topics. Star salespeople often know more about sales than the presidents of their companies!

The other salespeople will listen to one of their own kind. They’ll respect him or her. They’ll never consider them “a company official who’s trying to preach at us.”

Sales Meeting Planning

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MINIMIZE THE AMOUNT OF SPEAKING

admin — Sat, 28 Nov 2009 03:27:59 +0000

Meetings are often spoiled by too many speeches. There are too many speeches because there are too many speakers. Audiences have been bored to death! You can easily avoid this common error.

It’s all in the preparation. When planning a sales meeting, forego the natural inclination to review available speaking talent. First, decide on what you want to accomplish. Ask yourself some questions:

What do you want everyone to do as a result of the meeting?

Work harder?

Sell more merchandise?

Improve in certain respects?

Develop new techniques?

How can you make them want to do it?

What subject matter will do most toward achieving this?

How can the subject best be presented?

Who knows the most about each subject?

Is he actively and successfully involved in it now?

Can he get it across by doing something other than speaking on it?

Can he demonstrate it?

Would role playing be effective?

Are suitable audio-visual aids available?

Should special audio-visual aids be improvised?

What other props would help?

Insist on giving yourself satisfactory answers. You won’t have as many speakers but you’ll have better meetings. You’ll be recognized as a good organizer, a showman, and a top flight sales executive.

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