Sales Meeting

Many items for the home are delivered in factory packaging and must be assembled by the purchaser. The instructions for assembling often state “So simple that even a child can do it.”

But most of us aren’t children. Maybe that’s why we sometimes have trouble! Or perhaps the assembling is sometimes not simple at all, any plan should be so simple that people can use it. That’s another feature of this five-step plan for organizing a speech. It’s quite simple. People speaking at one of your sales meetings can learn how to use it in no time at all.

Here’s a summary of a speech. It shows the logic and simplicity of this plan:

CALL BACKS

Interest-getter:    “This afternoon a man dropped dead in my office! I was startled and shocked!
“Perhaps you knew him. He was a merchant, and one of you tried to sell him our line of goods. He was overstocked at the moment, so he bought nothing. He said he’d buy a couple of weeks later. And he would have bought, had the salesperson returned, because he liked our products. He liked them so well he refused to buy any other line.

“But our salesperson never returned, so the merchant ran completely out of merchandise. With nothing to sell, he soon lost his store. Then he had no income at all. Finally the poor fellow starved to death.

“Just before dying, he visited me to ask why the salesperson never returned. That’s how he happened to die in my office.

Point:    “A ridiculous story? Of course it is. But some-times we do fail to call back. And that’s the main point I’m trying to get across. Let’s make call backs – lots of call backs! Call back early and often”

Reasons for Point: “Why? Because a well-timed, follow-up is good salesmenship. Call backs pay off. They always have and they always will. They bring you more customers, bigger sales, and more commissions.

Examples:    “For example, when you call back on the merchant who has never bought your line, you make him feel important. And sometimes you can get an order from him.

“Where a merchant is already using your line, call backs produce still more sales. The customer is impressed by your sincere desire to serve and, therefore, gives you more of his business.

“We’ve found that call backs can most easily be made when . . .”
“There’ll be times when your call backs should instead be made . . .
“And it’s sometimes a good idea to make call backs even though the customer . . .”

Restate with Plea      “So let’s make call backs – frequent call backs.

For Action:    That’s what the highest paid salespeople are doing, and it’s what all of us should do. Make call backs!”

Deciding on the Point of a Talk

Sales Meeting Blog

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