The Successful Sales Meetings Handbookby Bill Newman
There's a sales meeting somewhere. Morning, noon, or night, a sales meeting is taking place. There are more this year than last, and next year there'll be more than ever. Sales meetings are popular because of one thing...they pay dividends! They're often the difference between profit and loss, the difference between success and failure. Sales meetings are that important. Meetings can work wonders for the people attending. After a snappy meeting in Akron, Ohio, a salesman remarked, "I learned more about selling in one hour than I had in the last year!" Another commented, "I always get 'pumped up' when I go to sales meetings. I'd be lost without them." Good sales meetings are profitable for all concerned. However a sales meeting must actually be good for everyone to benefit. If there's reason to believe a meeting will not be successful, improve your plans ...or don't stage the meeting. If there's doubt about the need for a meeting, establish the need ...or don't call the meeting. A poor meeting is torture. Even a mediocre meeting is not acceptable. An effective sales meeting is instructional and inspirational, both interesting and exciting. Everyone attending becomes a participant, at least in spirit. They accept and approve, nodding their heads in agreement with the speakers and demonstrations.
Seven Ways You Can Benefit From Effective Sales Meetings:
1. You Can Improve Communications.
2. You Can Introduce New Policies and Products.
3. Your Sales Staff Can Be Instructed and Trained.
4. Your Sales Staff Can Be Motivated.
5. You Can Exchange Ideas with Your Staff.
6. You Can Lead Your Staff in Creative Thinking.
7. You Can Solve Problems.
The Biggest Pay Off of All: It is hoped that many sales executives will benefit personally from the ten-year collection of "how to" information contained in this book. Some may get promotions due to it. The president of a large corporation declared, "If there's any one ability that makes a man stand out, it's the ability to conduct sales meetings." When you conduct a meeting you show what you know about public speaking, human relations, employee training, showmanship, selling, and sales management, to mention but a few! The fellow who conducts good sales meetings is always in demand. He can get a job, a better job, a pay raise. Perhaps you're the owner of a company and, thus, are not seeking advancement. In your case, the opportunity to increase sales may be your greatest interest. There can still be personal benefit, however. There's the benefit that comes from being a strong leader...from deceiving respect instead of commanding it. Someone said, "The boss may not be right, but he's still the boss." That's true. But he can be the boss and be right too! There's satisfaction in doing a big job the right way, in spite of the fact that you're the boss!
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