A Requiem for the Sales Meeting Super-Jock

Written by John K. Mackenzie


A REQUIEM FOR THE SALES MEETING SUPER-JOCK by John K. Mackenzie Copyright (C) 1980 All rights reserved

Victory via VHS

From keynote speech to laser lights, technique and technology fuse to find a re-motivated, re-dedicated, and re-energized sales force charging out ofrepparttar ballroom into a bright, shining world where never is heard a discouraging word, and everybody is a winner allrepparttar 127152 time.

How could it be otherwise? The rented videotape, featuring a famous football star, promised it would be: "Keep up that can-do attitude, team! Charge that line! Flatten your competition. Go forrepparttar 127153 goal and win, win, win!"

Sales meeting insertion of coaches and quarterbacks has been done so long, and so often, it's become institutionalized. And nothing, be it steroid loading, gambling raps, rape, AIDS, public urinalysis or renegade racism seems to suppress our urgent need to moverepparttar 127154 locker room intorepparttar 127155 meeting room.

Citius, Altius, Not-So-Fortius

Sales meetings (and those who write them) are never permitted to considerrepparttar 127156 possibility that sales people are ever tired, discouraged, or uncertain. All reps are admonished to become relentless reservoirs of enthusiasm, commitment, and triumph. To support this directive, billions of dollars have gone (are going) into films, videotapes, and speeches designed to immunize them from such tedious concerns as doubt, hesitation, or fear.

A case in point: Every few years, Go Forrepparttar 127157 Gold! is robotically resuscitated as a meeting theme. Millions of dollars are then hurled at presentations designed to convince sales people to emulaterepparttar 127158 qualities shown by Olympic medalists.

A grand idea: Were it not forrepparttar 127159 fact that most ofrepparttar 127160 Olympic performances we admire are produced by insular mavericks. Dissident loners who sweat it out for years under conditions of fiscal deprivation and personal sacrifice no sales rep inrepparttar 127161 world would tolerate for 30 seconds! Hardly congenial examples to support those consecrated doctrines of teamwork and togetherness so fervently invoked during executive keynotes.

Celebrity Central Casting

Superstar invocations are not limited torepparttar 127162 locker room. Presidents, statesmen, generals, admirals and astronauts have been stuffed into sales meeting presentations for decades. Often creating absurd and abrasive juxtapositions as product references and employee photos are jammed in alongside super celebrity shots. You haven't encountered great writing until you've experiencedrepparttar 127163 transition from General George Patton to a new laundry detergent or acid reflux pill.

10 Reasons Why People Don't Buy From You

Written by Robert Kleine


1. You don't make people feel safe when they order. Remind people that they are ordering through a secure server. Tell them you won't sell their e-mail address and all their information will be kept confidential.

2. You don't make your ad copy attractive. Your ad lists features instead of benefits. The headline does not attract at your target audience. You don't list any testimonials or guarantees included in your ad.

3. You don't remind people to come back and visit. People usually don't purchaserepparttar first time they visit. The more times they visit your site,repparttar 127151 greaterrepparttar 127152 chance they will buy. The most effective way is to give them a free subscription to your e-zine.

4. You don't let people know anything about your business. They will feel more comfortable if they know who they are buying from. Publish a section called "About Us" on your web site. Include your business history, profile of employees, contact information etc.

5. You don't give people as many ordering options as possible. Accept credit cards, checks, money orders, and other forms of electronic payments. Take orders by phone, e-mail, web site, fax, mail, etc.

6. You don't make your web site look professional. You want to have your own domain name. Your web site should be easy to navigate through. The graphics should be related torepparttar 127153 theme of your web site.

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