Controlling the Selling Environment –

Breaks

I always try to control the frequency and duration of breaks. The meeting sponsor’s idea of the right time to break might be the worse time educational strategy and your selling strategy. I always ask for flexibility with regard to breaks. I encourage my client not to publish the break times in the agenda in the event I decide to move the times. If people expect a break at a certain time and I take it ten minutes later, it upsets them…and upset people won’t buy your materials.