This handout illustrates how LDS missionaries are trained in conventional sales technique. This document was distributed by mission leaders during a "Zone Conference" training session, near Denver, in 1979.

Teaching and acting are similar

Don't move while your companion is sneaking. [sic]
Show a genuine interest in the discussion and the flips.
The show must go on even after a mistake.
Always act as if you know what you are doing.
Don't interrupt teaching companion with a comment.
Don't fidget!!!!
Don't upstage companion in room or step.


The Psychology of the Approach

  • You are the expert.
    1. Know what you are talking about.
    2. Stay in control of the conversation.
    3. Don't exert a "Holier than thou" attitude.
    4. Humility does not mean stupidity; act as one with authority.

  • Be prepared with materials.
    1. Knowledge of discussions and scriptures (including F.H.E.'s)
    2. Standard Works, flipcharts, etc.
    3. Pamphlets and reading assignments

  • Look successful in appearance
    1. Carry self with dignity and strength.
    2. Personal cleanliness

  • Be brief and to the point.
    1. Dont tald [sic] about "tenets" (D&C 19:31).
    2. Don't change the purpose or intent of the questions in the discussions. Don't water them down.
    3. Be able to adapt the dialogue to the type of people you are dealing with.

  • "Body language"
    1. Look people in the eye.
    2. Voice inflections and modulation. No johnny one notes.
    3. Emphasis on specific points. Don't be over dramatic.
    4. Word usage.
    5. Once again, do not Fidget!

  • Don't set the Investigators or contacts on the defense.
    1. Tactfully recognize all investigators comments and questions.
    2. Defer less relevant questions to a more appropriate time.
    3. Smile, genuinely.
    4. Talk to the investigators as if you'd always been friends.
    5. Remember you are the teacher.
    4. Don't overstay your visit.
    5. Watch for Golden testifying, challenging, and teaching moments.

  • Don't be afraid to say "You're wrong and we are right!"
    1. Use tact but don't water down the truth.

  • Bear pure and simple testimony of a concept or principle with the Spirit.
    1. Don't call people to repentance without your testimony.
    2. Use that previous gift as a tool in the hands of the Lord to bring his children into the Kingdom of God.
    3. A pure testimony is a precious gift not to be abused.

  • Remember who you are and who you represent.

    "Who is the teacher, you or them?"