Persuasive Speaking

#1 - The Effective Salesperson

Time: 8 - 12 minutes (3-4 min speech, short scenario intro, 3-5 min role play)
Objectives:

    * Learn a technique for selling an inexpensive product in a retail store.
    * Recognize a buyer's thought processes in making a purchase.
    * Elicit information from a prospective buyer through questions.
    * Match the buyer's situation with the most appropriate product.

#2 - Conquering the "Cold Call"

Time: 10 - 14 minutes (3-4 min speech, short scenario intro, 5-7 min role play, 2-3 min discussion)
Objectives:

    * Learn a technique for "cold call" selling of expensive product or services.
    * Recognize the risks buyers assume in purchasing.
    * Use questions to help the buyer discover problems with his or her current situation.
    * Successfully handle buyer's objections and concerns.

#3 - The Winning Proposal

Time: 5 - 7 minutes
Objectives:

    * Prepare a proposal advocating an idea or course of action.
    * Organize the proposal using the six-step method provided.

#4 - Addressing the Opposition


Time: 7 - 9 minutes plus 2 - 3 minutes Q&A
Objectives:

    * Prepare a talk on a controversial subject that persuades an audience to accept or at least consider your viewpoint.
    * Construct the speech to appeal to the audience's logic and emotions.

#5 - The Persuasive Leader

Time: 6 - 8 minutes
Objectives:

    * Communicate your vision and mission to an audience.
    * Convince your audience to work toward achieving your vision and mission.