Manuals
/ Persuasive Speaking
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The Effective Salesperson
- Time: 8 to 12 minutes => 3-4 min speech, short scenario intro,
- Objectives:
- Learn a technique for selling an inexpensive product in a retail store.
- Recognise 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.
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Conquering the “Cold Call”
- Time: 10 to 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.
- Recognise 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.
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The Winning Proposal
- Time: 5 to 7 minutes
- Objectives:
- Prepare a proposal advocating an idea or course of action.
- Organise the proposal using the six-step method provided.
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Addressing the Opposition
- Time: 7 to 9 minutes speech; 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.
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The Persuasive Leader
- Time: 6 to 8 minutes
- Objectives:
- Communicate your vision and mission to an audience.
- Convince your audience to work toward achieving your vision and mission.