Successful people know how to influence and persuade others to accept their ideas, products or services. Projects cover selling a product, making “cold calls,” preparing a winning proposal, convincing an audience to at least consider your side of a controversial issue or subject and persuading listeners to help bring a vision and mission to reality.
Persuasive Speaking
1. The Effective Salesperson
|
Time:
|
8 to 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.• 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.
|
2. 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.
|
3. 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.
|
4. 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.
|
5. 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.
|