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.
  • 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 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.
  • 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 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: 6-8 minutes
Objectives:
  • Communicate your vision and mission to an audience.
  • Convince your audience to work toward achieving your vision and mission.

Note: For some speech projects, the presentation time may also include additional segments for such activities as question-and-answer periods, depending on the project.