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The ADVANCED
COMMUNICATION SERIES
Persuasive
Speaking (226I)
Successful
people know how to influence and persuade other 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.
1. The Effective
Salesperson
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Learn a technique for selling an inexpensive
product in a retail store
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Recognize a buyer’s thought processes in
making a purchase
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Elicit information from a prospective buyer
through questions
Ø
Match a buyer’s situation with the most
appropriate product
Ø
Time: 8 to 12 minutes for speech
2. Conquering the
“Cold Call”
Ø
Learn a technique for “cold call”
selling of expensive products or services
Ø
Recognize the risks buyers assume in
purchasing
Ø
Use questions to help the buyer discover
problems with his or her current situation
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Successfully handle buyer’s objections
and concerns
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Time: 10 to 14 minutes
3. The Winning
Proposal
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Prepare a proposal advocating an idea or
course of action
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Organize the proposal using the six-step
method provided
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Time: 5 to 7 minutes
4. Addressing the
Opposition
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Prepare a talk on a controversial subject that
persuades an audience to accept or at least consider your viewpoint
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Construct the speech to appeal to the
audience’s logic and emotions
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Time: 7 to 9 minutes
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Time: 2 to 3 minutes for question and answer
period
5. The Persuasive
Leader
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Communicate your vision and mission to an
audience
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Convince your audience to work toward achieving
your vision and mission
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Time: 6 to 8 minutes
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