Persuasive Speaking – Objectives

Speech 1 – The Effective Salesperson

• 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.
• Time: Eight to twelve minutes

Speech 2 – Conquering the "Cold Call"

• Learn a technique for "cold call" selling of expensive products 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.
• Time: Ten to fourteen minutes

Speech 3 – The Winning Proposal

• Prepare a proposal advocating an idea or course of action.
• Organize the proposal using the six-step method provided.
• Time: Five to seven minutes

Speech 4 – Addressing the Opposition

• 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.
• Time: Seven to nine minutes for the speech, and two to three minutes for the question-and-answer period.

Speech 5 – The Persuasive Leader

• Communicate your vision and mission to an audience.
• Convince your audience to work toward achieving your vision and mission.
• Time: Six to eight minutes