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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. |
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| 1. The Effective Salesperson |
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Time: |
8 - 12 minutes |
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Objectives: |
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Learn a technique for selling an inexpensive product in a retail |
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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. |
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Match the buyer's situation with the most appropriate product. |
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| 2. Conquering the "Cold Call" |
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Time: |
10 - 14 minutes |
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Objectives: |
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Learn a technique for "cold call" selling of expensive product or services. |
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Recognize the risks buyers assume in purchasing. |
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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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| 3. The Winning Proposal |
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Time: |
5-7 minutes |
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Objectives: |
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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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| 4. Addressing the Opposition |
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Time: |
7-9 minutes, plus 2-3 minutes for Q&A |
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Objectives: |
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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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| 5. The Persuasive Leader |
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Time: |
6-8 minutes |
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Objectives: |
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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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Note: Some presentations may require additional time for question-and-answer periods. |
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