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.
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.
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.
4. ADDRESSING THE OPOSITION
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: Nine to twelve minutes (seven to nine minutes for the speech, and two to three minutes for the question-and-answer period).
5. THE PERSUASIVE LEADER
Communicate your vision and mission to an audience.
Convince your audience to work towards achieving your vision and mission.
Time: Six to eight minutes