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The Sales Training Speech Project #3 The Professional Speaker Advanced Communications Manual
Objectives: <ul><li>Tell a sales audience how to sell a product by using a planned presentation </li></ul><ul><li>Inform a...
What are we selling?
What are we selling? TOASTMASTERS!
We are all “salespeople” for Toastmasters <ul><li>You provide an example by attending meetings </li></ul><ul><li>Others se...
5 Step Formula <ul><li>Find out prospect’s needs </li></ul><ul><li>Gain their confidence </li></ul><ul><li>Sell a solution...
Who is a prospect? <ul><li>Co-workers </li></ul><ul><li>Bosses </li></ul><ul><li>Friends </li></ul><ul><li>Family </li></u...
How to find out their needs <ul><li>Tell them about your needs and why you participate </li></ul><ul><li>Tell them about o...
Gain Their Confidence <ul><li>Tell them how Toastmasters has helped you and others  </li></ul><ul><li>Build trust and conf...
Sell the Solution <ul><li>Use DRAMA method </li></ul><ul><ul><li>Demonstrate </li></ul></ul><ul><ul><li>Recommend </li></u...
Anticipate Objections <ul><li>Tactfully handle objections using phrases such as… </li></ul><ul><ul><li>“As we all know…” <...
Anticipate Objections <ul><li>Common Toastmasters Objections  </li></ul><ul><ul><li>“I don’t have time” </li></ul></ul><ul...
I Don’t Have Time <ul><li>This is usually an excuse, masking the real reason they don’t want to join </li></ul><ul><li>Try...
I Don’t Do Speeches or Presentations on my job <ul><li>So, do you plan to do this job forever? </li></ul><ul><li>What if a...
I’m a Lost Cause <ul><li>No one is a lost cause! </li></ul><ul><li>We all can’t be top-notch public speakers, but we can a...
Close the Sale <ul><li>Ask if the prospect is ready to join </li></ul><ul><li>Send them to the VP-Membership and/or have a...
Benefits  <ul><li>All members of Toastmasters Clubs benefit by having new members </li></ul><ul><ul><li>New members = new ...
Help Toastmasters Grow! <ul><li>Invite others to join you at Club meetings </li></ul><ul><li>Talk about your Toastmasters ...
Help Toastmasters Grow! <ul><li>Invite others to join you at Club meetings </li></ul><ul><li>Talk about your Toastmasters ...
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Sales Training Speech 5 8 08

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  • Transcript of "Sales Training Speech 5 8 08"

    1. 1. The Sales Training Speech Project #3 The Professional Speaker Advanced Communications Manual
    2. 2. Objectives: <ul><li>Tell a sales audience how to sell a product by using a planned presentation </li></ul><ul><li>Inform a sales training audience about the human experience of the buyer-seller relationship </li></ul><ul><li>Use entertaining stories and dynamic examples of sales situations </li></ul><ul><li>Inspire salespeople to want to succeed in selling </li></ul><ul><li>Time: 15-20 minutes, longer if club program allows </li></ul>
    3. 3. What are we selling?
    4. 4. What are we selling? TOASTMASTERS!
    5. 5. We are all “salespeople” for Toastmasters <ul><li>You provide an example by attending meetings </li></ul><ul><li>Others see how you improve and grow </li></ul><ul><li>At events such as our LEAD meeting or Black History Month program, we are visible as Toastmasters </li></ul>Whether you know it or not!
    6. 6. 5 Step Formula <ul><li>Find out prospect’s needs </li></ul><ul><li>Gain their confidence </li></ul><ul><li>Sell a solution </li></ul><ul><li>Anticipate objections </li></ul><ul><li>Make the close </li></ul>
    7. 7. Who is a prospect? <ul><li>Co-workers </li></ul><ul><li>Bosses </li></ul><ul><li>Friends </li></ul><ul><li>Family </li></ul><ul><li>Note: Some Toastmasters Clubs, including Power Speakers, have membership restrictions. But there are lots of Clubs in Birmingham with no membership requirements! </li></ul>Anyone who expresses an interest in Toastmasters including….
    8. 8. How to find out their needs <ul><li>Tell them about your needs and why you participate </li></ul><ul><li>Tell them about other Club members’ needs </li></ul><ul><li>Give examples where Toastmasters would have helped someone give a presentation or speech (examples of others’ needs) </li></ul><ul><li>Remember to LISTEN!! </li></ul>
    9. 9. Gain Their Confidence <ul><li>Tell them how Toastmasters has helped you and others </li></ul><ul><li>Build trust and confidence by asking questions that probe </li></ul><ul><ul><li>Personal feelings </li></ul></ul><ul><ul><li>Attitudes </li></ul></ul><ul><ul><li>Emotions </li></ul></ul><ul><li>Guide them to a solution (e.g. join a Toastmasters Club) </li></ul>
    10. 10. Sell the Solution <ul><li>Use DRAMA method </li></ul><ul><ul><li>Demonstrate </li></ul></ul><ul><ul><li>Recommend </li></ul></ul><ul><ul><li>Arithmetic </li></ul></ul><ul><ul><li>Measure </li></ul></ul><ul><ul><li>Assure </li></ul></ul>
    11. 11. Anticipate Objections <ul><li>Tactfully handle objections using phrases such as… </li></ul><ul><ul><li>“As we all know…” </li></ul></ul><ul><ul><li>“You agree that…” </li></ul></ul><ul><ul><li>“I can understand how you feel…” </li></ul></ul><ul><li>Question “why” when an objection is raised to determine the root cause of the objection </li></ul>
    12. 12. Anticipate Objections <ul><li>Common Toastmasters Objections </li></ul><ul><ul><li>“I don’t have time” </li></ul></ul><ul><ul><li>“I don’t do speeches or presentations on my job” </li></ul></ul><ul><ul><li>“I’m a lost cause” or “I’d rather DIE than give a speech” </li></ul></ul>
    13. 13. I Don’t Have Time <ul><li>This is usually an excuse, masking the real reason they don’t want to join </li></ul><ul><li>Try to find out the real reason and address it </li></ul><ul><li>Response: Toastmasters does not have to require a lot of time; however, what you gain is commensurate with what you invest. </li></ul>
    14. 14. I Don’t Do Speeches or Presentations on my job <ul><li>So, do you plan to do this job forever? </li></ul><ul><li>What if a great, well-paying job that required some speaking or presentation skills became available but you weren’t ready? </li></ul><ul><li>Great communications skills, both listening and speaking, are valuable to everyone! </li></ul>
    15. 15. I’m a Lost Cause <ul><li>No one is a lost cause! </li></ul><ul><li>We all can’t be top-notch public speakers, but we can all be better speakers than we are today. </li></ul><ul><li>Remember that Toastmasters is as much about Listening (evaluations) as it is about speaking! </li></ul>
    16. 16. Close the Sale <ul><li>Ask if the prospect is ready to join </li></ul><ul><li>Send them to the VP-Membership and/or have a membership application ready </li></ul><ul><li>Invite them to attend the next Club meeting with you </li></ul><ul><ul><li>Follow-through by contacting prospect before the next meeting </li></ul></ul>
    17. 17. Benefits <ul><li>All members of Toastmasters Clubs benefit by having new members </li></ul><ul><ul><li>New members = new blood </li></ul></ul><ul><ul><li>New members = new ideas </li></ul></ul><ul><ul><li>Expands your network of contacts </li></ul></ul>
    18. 18. Help Toastmasters Grow! <ul><li>Invite others to join you at Club meetings </li></ul><ul><li>Talk about your Toastmasters experience </li></ul><ul><li>Refer prospects to Club VP Membership </li></ul>
    19. 19. Help Toastmasters Grow! <ul><li>Invite others to join you at Club meetings </li></ul><ul><li>Talk about your Toastmasters experience </li></ul><ul><li>Refer prospects to Club VP Membership </li></ul>We are all salespeople for Toastmasters!
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