This speech provides guidance for a sales training presentation to inspire salespeople to succeed in selling Toastmasters membership. It outlines objectives to inform the audience about the buyer-seller relationship and use stories and examples. It recommends selling Toastmasters by finding prospects' needs, gaining their confidence, selling the solution, anticipating objections, and closing the sale. It also addresses common objections people may have and emphasizes that all members can help Toastmasters grow.

1. The Sales Training Speech Project #3 The Professional Speaker Advanced Communications Manual

2. Objectives: Tell a sales audience how to sell a product by using a planned presentation Inform a sales training audience about the human experience of the buyer-seller relationship Use entertaining stories and dynamic examples of sales situations Inspire salespeople to want to succeed in selling Time: 15-20 minutes, longer if club program allows

3. What are we selling?

4. What are we selling? TOASTMASTERS!

5. We are all “salespeople” for Toastmasters You provide an example by attending meetings Others see how you improve and grow At events such as our LEAD meeting or Black History Month program, we are visible as Toastmasters Whether you know it or not!

6. 5 Step Formula Find out prospect’s needs Gain their confidence Sell a solution Anticipate objections Make the close

7. Who is a prospect? Co-workers Bosses Friends Family Note: Some Toastmasters Clubs, including Power Speakers, have membership restrictions. But there are lots of Clubs in Birmingham with no membership requirements! Anyone who expresses an interest in Toastmasters including….

8. How to find out their needs Tell them about your needs and why you participate Tell them about other Club members’ needs Give examples where Toastmasters would have helped someone give a presentation or speech (examples of others’ needs) Remember to LISTEN!!

9. Gain Their Confidence Tell them how Toastmasters has helped you and others Build trust and confidence by asking questions that probe Personal feelings Attitudes Emotions Guide them to a solution (e.g. join a Toastmasters Club)

10. Sell the Solution Use DRAMA method Demonstrate Recommend Arithmetic Measure Assure

11. Anticipate Objections Tactfully handle objections using phrases such as… “As we all know…” “You agree that…” “I can understand how you feel…” Question “why” when an objection is raised to determine the root cause of the objection

12. Anticipate Objections Common Toastmasters Objections “I don’t have time” “I don’t do speeches or presentations on my job” “I’m a lost cause” or “I’d rather DIE than give a speech”

13. I Don’t Have Time This is usually an excuse, masking the real reason they don’t want to join Try to find out the real reason and address it Response: Toastmasters does not have to require a lot of time; however, what you gain is commensurate with what you invest.

14. I Don’t Do Speeches or Presentations on my job So, do you plan to do this job forever? What if a great, well-paying job that required some speaking or presentation skills became available but you weren’t ready? Great communications skills, both listening and speaking, are valuable to everyone!

15. I’m a Lost Cause No one is a lost cause! We all can’t be top-notch public speakers, but we can all be better speakers than we are today. Remember that Toastmasters is as much about Listening (evaluations) as it is about speaking!

16. Close the Sale Ask if the prospect is ready to join Send them to the VP-Membership and/or have a membership application ready Invite them to attend the next Club meeting with you Follow-through by contacting prospect before the next meeting

17. Benefits All members of Toastmasters Clubs benefit by having new members New members = new blood New members = new ideas Expands your network of contacts

18. Help Toastmasters Grow! Invite others to join you at Club meetings Talk about your Toastmasters experience Refer prospects to Club VP Membership

19. Help Toastmasters Grow! Invite others to join you at Club meetings Talk about your Toastmasters experience Refer prospects to Club VP Membership We are all salespeople for Toastmasters!