1/3) The Persuasive Process Speech 3-4 minutes The Persuasive Process PERSUASIVE Speaking Manual Project #2: “The Living Home” John Fial www.johnfial.com/slides

1/3: Persuasive Process Sell the best product / Be passionate www.johnfial.com/slides

1/3: Persuasive Process Get the decision maker(s) “I'd love to, but you'll have to check with my wife!” “I'd love to, but you'll have to check with my husband!” www.johnfial.com/slides

1/3: Persuasive Process Listen Meditate Never interrupt Take Notes “All of humanity's problems stem from man's inability to sit quietly in a room alone.” ― Blaise Pascal, Pensées www.johnfial.com/slides

1/3: Persuasive Process Be honest Take your time Get the decision makers How can I help? Guarantees Listen Meditate Never interrupt Sell the best product / Be passionate www.johnfial.com/slides

2/3) “The Living Home” mock phone call 5-7 minutes This is a real business idea. As far as I know, no businesses yet sell this in the U.S., so if you know any venture capitalists... www.johnfial.com/slides

3/3) “The Living Home” discussion/Q&A 2-3 minutes www.johnfial.com/slides

Don't deal with worst 20% of customers Sell your passion Focus on the buyer Listen well never interrupt! meditation helps Be honest Earn money, but don't focus on money... focus on satisfying the needs of the customer (printer i bought) how can I help? Don't deal with worst 20% of customers Longer time and more work on both parties = more satisfaction when sale terminates www.johnfial.com/slides

Tips from “negotiating” books... www.johnfial.com/booknotes : Secrets of Power Negotiating, Roger Dawson Ask 5x for the “yes” before getting it Flintch at high prices! www.johnfial.com/slides

5-step process to buy identify the need Buyer identifies how important that need is Buyer searches for fulfilment Evaluating options Decision making www.johnfial.com/slides