1. Speech Communications
Ring Up a Sale: Sales Speech
Speech Communications

2. Word Bank
actuate
competitor
demonstrate
discount
inducement
trade-in

3. Brain Teasers What is the general purpose of a sales speech?
Why must you believe in your product?
How can you get your audience to want your product?
Why should you demonstrate the product?
How do you handle questions from the audience?

4. General Purpose of Sales Speech
Your general purpose of a sales speech is to persuade—to actuate your audience into buying the product now.

5. Why must you believe in your product?
You must first be sold on the product yourself
If you think it is great, it is easier to convince your listeners.
Sincerity in selling is a must

6. How can you get your audience to want your product?
Tell your audience why they need the product
Use motive appeals
What can the product do for them?
How can they use it?
Why will life be better for them because of this product?

7. Why should you demonstrate the product?
Know your product thoroughly
How does it work?
Of what is it made?
In what color does it come?
What are its special features?
Is there a guarantee?
What is the cost?
Can it be repaired?
Why is it better than a similar product manufactured by a different company?

8. Why should you demonstrate the product?
Demonstrate your product
Make it easy to buy
State the price and where the audience can buy your commodity
Is there a down payment?
Installment plan?
Can they get a discount on a trade-in?
Is there an inducement such as a special price or a free gift?
Can they buy right now the article you are demonstrating?
Can they give you an order?

9. How do you handle questions from the audience?
After speech is done, ask if there are any questions
Repeat the question, and then answer it to the best of your ability.
If you do not know the answer, politely state so and tell the questioner where the information may be found or say that you will find it and report back within a day or two.
Be courteous.

10. How do you handle questions from the audience?
You may want to hand out samples during this time, take money, or take orders
After questions are done, state one or two sentences to finalize your speech in which you ask the audience to try to buy your product.

11. Word Bank
actuate
competitor
demonstrate
discount
inducement
trade-in

12. Assignment 3-4 minute speech to sell
Sell a product that you can demonstrate
An actual selling effort; if someone wants to buy your product, you must:
part with it at the stated price
or tell the customer where to purchase it
or take orders that will be filled out within a week
After speech, you will have two minutes to ask for and answer questions regarding the product

13. How to Prepare
Choose an article you believe in, your audience can use, and you can demonstrate
If you have something at home to use as a demonstration model, but don’t want to sell, be sure it is still available for purchase and you know where
Learn about product from at least two sources (read instructions, talk to clerks, talk to people who already own it.)
Make sure product is in good working order
Be sure you know how to use the product
Using speech formula, outline speech on activity sheet

14. Speech Formula
Capture audience attention in your own clever way. Do not use TV or radio commercials. Make this original
Motivate by telling your audience why they need this product. In this step introduce yourself, the company you represent, and your product. Use motive appeals
Assert by telling your audience specifically how your product will satisfy their needs.
Preview your main points

15. Speech Formula con’t
Point-Support should give clear detail about the features, advantages, dependability, and beauty of your product. Point out factors you can demonstrate. Try to anticipate and answer all objections or questions that the audience may have.
Action asks your audience to buy. State price, terms, where they can purchase it. Tie up your final idea with your capture step.

16. Suggestions for Products
Home food processor: plug it in, cube potatoes, slice carrots, chop cabbage.
Portable video camera: show how it works, take pictures of the class, and display them on a monitor.
Telephone: show its features and demonstrate its use.
Kerosene heater: show how to fill it, turn it on, show its safety
Insulated picnic basket: tell how to protect food from summer heat; place items in it to show its capacity.
Laptop computer: show how you can take, store and retrieve classroom notes

17. Suggestions for Products
Hand tool.
Decorator item.
Sporting equipment.
Kitchen gadget.
Toy.
Jewelry.
Hand-crafted items.
Small appliance.
Clothing.
Garden supplies
(Your choice, approved by your teacher.)