The Sales The Sales Training Training SpeechSpeech

Project #3Project #3The Professional SpeakerThe Professional Speaker

Advanced Communications ManualAdvanced Communications Manual

Objectives:Objectives: Tell a sales audience how to sell a Tell a sales audience how to sell a

product by using a planned product by using a planned presentationpresentation

Inform a sales training audience Inform a sales training audience about the human experience of the about the human experience of the buyer-seller relationshipbuyer-seller relationship

Use entertaining stories and Use entertaining stories and dynamic examples of sales dynamic examples of sales situationssituations

Inspire salespeople to want to Inspire salespeople to want to succeed in sellingsucceed in selling

Time: 15-20 minutes, longer if club Time: 15-20 minutes, longer if club program allowsprogram allows

What are we selling?What are we selling?

What are we selling?What are we selling?

TOASTMASTERS!TOASTMASTERS!

We are all “salespeople” for We are all “salespeople” for ToastmastersToastmasters

You provide an example by You provide an example by attending meetingsattending meetings

Others see how you improve Others see how you improve and growand grow

At events such as our LEAD At events such as our LEAD meeting or Black History Month meeting or Black History Month program, we are visible as program, we are visible as ToastmastersToastmasters

Whether you know it or not!

5 Step Formula5 Step Formula

1.1. Find out prospect’s needsFind out prospect’s needs

2.2. Gain their confidenceGain their confidence

3.3. Sell a solutionSell a solution

4.4. Anticipate objectionsAnticipate objections

5.5. Make the closeMake the close

Who is a prospect?Who is a prospect?

Co-workersCo-workers BossesBosses FriendsFriends FamilyFamily

Note: Some Toastmasters Clubs, including Note: Some Toastmasters Clubs, including Power Speakers, have membership Power Speakers, have membership

restrictions. But there are lots of Clubs in restrictions. But there are lots of Clubs in Birmingham with no membership Birmingham with no membership

requirements!requirements!

Anyone who expresses an interest in Toastmasters including….

How to find out their needsHow to find out their needs

Tell them about your needs and Tell them about your needs and why you participatewhy you participate

Tell them about other Club Tell them about other Club members’ needsmembers’ needs

Give examples where Give examples where Toastmasters would have Toastmasters would have helped someone give a helped someone give a presentation or speech presentation or speech (examples of others’ needs)(examples of others’ needs)

Remember to LISTEN!!Remember to LISTEN!!

Gain Their ConfidenceGain Their Confidence

Tell them how Toastmasters has Tell them how Toastmasters has helped you and others helped you and others

Build trust and confidence by Build trust and confidence by asking questions that probeasking questions that probe Personal feelingsPersonal feelings AttitudesAttitudes EmotionsEmotions

Guide them to a solution (e.g. Guide them to a solution (e.g. join a Toastmasters Club)join a Toastmasters Club)

Sell the SolutionSell the Solution

Use DRAMA methodUse DRAMA method DemonstrateDemonstrate RecommendRecommend ArithmeticArithmetic MeasureMeasure AssureAssure

Anticipate ObjectionsAnticipate Objections

Tactfully handle objections using Tactfully handle objections using phrases such as…phrases such as… ““As we all know…”As we all know…” ““You agree that…”You agree that…” ““I can understand how you feel…”I can understand how you feel…”

Question “why” when an Question “why” when an objection is raised to determine objection is raised to determine the root cause of the objectionthe root cause of the objection

Anticipate ObjectionsAnticipate Objections

Common Toastmasters Common Toastmasters Objections Objections ““I don’t have time”I don’t have time” ““I don’t do speeches or I don’t do speeches or

presentations on my job”presentations on my job” ““I’m a lost cause” or “I’d rather DIE I’m a lost cause” or “I’d rather DIE

than give a speech”than give a speech”

I Don’t Have TimeI Don’t Have Time

This is usually an excuse, This is usually an excuse, masking the real reason they masking the real reason they don’t want to joindon’t want to join

Try to find out the real reason Try to find out the real reason and address itand address it

Response: Toastmasters does Response: Toastmasters does not have to require a lot of time; not have to require a lot of time; however, what you gain is however, what you gain is commensurate with what you commensurate with what you invest. invest.

I Don’t Do Speeches or I Don’t Do Speeches or Presentations on my jobPresentations on my job

So, do you plan to do this job So, do you plan to do this job forever?forever?

What if a great, well-paying job What if a great, well-paying job that required some speaking or that required some speaking or presentation skills became presentation skills became available but you weren’t ready?available but you weren’t ready?

Great communications skills, Great communications skills, both listening and speaking, are both listening and speaking, are valuable to everyone!valuable to everyone!

I’m a Lost CauseI’m a Lost Cause

No one is a lost cause!No one is a lost cause! We all can’t be top-notch public We all can’t be top-notch public

speakers, but we can all be speakers, but we can all be better speakers than we are better speakers than we are today.today.

Remember that Toastmasters is Remember that Toastmasters is as much about Listening as much about Listening (evaluations) as it is about (evaluations) as it is about speaking!speaking!

Close the SaleClose the Sale

Ask if the prospect is ready to Ask if the prospect is ready to joinjoin

Send them to the VP-Send them to the VP-Membership and/or have a Membership and/or have a membership application readymembership application ready

Invite them to attend the next Invite them to attend the next Club meeting with youClub meeting with you Follow-through by contacting Follow-through by contacting

prospect before the next meetingprospect before the next meeting

Benefits Benefits

All members of Toastmasters All members of Toastmasters Clubs benefit by having new Clubs benefit by having new membersmembers New members = new bloodNew members = new blood New members = new ideasNew members = new ideas Expands your network of contactsExpands your network of contacts

Help Toastmasters Grow!Help Toastmasters Grow!

Invite others to Invite others to join you at Club join you at Club meetingsmeetings

Talk about your Talk about your Toastmasters Toastmasters experienceexperience

Refer prospects Refer prospects to Club VP to Club VP MembershipMembership

Help Toastmasters Grow!Help Toastmasters Grow!

Invite others to Invite others to join you at Club join you at Club meetingsmeetings

Talk about your Talk about your Toastmasters Toastmasters experienceexperience

Refer prospects Refer prospects to Club VP to Club VP MembershipMembership