Successful people know how to influence and persuade others to accept their ideas, products or services. Projects cover selling a product, making "cold calls," preparing a winning proposal, convincing an audience to at least consider your side of a controversial issue or subject and persuading listeners to help bring a vision and mission to reality.

Project 1 - The Effective Salesperson

Time: Eight to twelve minutes

Executive Summary:
Successful salespeople focus on the buyer, possess good listening skills, create value for the buyer, radiate credibility, and maintain a good attitude. By understanding the thought processes people employ when making a purchase, you can structure your words and actions to match this process. Ask questions to discover the buyer's problem or need, then show how your product or service solves that problem or need.


  • Learn a technique for selling an inexpensive product in a retail store.
  • Recognize a buyer's thought processes in making a purchase.
  • Elicit information from a prospective buyer through questions.
  • Match the buyer's situation with the most appropriate product.

Project 2 - Conquering the Cold Call

 Time: 10 to 14 minutes

Executive Summary:

Selling expensive products can be challenging because prospective buyers are more hesitant and the process may take weeks or months. By positioning yourself as a resource for your buyers, striving to make buyers' jobs easier and their product better, you will be more likely to make a sale. The buyers will consider you to be on their team and will be more loyal to you and your product.


  • Learn a technique for "cold call" selling of expensive products or services.
  • Recognize the risks buyers assume in purchasing.
  • Use questions to help the buyer discover problems with his or her current situation.
  • Successfully handle buyer's objections and concerns.

Project 3 - The Winning Proposal

Time: Five to seven minutes

Executive Summary:
If you want approval for your plans, you must present your ideas in a manner that positively influences the audience. Make sure your proposal anser the following questions" What is my objective? What does my audience want or need? What do you want the audience to do? What is the plan? What would the results be? Conclude by asking the audience to approve it.


  • Prepare a proposal advocating an idea or course of action.
  • Organize the proposal using the six-step method provided.

Project 4 - Addressing the Opposition

Time: Seven to nine minutes for the speech, two to three minutes for the question-and-answer period.

Executive Summary:

Occasionally speakers must address listeners on a controversial issue or subject, one on which your viewpoint differs. A speech of this type requires sensitivity and tact. Acknowledge your listeners' viewpoint, then present your own and its benefits. Find points of agreement. Illustrate your points with stories and anecdotes, project credibility and use humor. When answering questions, remain calm and answer in a positive manner, concluding with a positive statement.


  • Prepare a talk on a controversial subject that persuades an audience to accept or at least consider your viewpoint.
  • Construct the speech to appeal to the audience's logic and emotions.

Project 5 - The Persuasive Leader

Time: Six to eight minutes

Executive Summary:

Leaders are persuasive. They use speech to organize people and urge them to higher levels of achievement than they could reach independently. You can demonstrate leadership by communicating your vision and mission to others and convince them to take action. Be enthusiastic, and tell lively and dramatic stories that relate to the points you are driving.


  • Communicate your vision and mission to an audience.
  • Convince your audience to work toward achieving your vision and mission.