Sales Speech Guidelines
Purpose:
The purpose of a sales speech is to sell a product, not merely entertain an audience. An effective sales speech
persuades the audience that they need the product; that the product offered will satisfy the need; that it is the best
on the market; that the product is priced reasonably.
The Product:
The product must be a legitimate product. The actual product must be displayed and or demonstrated during the
speech. Costumes, services and models of the product are not permitted.
Speech Regulations:
You may use one 4x6 note card during your speech but it is NOT recommended. Speech time is 3 minute
minimum and 7 minute maximum. At the end of your speech you will field 2 minutes of questions from your
judge(s).
What to Sell:
The product you choose must be a “real” product that can be purchased in stores or online. The speaker must use
the product in the speech presentation. The best products are those that are new and exciting to the market,
products which fulfill a serious need and products that allow for a direct comparison to other similar products.
Research:
You need to explain to the audience how wonderful your product is, how great the company is that created the
product, and how both are superior to competing brands and products. You will need to tell the audience about
your product, how long it has been around, and what other types of this product are available (does your product
come in different sizes, flavors, shapes, etc.?)
Sales Speech Outline:
Introduction
Attention Getter – Choose a powerful, captivating aspect of your product or describe a scenario in which
the product might be needed. This should engage your audience and make them want to listen for more!
Thesis – Briefly tell your audience what product you are presenting and how it will impact their lives.
Preview – List the main points you will address.
Transition Statement – Provide a smooth transition from your introduction into your speech body.
Body
Point #1 – Establish need for the product
Describe the personal and/or societal need for this product. What problems are addressed through
use of the product? (For a cleaning product you may describe the number of bacteria that exist in
the average kitchen, for a health food product you may explain the growing problem of obesity,
for an entertainment product you might discuss the unhealthy entertainment activities that people
participate in).
Transition Statement
Point #2 – An explanation of the product itself
Give a brief statement about the company. What is the history of the inventors/manufacturers of
your product? How long have they been around? Do they have a well known record of excellence
or are they new and innovative? Describe the product in detail – What is it made of? What are its
specific uses? How does it overcome the problems identified in Point #1? Does it come in
different sizes, colors, flavors, etc.?
Transition Statement
Point #3 – Comparison & call to action
Why is your product superior to others on the market? Be specific, name names. Tell your
audience where your product can be purchased and how much it costs. Tell your audience to buy
the product!
Transition Statement – Provide a smooth transition from your speech body into the conclusion.
Conclusion
End your sales speech with a strong conclusion.
Review – Restate your three main points
Emphasize – Highlight the thesis and how it was fulfilled by your product
Conclude – Come “Full Circle” by referencing your attention-getter from the introduction