Ring Up a Sale: Sales Speech
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actuate
competitor
demonstrate
discount
inducement
trade-in
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?
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Your general purpose of a sales speech is to
persuade—to actuate your audience into
buying the product now.
 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
 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?
 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?
 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?
 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.
 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.
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




actuate
competitor
demonstrate
discount
inducement
trade-in
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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
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After speech, you will have two minutes to ask for
and answer questions regarding the product
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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
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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
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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.
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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
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Hand tool.
Decorator item.
Sporting equipment.
Kitchen gadget.
Toy.
Jewelry.
Hand-crafted items.
Small appliance.
Clothing.
Garden supplies
(Your choice, approved by your teacher.)