How to Talk Business to Win:
How to Plan Your Talk

Like any contest, business talk has certain big factors which the employer, the complaint man, the clerk, the salesman, must grasp; a definite plan of campaign such as a commander maps out before a battle; a definite advantage of time and location which must be utilized; recognized principles of interview strategy which govern the exchange of words and the adjustment of your forces to your opposition.
The clerk at the counter is apt to feel that he can lay no plan for handling customers. But a shrewd saleswoman in a Missouri store has a habit of standing away from the front of her department in order that as she advances to meet the customer, she may look a welcome and '' size up'' her prospect. In that instant, she outlines a plan for the interview—she makes a friendly approach, seizes upon some characteristic of the incomer which can be used in her talk and adapts her manner to her listener. Even the unexpected problem of talk can be guided somewhat by a plan.
How to Prepare and Order the Essential Points of Your Interview
In developing this plan you must, first of all, know your own proposition. This is something which can usually be worked up beforehand, so that the name, the reputation and the face of your prospect instantly '' make contact" with your proposal.
In some lines, an employee will talk the same proposition day after day. The trouble man, the executive and the leader of men, on the contrary, must in a half hour handle many different problems of explanation, inspiration and persuasion.
In the one case, you can definitely plan beforehand just what to emphasize. In introducing aluminum ware from house to house, for example, the salesman talks to outdo competition by giving reasons why his ware is superior to substitutes and by playing his listener's desire for cleanliness, convenience and durability against her objection to an extra outlay.
"Where your propositions are diverse, however, you must get a line on the personality of your listener-to-be and range the proposition over against the man, the attractions over against the objections, before you see whether it is sufficient merely to get timely attention, or whether you must talk against competition, give information or stir your listener's unawakened need.
When you have gone thus far, you have a close estimate of the strength of your attractions, you know something of your listener's reasons for resisting you, and you have an idea of the key to his position.

Extracted from "How to Talk Business to Win". Download the complete ebook from SuccessEsource.com for $5 (PDF format).

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How to Talk Business to Win: How to Plan Your Talk

How to Talk Business to Win:
How to Plan Your Talk