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Chapter 21. Persuasive Speeches > Sales Presentations - Pg. 173

Persuasive Speeches 173 In the next two sections, you'll learn how to apply these techniques to two common sales tasks: selling an idea and selling a budget. The following sections explain the direct approach as it applies to selling an idea, and the indirect approach with regard to selling a budget. Then you can apply each technique to your specific needs in each individual case. Up Close and Personal: The Direct Approach The direct approach works best when your audience is receptive to your ideas. This persuasive technique allows you to present all your ideas at once. Here's how. Encores and Exits In other cultures, making a direct sales pitch might backfire. Brazilians, for example, are often offended by a direct solicitation. Even supervisors are expected to suggest instead of request. In India, people often assume that a direct request conceals a more subtle message. Often, people ignore the direct statement and focus on the supposed "subtext." Open your speech with a hook that will catch the audience's attention. In the body, provide a list of reasons why people should act on your idea. Finish with a handle: Tell the audience what to do and why they should do it now. Let's take a look at each part in detail: