Care for Youth

Project #5: Persuasive Leader

Manual: AC - Persuasive Speaking
Mar 23, 2009

What youth issues are you aware of?

• Shootings
• Sexual abuse
• Drug abuse
• Depression: Suicide is the 3rd leading case of death in youths
• Gang violence: Statistics shows that one in 3 youth is involved in bullying

and many more . . .

In 2005 to 06, 78% of schools experienced one or more violent incidents of crime. Fellow Toastmasters, youths are the pillars of our future. But, how many of us have done something to address these?

[If hands up?] Fantastic …

How about the rest of us, including myself? It’s sad that we didn’t take action and I really feel guilty about it. If you are like me, looking for an opportunity change the life of a youth, here is a great opportunity to make that difference we are longing for. Yes, International Association for Human Values, known as IAHV, is organizing Yogathon this May at Baylands park in Sunnyvale.

Yogathon is a fund raising event to support the youths in bay area schools. Runners run together for marathons; musicians band together for benefit concerts; In Yogathon, yoga enthusiasts stretch out to support stress-free and violence-free schools for our youth. Funds raised through this event will be utilized to organize Youth Empowerment Seminar (YES) in schools.

YES is a fun and challenging seminar that provides youth with a comprehensive toolbox to manage their emotions and stress. This program broadens youth’s vision of the world and provides practical knowledge and skills needed to realize their highest potential. Independent research has also shown that the processes learned on YES reduce anger, violence and depression as well as improve focus, clarity of mind and concentration.

Let me share a true story of a person, whom I met couple of years back. His name is David. David was born in California, but for some reason migrated to a different place within U.S. during his early school days. After few years, he, along with his family, returned back to California to continue his high school. However, his old friends ignored him. In order to gain acceptance, he started taking drugs and got addicted to it. Despite being one of the bright kids, he failed miserably in the school. This drove his life in a wrong direction, until one of his family members introduced him to a YES-like program. After the program he completely stopped taking drugs and his vision about life changed.

Fortunately, David had a loving family and with their help he was able to get a meaningful life. Now, he is teaching YES programs in high schools. But, there are countless numbers of kids who are not lucky like David and don’t even have a caring friend or family. Folks, it is our duty to take some action to lit their soul. Yogathon is one such avenue where we can make the difference.

You may ask, what’s in it for me? First and foremost, serving others gives the greatest life satisfaction than anything else. Next, Yogathon is designed for all sorts of people from beginners to seasoned yogis. Beginner can learn Yoga through many free workshops and it keeps your body flexible, active, healthy and fit. Best thing I like about Yoga is, whether it is raining or shining, I can practice it within home without any equipment. On the other hand, Yogathon challenges a seasoned yogi to complete at least 54 rounds of “Sun Salutation” in one hour. Yogathon has other family & kids-friendly events as well. You can learn more about Yogathon at yogathan.iahv.org.

Now that you have learned that Yogathon not only helps youth, but also you, I encourage you to register today and take a pledge to raise funds from your family and friends to support youth. Personally, I have pledged to support 10 youths by raising one thousand dollars. Through generous donations of few of my friends and family, I have already raised 20% of it. So, for some reason, you are unable to register as a Yogathoner, I hope you can at least support the cause and help me to meet and exceed my fund raising goal. In that case, please use my full name “Sudhagar Chinnaswamy” under “Pledge for a Yogathoner” and donate generously. Lets strive hard and hope for a peaceful and stress-free tomorrow.

"Can we care for the youth?"

--
Copy of this presentation can be found here.

Step up Toastmasters

Project #3: The Winning Proposal

Manual: AC - Persuasive Speaking

Jan 23, 2009

[I gave this speech after a long break from "speaking" at Toastmasters due to other roles and responsibilities.]

It’s Friday evening … 5.30pm … our kith and kin are either getting ready to party or jumping with joy for a deserved weekend. But, we have decided to spend this time at Toastmasters. Why are we here?

… to improve our communication skills – Good

… to enhance our listening skills – Excellent

… to hone our leadership skills – Fantastic.

Toastmasters help us to improve our communication, listening and leadership skills. Has this Toastmaster’s club helped to achieve these? Absolutely. But, have we realized that we need to take our club to the next level. In fact, I would state that like many banks, our club is in a crisis. Fellow toastmasters this mother, who nurtures our skills, is in need of our support.

You may be surprised or even shocked to hear that. However, the facts are that our club membership is declining and we are unable to convert majority of our guests into regular members in the recent past. The good news is that we do not need the government to bail us out. We can turn around this club. Yes! We can, but we need to step up and act now.

Today, I appeal before you on two simple, yet critical things that have profound effect on our club. First, Punctuality. Fellow Toastmasters, starting and ending our meeting on time exhibits our discipline and commitment to self-development. To begin the meeting on time, we must show up not at 6.10, but at least 10 minutes earlier.

How early do we go to airport? 1 hour for domestic flight and at least 3 hours for an international flight. If we can go hours early to catch a flight, then we can come few minutes early for Toastmasters meeting, where we improve our skills. Along the same line, imagine how frustrated and disgruntled we are if the boarded flight is delayed due to one or two passengers? Similar frustration prevails in almost all occasions where some activity is delayed. So, we must avoid delays and start our meeting on time.

Second one is responsibility. It is essential to understand our roles and responsibilities in the meeting. Remember friends this is a forum where we learn from each other and grow; the good gets better and better gets even better. Hence, we must strive our best to fulfill the roles. In addition, we should support other members to perform their duties to the best of their abilities.

Let me give an example. Imagine that you delivered a manual speech that focuses on vocal variety and eagerly looking for your evaluation. Your evaluator shows up and provides feedback about other aspects such as speech organization, preparation, and visual aids, but keeps mum about vocal variety. Now, how good is that evaluation? Do you love that? No way. Well, this is an exaggerated example. However, I wanted to stress upon the point that actions of a person, who doesn’t understand his/her role is worthless. Be an “Ah counter” or “Toastmaster” role, we must understand our meeting assignments and come prepared. I also recommend you to read “A Toastmaster’s promise” one more time and commit to that.

As citizens shape the destiny of the nation, members shape the destiny of the club. The names engraved on the trophy and the vibrant ribbons on the banner speak volumes about the members and our club performance in the past. If they could do it, then I am confident that we can. But, if we don’t act now, then the quality of our meetings will deteriorate. Making or breaking this club is in our hands. Everyone should step up to make this club stronger than ever. Folks, these two traits – punctuality and responsibility – not only help this club become better, but also take us higher in the success ladder. Can we all make a commitment to that now?

--

Copy of this presentation can be found here.

Cold call

Project #2: Conquering the Cold Call

Manual: AC - Persuasive Speaking

Feb 22, 2008

Mr. Toastmaster, Fellow Toastmasters and welcomed guests. On the earnings day, C-level executive of your company announces that the company failed to meet its sales target for the 4th consecutive quarter. Wall Street reacts negatively to this news and your shares plummet. If you are in non-sales organization, you often wonder what is the problem with sales team? Why do they miss their targets? Well, selling expensive products takes lot of effort and time. Typically buyers are wary. In case of expensive products, the stakes are so high that they tend to be more cautious. Moreover, more than one person is involved in making the purchase decision. Sales people use a technique called “cold calling” to break this barrier and get a lead.

What is a cold call? Cold call is a process where sellers seek buyers typically over telephone. It is challenging because sellers try to change buyers to accept a new product/service. To add to it, buyers often think they do not have any need. Let me explain this with a short story. Few days back I went for a team dinner at a prominent restaurant. The project manager began ordering wines for the team. The waiter observed the order pattern for first few rounds. As time passed by, the order frequency declined. Now, the waiter sought the manager with a new bottle and asked “Sir! Would you like to try Red Zinfandel?” The manager accepted and this repeated for few times. I thought wine was inexpensive, but the total damage on that day was 1300 bucks. If he hadn’t made that cold call then he would have lost the sales and his commission (gratuity).

Now, lets see the three steps in cold call sales.

Research
First, invest in research. You got to be an expert in your domain. Research about the business, trends, your prospects and your competitors. With this information you will be able to help your buyer to improve their product effectively and economically. If you make their jobs easy, they will support you and make your job easier.

Script
Second, script your conversation. Do not open your conversation with questions such as “Is it a good time to talk?” or “How are you doing today?” Questioning is a powerful tool used in sales. Exercise caution during the questioning process. Ask questions that enable you to understand better your buyer’s situation. Avoid manipulative and/or defensive questions. Make your buyer comfortable and do not put him/her on the spot.

Review/Retreat
At the end of your conversation, review the next steps or action items. If the prospect still has any objections or concerns, pose more open-ended questions to understand their hidden problem and address it. If your buyer has a legitimate objection, then recognize it and make a friendly retreat.

Role Play
To illustrate the “cold call” sales, Ravinder and I are going to enact a short scenario. Ravinder is the manager in charge for full-size cars division at “Unique rentals” and I am the salesperson from Toyota Corporation.

[Address any concerns/objections. Review next steps.]

Conclusion
[Through series of questions understand the buyer’s situation – encourage buyer to discover that change is necessary – How does your product or service benefit the buyer – Review the action item – Address concerns, if any.]

“Always put the customer first.” To be a successful salesperson, always consider buyer as your priority and your job is to serve the buyer.

--
Copy of this presentation can be found here.

How to sell it?

Project #1: The Effective Salesperson

Manual: Advanced Communicator (AC) - Persuasive Speaking

Feb 01, 2008

Fellow Toastmasters and dear guests, imagine that – It’s your first day as a salesperson at a popular toy store. Your boss’ secretary comes and congratulates you for being the 25th person for that position. Wait a sec, 25th person. Are you kidding me? She says “No” and adds that Boss has your probationary assignment ready and will meet you shortly. Now, you get very anxious and start to stare at the door. Your boss, 6 ft 2 inches tall, a stout retired army general with petrifying eyes & smoking cigar in his mouth marches into your office and says, “Welcome aboard Alex! Your first assignment is to sell 2-dozen toys in a week. Either you sell it or walk out. By the way, 3 dozen will be awesome.” Other than few advertisements you have heard or seen you do not have any clue about selling a product. But, this is the job you dreamt for years and you cannot let go at any cost. Now, you begin to wonder, “How do I sell it?” Folks, I am going to present you the persuasive sales process that you can use at such situations.

Identify Buyer’s Needs

“One of the best ways to persuade others is with your ears - by listening to them.” First, gather information about your buyer’s needs and goals by asking questions. Do not overwhelm your buyer with annoying questions. Avoid questions with one-word responses. Ask questions that require longer responses and enable you understand buyer’s present situation and his/her needs and wants.

Introduce the Product

Second, once you understood the buyer’s situation, introduce your product or service. Point out the features of the products and more importantly, how that benefits the buyer and meets his/her needs. Remember the sale is important to you. But, integrity is more important than the sale. Do not hide or mask information and lose his/her trust.

Obtain Commitment

Finally, obtain commitment from your buyer. Look for signals from your buyer. It could be either a smile or nod or a statement such as “This sounds great” from the buyer. Some salespeople are reluctant to ask for commitment and guess what? They lose a sale. Remember, if you do not ask, then the answer is a sure “No.”

Role Play

To illustrate the above-mentioned sales process, Saro and I are going to enact a short scenario. Saro is a prospective buyer of a mobile phone and he walks into the Blackberry Retail store, where I work as a salesperson.

[Ask for any questions/concerns he has such as “Do you have any further questions or concerns Sir? Would like to buy this model? Assure that Saro made a right choice and will not regret it.]

Conclusion

[Get connected with the buyer – Through series of questions understand and funnel down the needs of the buyer – Introduced the product (BB Pearl or Curve) – Obtained commitment. Ask audience as to what I could have done to make it better or effective?]

--

Copy of this presentation can be found here.