"But what is wrong with the store I and my ancestors have
Giving a Talk been using for centuries?"

 "What is wrong with using ash to preserve the stored
 maize?"
 The experienced and successful persuaders think about what
 alternative solutions could be raised and build their answers into
 their presentation.

 "Demonstrate that any likely criticisms of the proposed
 solution are either invalid or are outweighed by the
 advantages"
 This is the most difficult but also the most essential stage in the
 persuasion process. It is where you explore any doubts there might
 be about the solution you are putting forward. For if your members
 of your audience go away with doubts in their minds, you certainly
 haven't persuaded them. Your task is to show that certain possible
 criticisms have no weight. For example, someone might be con-
 cerned that the more open-weave structures you are recommend-
 ing would let in the rain and cause moulds. You could counter this
 by talking about the screening effect of the overhanging roof-and
 point out that any maize in the lower part of the store would quickly
 dry out again because of the ease with which the wind blows
 through.
 Sometimes a criticism has to be admitted as a valid one and
 therefore a disadvantage of your solution. Here, your task is to
 show that this disadvantage is outweighed by the advantages. For
 example, the expense of constructing a crib or adapting a tradi-
 tional basket is a disadvantage that needs to be taken up. You can
 point to the very small cost of raising and rat-proofing a basket,
 when the necessary materials can be found around a typical
 compound. Also, you could point out the financial savings to be
 made, with either construction, that will over a period well outstrip
 any initial outlay.

 "Restate the proposed solution"
 The final stage-the most emphatic moment-is when you restate
 your main points and drive home the key advantages.
 Also, given the occasion for our illustration-an introductory talk
 at a baraza-you could go on to explain how the farmers would be
 welcome to attend the forthcoming field demonstrations, so that
 they could see in more detail the structures that are being recom-
 mended.


Chapter 7