Narrator: Persuasion is everywhere in the workplace, in healthcare, in sales, in construction, and even in the arts. There are many reasons and a variety of situations for presenting your point of view at work. In this program you will see how several employees of Pro Video try to persuade their coworkers, supervisors, and customers to change their attitudes or behavior.
[Alan spots Janet walking in the parking lot as he exits his parked car.]Alan: Janet, wait up!
Janet: Alan, hi, I didn’t notice you.
Alan: Oh, that’s what all the women say.
Janet: I don’t believe that. How’s your campaign going for getting computers for the office?
Alan: Not so great. I talked to Sandra yesterday about it. I told her we’re behind the times. I mean everyone uses computers and told her Jim and Terry and I are willing to put in the extra training hours; but she didn’t go for it. She’s going to hire someone else for the office staff instead. That’ll help a little, I guess.
Janet: Well, you want some advice?
Alan: Sure.
Janet: Take it from somebody and sales. You try to appeal to her emotions too much. You might try making a hard factual case for buying those computers.
Alan: You mean like statistics and how those save time, right?
Janet: Maybe call some other offices and see if they have any statistics on productivity.
Alan: I could call some dealers too.
Janet: Good morning, Sandra.
[Janet waves to Sandra while she and Alan go into the company entrance.] [Sandra acknowledges Janet with a wave and goes over to two workers unloading equipment from a pick-up truck.]Sandra: Hi guys, I hear the new studio is going to be finished this week. Is that right.?
Worker 1: We’re on schedule so far.
Sandra: That’s great.
Sandra continues to the company entrance.
[Later in the company call center.]Call center worker: Confirmed for Saturday the 15th at 2:00.
Janet: Here are pro video we offer the best of videotaping services to make sure you record those precious moments. I see. Well, thank you for your time.
[Janet hangs up.]Janet: Okay.
[Janet dials a new number.]Janet: Good morning, Miss Whitney.
Miss Whitney: Yes.
Janet: Hi. My name is Janet Evans with Pro Video Productions, and we’re calling to wish you congratulations on your upcoming wedding.
Miss Whitney: Well, thank you.
Janet: You’re welcome. Here in Pro Video productions, we offer the best of videotape services to make sure you record those precious moments.
Miss Whitney: We’ve already hired a fine photographer, Mr. Allegretti.
Janet: Yes, Mr. Allegretti has an excellent reputation, but today many couples are choosing to go with the still photographer and the video service for their weddings. You’ll have the fun of showing friends and relatives a cassette of your wedding and reception, the walk down the aisle, the vows, cutting the cake, and throwing your bouquet.
Miss Whitney: I don’t know. I’ve never heard of your company. And anyway, I’d have to talk this up with my fiance.
Janet: Of course. But while you’re both thinking, let me send you our brochure with photos from previous weddings we’ve covered.
Miss Whitney: OK.
Janet: Oh, and you might be interested in knowing that two other couples from your area have recently made use of our services for their weddings and were very satisfied with the results. Art and Sheila Albert and Jennifer and Bob Danziger.
Miss Whitney: Jennifer and Bob!
Janet: You know Jennifer? Good. Why don’t you give her a call and ask her about our services?
Miss Whitney: I’ll do that, but I’m still not sure we want to think about an extra expense for the wedding.
Janet: So, let me tell you about our prices which are the lowest in town. For only $425, you’ll receive a full color, full sound, video, and edited version of your wedding and reception, all on high quality videotape.
Miss Whitney: Well, I’ll look forward to seeing your brochure then. And what was your name again?
Janet: Janet Evans, Pro Video Productions, and it’s been a pleasure talking with you. Oh, along with our brochure, I’ll send a copy of our standard contract. If you’re interested, just sign it and return it with the deposit to hold the date you want.
Miss Whitney: OK.
Janet: Good. And just between you and me, don’t wait too long. Our booking dates fill up fast this time of year, and I don’t want you to be disappointed. Do you have any questions?
Miss Whitney: No.
Janet: Thanks again. Goodbye.
Hangs up.
Janet: Janet, you’re fantastic.
[Later in another part of the office.]Alan: Janet, check this.
Janet: Working late tonight?
Alan: I’m taking your advice, putting together some hard facts on office computers for Sandra.
Janet: Huh, this looks good. Sandra is very organized; and she likes detail, so be thorough. Remember, when you’re trying to persuade someone about something, always think about who that person is and what they need and want.
Alan: You’re right, and you should think about getting into telemarketing.
[Later Alan is seen opening the outside door to the new video studio for Worker 2.]Alan: I’ll get it.
Worker 2: Thank you.
Alan: How’s it going down in the mines,
Worker 2: It’s going really well. We’re gonna have a very classy studio when we’re done.
Alan: Great. I can’t wait to see it.
Worker 2: Thank you.
Alan: Bye-bye.
[Worker 2 enters the studio. Worker 1 is drilling some metal.]Worker 2: Hey, Bud.
Worker 1: What?
Worker 2: Turn that thing off.
Worker 1: What is it?
Worker 2: You have something against keeping your eyesight?
Worker 1 stops drilling.
Worker 1: I don’t need you to tell me how to do my job.
Worker 2: Wanna bet.
Worker 1: Let’s just get back to work, okay?
Worker 2: Well, for one thing, not wearing your goggles is against regulations.
Worker 1: Since when do we do everything by the book?
Worker 2: The regulations are here to protect us. Did you read that stuff they passed out. Over 90,000 eye injuries occur each year on on-the-job accidents.
Worker 1: Look, why don’t you mind your own business, and let me take care of myself?
Worker 2: I don’t understand. You’re the one who taught me we’re supposed to look out after each other on the job. The buddy system, remember?
Worker 1: Yeah, well, maybe I did say something like that.
Worker 2: Then there’s the time you’d miss from work if you did have an accident. You’d need workman’s comp, for a while, like maybe even part of your salary, for a while. But then what would you do? You think accidents always happened to the other guy? But that’s OK. It’s your eyesight. It’s just that too bad about that convertible.
Worker 1: What convertible?
Worker 2: The convertible you showed me in a used car lot the other day. The red one with the white interior. It’s pretty loaded, huh? Yeah, that’s too bad.
Worker 1: What’s too bad?
Worker 2: That you may never be able to see it again.
[Worker 1 shrugs his shoulder in concession, returns to the drill to don a pair of safety glasses and turns on the drill with a smile.] [Later Alan is seen at the open door to Sandra’s office.]Alan: I understand you said no about the computer idea. But I felt I hadn’t presented all of the information clearly enough. When you get a minute, maybe we could talk.
Sandra: Right now is fine.
Alan: I put together a few facts here.
Sandra: I’ll say.
Alan: Now here’s a list of things that we’re doing now that could be done more efficiently with computers: billing, inventory, client list.
Sandra: Pull up a chair. Why do you think that computers would be more efficient? What evidence do you have?
Alan: Have I’m glad you asked that. Here are some statistics from companies like ours on the time and money that they’ve saved since installing computers. As you can see, some of the figures are as high as 50 percent.
Sandra: Mm-hmm.
Alan: Then, on this page there’s a software that we need to run these programs and their cost, and I totaled everything up here.
Sandra: It’s expensive, and this doesn’t include training or startup time.
Alan: That’s right. The first year it would cost as much as hiring a new person; but after that, so your costs go down nearly 23%.
Sandra: With hiring a new person, the costs go up every year. Do you have any information on long-range computer expenses such as what it would cost to stay current with hardware and software?
Alan: Here our estimates from two companies for a five-year period.
Sandra: I’ll have to take these home with me over the weekend. We need to look at the dollar outlay compared with productivity gains and savings on personnel.
Alan: Oh, and I almost forgot here two production companies in town that installed office computers this year. They said they’d be happy to talk to us about how it’s helped their business.
Sandra: This has been very informative, Alan. Thanks for the work you’ve put in.
Alan: Oh, just something I put together over my lunch hour.
Sandra: I’ll bet.
Alan: Thanks.
[Worker 1 and Worker 2 exit the company front door.]Worker 1: … you knocked that out.
Worker 2: Hey wait a minute. Want to drive by that used car lot with the convertible to take a test drive.
Worker 1: You read my mind.
[Worker 1 and Worker 2 continue out toward the parking. They are followed out the door by Sandra and then Alan and Janet.]Sandra: See you Monday.
Janet: Have a nice weekend.
Sandra: Thanks to Alan I have a little homework lined up.
Janet: Sounds like things went.
Alan: Well, I can’t believe it. Monday, she said. No; and today she thanked me for my idea.
Janet: Always consult a professional. By the way, there’s a little matter about my fee. How about a deep-dish pizza? You know, I deserve it.
Alan: Are you appealing to my emotions?
Janet: No, your stomach.
Alan: You talked me into it.
© 1988, Kenneth Koziol. All rights reserved.