Prolepsis

Though it might sound like a stomach problem, prolepsis is a rhetorical device that involves anticipating and answering potential objections before they are raised. This preemptive argument helps to strengthen a speaker‘s position by showing foresight and preparedness.

In a persuasive speech about implementing a new policy, a speaker might say, ‘Now, some may argue that this policy could be too costly, but let us look at the long-term savings and benefits it would bring; you’ll see that these far outweigh the initial expenses.’

Labeling objections is a powerful negotiation technique and it works for speeches, too. Those who might object immediately feel listened to and understood.

“You’ve probably heard at least a dozen speakers prattle on about cortisol and oxytocin and various hormones associated with the way we process our circumstances. Today we’ll bypass the brain science and get right down to how stories work in your MIND.”

Did you hear what I just did? I eliminated a potential objection and opened my audience up to exploring something new and different.

“So many speakers treat you as if you’ve never had any sales training at all. Let’s assume that you’re not an amateur and start our conversation at a higher level.”

If your audience is tired of attending mandatory training sessions in which they’re talked down to, a dash of prolepsis will put their concerns to bed and inspire them to pay attention.