She could probably improve her method by adding some stuff from Gagne's Nine Steps of Instruction[0] Most of what she's doing I would say is not so much sales

She could probably improve her method by adding some stuff from Gagne's Nine Steps of Instruction[0] Most of what she's doing I would say is not so much sales stuff, but hitting on important educational theory. For example: She starts with the idea of getting them interested in the topic, by choosing something they've encountered, and then telling an amusing anecdote. (That would be Gagne's step 1 and 2) She then goes on to presenting the new info, but it would be stronger if she did Gagne's step 3 - Ask for prior knowledge. That really cements the audience's trust in you and the topic when some co-participants share their similar amusing anecdotes. I have done this even in large conference settings, and I have always found at least one person brave enough to share their experiences... Add in a few more of the steps and you really do get effective learning. [0] https://en.wikipedia.org/wiki/Robert_M._Gagn%C3%A9#Nine_steps_of_instruction https://en.wikipedia.org/wiki/Robert_M._Gagn%C3%A9#Nine_step...