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1. Introduction to Sales…
…Learn Today - Implement Tomorrow!

2. Who the f*** are you?
• Privately owned company
• 30+ Years of Sales Experience in the
field
•Another 30 + Years of building & running
Teams

4. Introduction to Becoming a
Superstar Sales Man or
Woman

5. Passion
• Must have belief in yourself, the product and the
company!
• Delivery- How you communicate, emphasize key
points and have energy and enthusiasm will
transmit itself to your client/customer- If you
don’t care why should they?
• Remember the way you hold yourself, your tone,
body language with transmit passion and
confidence.

6. Control
• Control is a key area in any Sales environment.
Controlling the appointment will mean you can
decide the direction, agenda and tone of the
whole conversation!
• Control means controlling conversation,
controlling the room/office, controlling your
delivery and pace. For example if you don’t have
both decision makers as a married how can they
make a decision to buy?
• If you lose Control you won’t sell!

7. Closing
• Closing means you’ve got your Yes! It means
you’re getting the business and they want to
proceed.
• Closing means you’ve ask the right questions
and followed up with a soft or hard closes
depending where you in the sales process.
Basically building up ‘Yes’ throughout, closing off
features and benefits, but also objections!
• ‘if I can do that Mr client is something you’ll be
happy with’
• Ask for the business!

8. Listening
• A Must!!!
• If you do all the talking you can't find out the
right information the sell. The answers to your
questions will give you an insight into their
interest, objections, hot buttons, attitude, areas
of doubts, history, Why they need it and buying
signals! You have a greater chance of selling if
you understand them by listening!
• A Must!!

9. Fact Finding
Very underrated but absolutely crucial to any
sale!
• Dependant on the nature of the product the
questions you ask help you to understand them.
You can ask both direct closed questions to get
either a simple ‘Yes’ or ‘No’ or an open question
which gets them talking ‘tell me about…’ or ‘how
does this work’
• The Answers to these questions will give you the
ammunition to apply features and benefits to
their life. Provides stronger reasons to buy and
insights into behaviour patterns.

10. Pull Selling
• This can help you keep control if needed.
• Be Brave- gives you a little test closes as well
• ‘Don’t know if we can do this- but if we can is
this something you would be happy with?’
• ‘If you qualify- I don’t know at this stage?’
• If delivered in the right way it can help you keep
Control, Close and create Urgency!

11. Urgency
• Creating Urgency creates a reason the
buy, and it creates a reason to act!
• Urgency can be tailored to whatever sales
process you like- for example using a
deadline.
• Delivering a subtle theme of urgency
throughout will make your conversion go
through the roof!

12. Stories
• Stories are a very powerful way of delivering any points
you want to deliver or and objections you want to handle.
• Its also means you can deliver important points across
multi layers through a third party.
• Third Party stories emphasise the benefits and features
and make them real.
• It can also create quite emotive responses and
associations.
• You can also incorporate objection handling, reasons to
buy, competition and wrap them all up in a testimonial or
even a referral!

13. Ownership
• You have a better chance of selling if you
create the need and the client owns the
problem!
• This can be hurting them for example with
‘what ifs’ and ‘what will they do?’
• Being responsible for the problem. If they
own the problem they will want a solution!
• Delivered in the right way it can
emphasise huge urgency and closing

14. Discipline
• A core part of what you do everyday! Discipline
creates sales and will increase your income.
• For Example- so it's been a long day, you may
have had 3 appts in the day, one didn’t sell, one
didn’t turn up and this last appt is the only
opportunity to make a sale and earn you your
money!! This is where you need discipline!
• Be sharp, get organised, get the mindset, follow
the structure that sells, make sure you cover all
areas, don’t be lazy, don’t leave anything to
chance – This is your sale of the day!

15. Grab a FREE training course
http://snip.ly/0qe5s