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SECRET ART OF WAR TO CLOSE EVERY SALE

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Everyone heard of the Art of War military classic written by Sun Tzu. Unknown to many, Sun Bin, the grandson of Sun Tzu, wrote a more powerful book called Secret Art of War. Over 1,500 years it evolved into The 36 Stratagems or 三十六计

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SECRET ART OF WAR TO CLOSE EVERY SALE

  1. 1. ACT SecretSecret Art of WarArt of War toto CloseClose EveryEvery SaleSale
  2. 2. ACT Your Trainer Coach Andy NgYour Trainer Coach Andy Ng • CA with MBACA with MBA • 28 years of experience in finance,28 years of experience in finance, HR, sales, consultancy, trainingHR, sales, consultancy, training and coaching...and coaching... • Former Director of Finance, HR &Former Director of Finance, HR & Admin of Allied Telesis Int’l …Admin of Allied Telesis Int’l … • Since 1996, trained over 81,135Since 1996, trained over 81,135 people in 14 countriespeople in 14 countries • Also partner in a global e-Also partner in a global e- commerce businesscommerce business • Happy Man, Son, Husband & FatherHappy Man, Son, Husband & Father (of 3 happy children)…(of 3 happy children)… www.facebook.com/An
  3. 3. ACT Get Inspired by me 24/7Get Inspired by me 24/7 www.AsiaTrainers.comwww.AsiaTrainers.com www.AndyNgTrainer.blogspot.sgwww.AndyNgTrainer.blogspot.sg www.youtube.com/AndyNgCoach/videoswww.youtube.com/AndyNgCoach/videos www.facebook.com/AndyTheCoachwww.facebook.com/AndyTheCoach www.twitter.com/AndyCoachwww.twitter.com/AndyCoach www.slideshare.net/AndyTheCoach1www.slideshare.net/AndyTheCoach1
  4. 4. ACT 44 Secret Art of War to CloseSecret Art of War to Close EveryEvery SaleSale 1.1. Secret behind The Secret Art ofSecret behind The Secret Art of War: Win Without FightingWar: Win Without Fighting 2.2. Importance of Dao or PurposeImportance of Dao or Purpose 3.3. Art of Deception in The 36Art of Deception in The 36 StratagemsStratagems 4.4. The 6 Situations and theirThe 6 Situations and their StratagemsStratagems 5.5. How to make people Say Yes AllHow to make people Say Yes All the Timethe Time
  5. 5. ACT Time for Action: Hit the TargetTime for Action: Hit the Target
  6. 6. ACT Secret is PerceptionSecret is Perception 1. Perception is Reality 2. To change perception, change your position “It does not matter how good you think your product is. What matters is how they think about You, Your Backing, Your Product, Pricing and their Position Now” Andy Ferrari Norman
  7. 7. ACT 77 Nobody NeedsNobody Needs What We Are SellingWhat We Are Selling For We’re Not SellingFor We’re Not Selling Necessities. Even if we were,Necessities. Even if we were, there are Many Vendorsthere are Many Vendors We are all Selling Ice to theWe are all Selling Ice to the Eskimos …Eskimos …
  8. 8. ACT ObjectionsObjections Is Objection a Rejection? NO is not ‘No Opportunity’ but ‘Need to KNOW more’
  9. 9. ACT Sales Success System in 4Sales Success System in 4 StepsSteps FORM HD Ask Turning Point Question Your Why Feel Felt Found
  10. 10. ACT
  11. 11. ACT How to CloseHow to Close EveryEvery Sale?Sale? 1. What is Closing? Possible to 100% Closing? • Take Money or Earn Money? • Start of Pain for Customers? Or Start of Enjoyable Journey? • Sign up or Take the Next Step? 2. A Destination or a Process? 3. Closing the Sale is the Moment of Truth … • ‘Next please’ ‘I need to rush for another meeting’ ‘You can call the Office’, Laugh loudly 4. Involves Everything from Selling Yourself to Presenting, from Handling Objections to Follow-Up, from FB posts to Whatsapp profile…
  12. 12. ACT If you have done correctly…If you have done correctly… If sale is not closed, need to Follow-Up Go into Details: URL name, Package, Courier or Self Collect
  13. 13. ACT Sales Closing is about … The End of The Beginning
  14. 14. ACT 1.1. ‘‘Already Sold’ ProspectAlready Sold’ Prospect 2.2. Follow-up until closeFollow-up until close 3.3. Convert Unclosed Prospect to ReferrerConvert Unclosed Prospect to Referrer 4.4. Adjust Your OfferAdjust Your Offer 5.5. Offer Written Guarantee that Removes theOffer Written Guarantee that Removes the No. 1 Fear of BuyingNo. 1 Fear of Buying 6.6. Irresistible OfferIrresistible Offer 7.7. Sell on EmotionsSell on Emotions 8.8. Sell on Track RecordSell on Track Record 9.9. Move the Sale ForwardMove the Sale Forward 9 Ways to Close EVERY Sale9 Ways to Close EVERY Sale
  15. 15. ACT Make Your Offer IrresistibleMake Your Offer Irresistible 1.1. Relief (state higherRelief (state higher prices for otherprices for other products or loss ifproducts or loss if don’t have product)don’t have product) 2.2. Pre-empt the PricePre-empt the Price ObjectionObjection 3.3. State in smallestState in smallest termsterms 4.4. Sum Up theSum Up the Component PartsComponent Parts 5.5. Add an Element thatAdd an Element that Cannot be PricedCannot be Priced  Compare yourCompare your product to DIY orproduct to DIY or total Losstotal Loss  Warn them, Not forWarn them, Not for Everyone, TakeawayEveryone, Takeaway  Per user or per dayPer user or per day  Sum > Your PriceSum > Your Price  A Key Benefit thatA Key Benefit that Removes theirRemoves their Frustration (No time,Frustration (No time, no money, no fun)no money, no fun)
  16. 16. ACT Sun Zi’s used ‘Art of War’ to help Wu conquer Chu, a much larger state Sun Bin used 36 Stratagems to help Qi subdue Wei, a much larger & stronger state
  17. 17. ACT Secret Behind the Secret Art of WarSecret Behind the Secret Art of War 1. Up till today, author remains a secret 2. First surfaced 300 years ago, but only officially published in 1961 3. Described events spread over 1,500 years 4. Many said this book contains gems of Chinese wisdom that can solve ALL the world’s problems
  18. 18. ACT 1818 The 36 StratagemsThe 36 Stratagems 6 x 6 = 36 36 x 2 = 72 72 x 5 = 360 • There are many different variations in each of the 36 ways • Opportunities will present themselves in different situations • You can’t plan everything, because a tactic that is known will not work again 三十六计 六六三十六, 数中有术, 术中有数, 阴阳燮理,机在其中,机不可设,设而不中
  19. 19. ACT 1919 36 Stratagems36 Stratagems Stratagems when You’re in ControlStratagems when You’re in Control 1 to 6: Stratagems in Winning Position1 to 6: Stratagems in Winning Position 7 to 12: Stratagems for Confrontation7 to 12: Stratagems for Confrontation 敌战敌战 计计 13 to 18: Stratagems for Attack13 to 18: Stratagems for Attack 攻战攻战 计计 Stratagems when They’re in ControlStratagems when They’re in Control 19 to 24: Stratagems for Confused Situations19 to 24: Stratagems for Confused Situations 混战混战 计计 25 to 30: Stratagems for Gaining Ground25 to 30: Stratagems for Gaining Ground 并战并战 三十六计 胜战计
  20. 20. ACT Why Samsung Galaxy S6 and Note 5Why Samsung Galaxy S6 and Note 5 Sell So MuchSell So Much LessLess than iPhone 6s?than iPhone 6s? Applying the Wrong Stratagem CanApplying the Wrong Stratagem Can Kill Yourself!Kill Yourself!
  21. 21. ACT 2121 三十六计三十六计 19 釜底抽薪 20 浑水摸鱼 21 金蝉脱壳 22 关门捉贼 23 远交近攻 7. 无中生有 8. 暗渡陈仓 9. 隔岸观火 10 笑里藏刀 11 李代桃僵 12 顺手牵羊 1. 瞒天过海 2. 围魏救赵 3. 借刀杀人 4. 以逸待劳 5. 趁火打劫 6. 声东击西 13. 打草惊蛇 14. 借尸还魂 15. 调虎离山 16. 欲擒故纵 17. 抛砖引玉 18. 擒贼擒王 25 偷梁换柱 26 指桑骂槐 27 假痴不癫 28 上屋抽梯 29 树上开花 31. 美人计 32. 空城计 33. 反间计 34. 苦肉计 35. 连环计 36. 走为上 ______________________________________________________________________
  22. 22. ACT 2222 36 Stratagems36 Stratagems 三十六计三十六计 (Translated Andy Ng)(Translated Andy Ng) Stratagems in Winning PositionStratagems in Winning Position 1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target 3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife 4.4. Wait at Ease for the ExhaustedWait at Ease for the Exhausted EnemyEnemy 5.5. Loot a House on FireLoot a House on Fire 6.6. Sound East to Attack WestSound East to Attack West Stratagems for ConfrontationStratagems for Confrontation 1.1. Create Something out of NothingCreate Something out of Nothing 2.2. Advance through a Secret PathAdvance through a Secret Path 3.3. Watch the Fire from AcrossWatch the Fire from Across 4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile 5.5. Sacrifice Small for BigSacrifice Small for Big 6.6. Exploit small things along the WayExploit small things along the Way Stratagems for AttackStratagems for Attack 13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead 15.15. Lure the big guy out of his comfortLure the big guy out of his comfort zonezone 16.16. Let go to recapture laterLet go to recapture later 17.17. Throw out small to Attract BigThrow out small to Attract Big 18.18. Nab the Root of the IssueNab the Root of the Issue Stratagems for Confused SituationsStratagems for Confused Situations 19.19. Remove Key SupportRemove Key Support 20.20. Fish in Troubled WatersFish in Troubled Waters 21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside 22.22. Closed Door AttacksClosed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near 24.24. Seek help from Ally to attack bothSeek help from Ally to attack both Enemy & AllyEnemy & Ally Stratagems for Gaining GroundStratagems for Gaining Ground 25.25. Replace Strong support with WeakReplace Strong support with Weak SupportSupport 26.26. Criticize IndirectlyCriticize Indirectly 27.27. Play DumbPlay Dumb 28.28. Remove Ladder after AscentRemove Ladder after Ascent 29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers 30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations 31.31. Beauty TrapBeauty Trap 32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy) 33.33. Double Agent PloyDouble Agent Ploy 34.34. Self Injury PloySelf Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems 36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best
  23. 23. ACT 2323 Use 36 Stratagems inUse 36 Stratagems in Conjunction with Art of WarConjunction with Art of War 1.1. Win Without FightingWin Without Fighting 2.2. Do not Win at all costDo not Win at all cost 3.3. Only weapon is MindOnly weapon is Mind 4.4. Morality (Purpose) is paramount,Morality (Purpose) is paramount, along with Climate, Ground,along with Climate, Ground, Leadership and Methods)Leadership and Methods) 道 天 地 将 法
  24. 24. ACT Not cheating or deceiving people but…Not cheating or deceiving people but… Adjusting ofAdjusting of PerceptionPerception (Positioning) to(Positioning) to fulfill the Dao (Purpose) to HELP themfulfill the Dao (Purpose) to HELP them Use of Unpredictable and Multiple WaysUse of Unpredictable and Multiple Ways to Generate Surprisesto Generate Surprises • Flexible use of StraightFlexible use of Straight (( 正正 ) and) and • Odd (Odd ( 奇奇 )) waysways Meaning of Deception 计计
  25. 25. ACT 2525 The 36The 36 StratagemsStratagemsStratagems in Winning PositionStratagems in Winning Position 1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target 3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife 4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy 5.5. Loot a House on FireLoot a House on Fire 6.6. Sound East to Attack WestSound East to Attack West Stratagems for ConfrontationStratagems for Confrontation 1.1. Create Something out of NothingCreate Something out of Nothing 2.2. Advance through a Secret PathAdvance through a Secret Path 3.3. Watch the Fire from AcrossWatch the Fire from Across 4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile 5.5. Sacrifice Small for BigSacrifice Small for Big 6.6. Exploit small things along the WayExploit small things along the Way 瞒天过海 围魏救赵 借刀杀人 以逸待劳 趁火打劫 声东击西 无中生有 暗渡陈仓 隔岸观火 笑里藏刀 李代桃僵 顺手牵羊 三十六计
  26. 26. ACT 2626 Stratagems for AttackStratagems for Attack 13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead 15.15. Lure the big guy out of his comfort zoneLure the big guy out of his comfort zone 16.16. Let go to recapture laterLet go to recapture later 17.17. Throw out small to Attract BigThrow out small to Attract Big 18.18. Nab the Root of the IssueNab the Root of the Issue Stratagems for Confused SituationsStratagems for Confused Situations 19.19. Remove Key SupportRemove Key Support 20.20. Fish in Troubled WatersFish in Troubled Waters 21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside 22.22. Closed Door AttacksClosed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near 24.24. Seek help from Ally to attack both Enemy &Seek help from Ally to attack both Enemy & AllyAlly The 36 StratagemsThe 36 Stratagems 打草惊蛇 借尸还魂 调虎离山 欲擒故纵 抛砖引玉 擒贼擒首 釜底抽薪 混水摸鱼 金蝉脱壳 关门捉贼 远交近攻 假道伐虢
  27. 27. ACT 2727 The 36The 36 StratagemsStratagems Stratagems for Gaining GroundStratagems for Gaining Ground 25.25. Replace Strong support with WeakReplace Strong support with Weak SupportSupport 26.26. Criticize IndirectlyCriticize Indirectly 27.27. Play DumbPlay Dumb 28.28. Remove Ladder after AscentRemove Ladder after Ascent 29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers 30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations 31.31. Beauty TrapBeauty Trap 32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy) 33.33. Double Agent PloyDouble Agent Ploy 34.34. Self Injury PloySelf Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems 偷梁换柱 指桑骂槐 假痴不癫 上屋抽梯 树上开花 反客为主 美人计 空城计 反间计 苦肉计 连环计 走为上
  28. 28. ACT 2828 Stratagems in WinningStratagems in Winning PositionPosition 1.1. Openly Deceive under camouflageOpenly Deceive under camouflage 2.2. Attack another target to Save Your TargetAttack another target to Save Your Target 3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife 4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy 5.5. Loot a House on FireLoot a House on Fire 6.6. Sound in the East and Attack in the WestSound in the East and Attack in the West 瞒天过海1.1. Openly Deceive under camouflageOpenly Deceive under camouflage 2.2. Attack another target to Save Your TargetAttack another target to Save Your Target 3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife 4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy 5.5. Loot a House on FireLoot a House on Fire 6.6. Sound in the EastSound in the East 围魏救赵 借刀杀人 以逸待劳 趁火打劫 声东击西 Salespeople are in winning position when: • Market is bad, people are uncertain • Customer need you more than you need them • Customer heard of You favorably before • Someone Edify You
  29. 29. ACT F Riverfront Hotel xx Waterfront Hotel
  30. 30. ACT 3030 1. Openly Deceive Under1. Openly Deceive Under CamouflageCamouflage 1.1. Change perception of MLM by focusing on E-Change perception of MLM by focusing on E- Commerce, Personal Development and ProductsCommerce, Personal Development and Products 2.2. ‘‘Due to overwhelming response, we extend our sale’Due to overwhelming response, we extend our sale’ 3.3. ‘‘I Happen to pass by your place’ visit or ‘Sorry I touchI Happen to pass by your place’ visit or ‘Sorry I touch the wrong key and called you accidently’the wrong key and called you accidently’ 4.4. Share your experience and your story to changeShare your experience and your story to change people of a previous personal bad experiencepeople of a previous personal bad experience 5.5. Opposite: Totally open and transparentOpposite: Totally open and transparent 瞒天过海 Do NOT Mislead or Cheat People
  31. 31. ACT Use of Negative LanguageUse of Negative Language 1.1. I’m not going to say that you must have yourI’m not going to say that you must have your own dream, because that is so standardown dream, because that is so standard 2.2. It’s OK not to come for this Wednesday’sIt’s OK not to come for this Wednesday’s training if you are not free. You just need totraining if you are not free. You just need to know what to do when people want to sign upknow what to do when people want to sign up under youunder you 3.3. It’s not important that you decide today.It’s not important that you decide today. What’s important is you decide rightWhat’s important is you decide right 4.4. If you can see the benefits of workingIf you can see the benefits of working together, I’m going to ask you to join the teamtogether, I’m going to ask you to join the team now, does that seem fair enough?now, does that seem fair enough? 5.5. I’m just calling to see when NOW is a goodI’m just calling to see when NOW is a good time for us to catch uptime for us to catch up
  32. 32. ACT 3232 2. Attack another Target to Save Your2. Attack another Target to Save Your TargetTarget 1.1. When people criticize your co’s product, do notWhen people criticize your co’s product, do not defend. Admit it and promote other productsdefend. Admit it and promote other products 2.2. Do not ask people ‘Do you have dreams?’ InsteadDo not ask people ‘Do you have dreams?’ Instead ask what people they admire mostask what people they admire most 3.3. Ask your prospect ‘Who do you know that I canAsk your prospect ‘Who do you know that I can approach to join this business?’approach to join this business?’ 围魏救赵Indirect but permanent solution to your problem Do not fight directly as it will drain your resources. Instead, fight where the enemy is weak
  33. 33. ACT 3333 3. Kill with a Borrowed3. Kill with a Borrowed KnifeKnife 1.1. You as the Bridge (B), use A (Advisor) to sell to CYou as the Bridge (B), use A (Advisor) to sell to C (Customer)(Customer) 2.2. Third party independent videos and report on yourThird party independent videos and report on your productproduct 3.3. Use the customer’s objection to kill his ownUse the customer’s objection to kill his own objectionobjection 4.4. Ask your clients or friends to refer clients to youAsk your clients or friends to refer clients to you 5.5. When presenting to a couple (or partners), useWhen presenting to a couple (or partners), use one of them to influence the otherone of them to influence the other 6.6. Power of ‘Not Important’ and ‘Don’t’Power of ‘Not Important’ and ‘Don’t’ 借刀杀人 Because people never reject a ‘Borrowed Knife’
  34. 34. ACT Leverage: Ever More with Ever LessLeverage: Ever More with Ever Less 41
  35. 35. ACT Power of The DreamPower of The Dream 42
  36. 36. ACT Because people never argue with themselves (even if they think that they’re wrong, they will stay put to save face) Perfect Words and Phrases for SalesPerfect Words and Phrases for Sales “As you said, you wanted to earn instant cash flow from your business. Jeunesse Global offers You a global platform to reach out to a global market without cash outlay. You’ll receive cash profits every Thursday from 6 streams of income” 43
  37. 37. ACT 3737 Handling Objections with EASEHandling Objections with EASE 1.1. EmpathizeEmpathize (Feel Felt Found)(Feel Felt Found) 2.2. Ask QuestionsAsk Questions to:to: • ClarifyClarify • QuantifyQuantify • Identify the Reason behind the reasonIdentify the Reason behind the reason 3.3. SolutionSolution - Present Objection as a Reason- Present Objection as a Reason to Go Aheadto Go Ahead 4.4. ExciteExcite them about the Rewards of Goingthem about the Rewards of Going AheadAhead Empathize – Ask Qn – Solution - Excite
  38. 38. ACT 3838 Stratagems in ConfrontationStratagems in Confrontation 7.7. Create something out of nothingCreate something out of nothing 8.8. Advance through a secret pathAdvance through a secret path 9.9. Watch the fire from AcrossWatch the fire from Across 10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile 11.11. Sacrifice small for BigSacrifice small for Big 12.12. Exploit Small things along the wayExploit Small things along the way 无中生有 暗渡陈仓 隔岸观火 笑里藏刀 李代桃僵 顺手牵羊
  39. 39. ACT Google! Hide a Dagger in Its SimileGoogle! Hide a Dagger in Its Simile And Swiftly Replaced Yahoo!And Swiftly Replaced Yahoo! As the World’s No. 1 Search Engine in 2000As the World’s No. 1 Search Engine in 2000
  40. 40. ACT 4040 10. Hide a Dagger in your Smile10. Hide a Dagger in your Smile 1.1. Be super nice to themBe super nice to them to make a killingto make a killing 2.2. Agree with their objections smilingly (Feel FeltAgree with their objections smilingly (Feel Felt Found)Found) 3.3. Smile and ask questions that draw out theirSmile and ask questions that draw out their biggest painbiggest pain 4.4. Smile first before asking for the saleSmile first before asking for the sale 5.5. Praise first then criticizePraise first then criticize 笑里藏刀 Always propose non-threatening solutions
  41. 41. ACT 4141 18. Nab the Root of the Issue18. Nab the Root of the Issue 1.1. Tackle cause of salespeople not performing: lackTackle cause of salespeople not performing: lack of belief in themselves and the systemof belief in themselves and the system 2.2. Identify Key reason for objection and remove itIdentify Key reason for objection and remove it with Guaranteeswith Guarantees 3.3. Improve sales closing ratio by improving yourImprove sales closing ratio by improving your quality of prospectsquality of prospects 4.4. Root of all customers’ objections is uncertainty,Root of all customers’ objections is uncertainty, so just give them certainty and you’ll win easilyso just give them certainty and you’ll win easily 擒贼擒首
  42. 42. ACT 4242 26. Criticize Indirectly26. Criticize Indirectly 1.1. Give client 3 choices and praise the cheaper oneGive client 3 choices and praise the cheaper one for giving value for money in the short termfor giving value for money in the short term 2.2. Negotiate for better deal by provoking themNegotiate for better deal by provoking them 3.3. Say “Isn’t that interesting” if you want to criticizeSay “Isn’t that interesting” if you want to criticize politelypolitely 4.4. BMW salesmanBMW salesman 指桑骂槐
  43. 43. ACT 4343 27. Play Dumb27. Play Dumb 1.1. Ask Questions no matter whatAsk Questions no matter what 2.2. When customer ask you question, answer withWhen customer ask you question, answer with questionquestion 3.3. ‘‘Manager’ corrects salesperson’s mistakeManager’ corrects salesperson’s mistake 4.4. In sales follow-up, pretend no stock when prospect hasIn sales follow-up, pretend no stock when prospect has not orderednot ordered 假痴不癫 They never know your true colors and will be caught by surprise 30. Turn from Guest to Host30. Turn from Guest to Host 反客为主 1.1. Ask Questions when being questionedAsk Questions when being questioned 2.2. Make your customers ownersMake your customers owners 3.3. Instead of counter offering, come up with total new offerInstead of counter offering, come up with total new offer 4.4. Hold Road shows instead of waiting for clients to comeHold Road shows instead of waiting for clients to come 5.5. Preempt prospect’s objectionPreempt prospect’s objection 6.6. Throw in an Irresistible Offer if you think they may objectThrow in an Irresistible Offer if you think they may object
  44. 44. ACT 4444 Stratagems for DesperateStratagems for Desperate SituationsSituations 31.31. Beauty TrapBeauty Trap 32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy) 33.33. Double Agent PloyDouble Agent Ploy 34.34. Self Injury PloySelf Injury Ploy 35.35. A Series of Inter-connected PloysA Series of Inter-connected Ploys 36.36. If All Else Fails, Escape is the BestIf All Else Fails, Escape is the Best 美人计 空城计 反间计 苦肉计 连环计 走为上 1.1. Show prospects your ‘marked’ scheduleShow prospects your ‘marked’ schedule 2.2. Smile when prospect reject your offer (to get 2Smile when prospect reject your offer (to get 2ndnd chance)chance) 3.3. Fake it until you make it!Fake it until you make it! 4.4. Say yes when you don’t have solution (yet)Say yes when you don’t have solution (yet)
  45. 45. ACT 4545 36 Stratagems36 Stratagems 三十六计三十六计 (Translated Andy Ng)(Translated Andy Ng) Stratagems in Winning PositionStratagems in Winning Position 1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target 3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife 4.4. Wait at Ease for the ExhaustedWait at Ease for the Exhausted EnemyEnemy 5.5. Loot a House on FireLoot a House on Fire 6.6. Sound East to Attack WestSound East to Attack West Stratagems for ConfrontationStratagems for Confrontation 1.1. Create Something out of NothingCreate Something out of Nothing 2.2. Advance through a Secret PathAdvance through a Secret Path 3.3. Watch the Fire from AcrossWatch the Fire from Across 4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile 5.5. Sacrifice Small for BigSacrifice Small for Big 6.6. Exploit small things along the WayExploit small things along the Way Stratagems for AttackStratagems for Attack 13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead 15.15. Lure the big guy out of his comfortLure the big guy out of his comfort zonezone 16.16. Let go to recapture laterLet go to recapture later 17.17. Throw out small to Attract BigThrow out small to Attract Big 18.18. Nab the Root of the IssueNab the Root of the Issue Stratagems for Confused SituationsStratagems for Confused Situations 19.19. Remove Key SupportRemove Key Support 20.20. Fish in Troubled WatersFish in Troubled Waters 21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside 22.22. Closed Door AttacksClosed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near 24.24. Seek help from Ally to attack bothSeek help from Ally to attack both Enemy & AllyEnemy & Ally Stratagems for Gaining GroundStratagems for Gaining Ground 25.25. Replace Strong support with WeakReplace Strong support with Weak SupportSupport 26.26. Criticize IndirectlyCriticize Indirectly 27.27. Play DumbPlay Dumb 28.28. Remove Ladder after AscentRemove Ladder after Ascent 29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers 30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations 31.31. Beauty TrapBeauty Trap 32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy) 33.33. Double Agent PloyDouble Agent Ploy 34.34. Self Injury PloySelf Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems 36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best
  46. 46. ACT 4646 三十六计三十六计 19 釜底抽薪 20 浑水摸鱼 21 金蝉脱壳 22 关门捉贼 23 远交近攻 7. 无中生有 8. 暗渡陈仓 9. 隔岸观火 10 笑里藏刀 11 李代桃僵 12 顺手牵羊 1. 瞒天过海 2. 围魏救赵 3. 借刀杀人 4. 以逸待劳 5. 趁火打劫 6. 声东击西 13. 打草惊蛇 14. 借尸还魂 15. 调虎离山 16. 欲擒故纵 17. 抛砖引玉 18. 擒贼擒王 25 偷梁换柱 26 指桑骂槐 27 假痴不癫 28 上屋抽梯 29 树上开花 31. 美人计 32. 空城计 33. 反间计 34. 苦肉计 35. 连环计 36. 走为上 ______________________________________________________________________
  47. 47. ACT 4747 Secret Art of War to CloseSecret Art of War to Close EveryEvery SaleSale 1.1. Secret behind The Secret Art ofSecret behind The Secret Art of War: Win Without FightingWar: Win Without Fighting 2.2. Importance of Dao or PurposeImportance of Dao or Purpose 3.3. Art of Deception in The 36Art of Deception in The 36 StratagemsStratagems 4.4. The 6 Situations and theirThe 6 Situations and their StratagemsStratagems 5.5. How to make people Say Yes AllHow to make people Say Yes All the Timethe Time
  48. 48. ACT 6 Ways to Ask Yes6 Ways to Ask Yes QuestionsQuestions 1.1. Convert your Statement into Question byConvert your Statement into Question by adding ‘nt’ or ‘ok?’ at end of statementadding ‘nt’ or ‘ok?’ at end of statement 2.2. Give people ‘2 choices’Give people ‘2 choices’ 3.3. Give people 3 choices, and put the answerGive people 3 choices, and put the answer you want in the middleyou want in the middle 4.4. Ask Double Negative QuestionAsk Double Negative Question 5.5. Ask them to rate your proposal from aAsk them to rate your proposal from a scale of 1 to 10, with 1 being ok and 10scale of 1 to 10, with 1 being ok and 10 being perfectbeing perfect 6.6. Throw back their question with a YesThrow back their question with a Yes QuestionQuestion
  49. 49. ACT The Ultimate in Art of WarThe Ultimate in Art of War Victory is The Only OptionVictory is The Only Option Entire Nation = Whole Body, Mind, Heart &Entire Nation = Whole Body, Mind, Heart & SpiritSpirit 全 上,破 次之 全 上,破 次之 全旅 上,破旅次國為 國 ﹔ 軍為 軍 ﹔ 為 之 全卒 上,破卒次之 全伍 上,破伍次之﹔ 為 ﹔ 為 是故百 百 ,非善之善也 不 而屈人之兵,善之善者也。戰 勝 ﹔ 戰 63
  50. 50. ACT The Power of Your DreamThe Power of Your Dream We will Get There! 64
  51. 51. ACT Your Single Very Important PointYour Single Very Important Point 36 Stratagems for Sales is about36 Stratagems for Sales is about Deception with Dao that CreatesDeception with Dao that Creates Win-Win for All …Win-Win for All … 65
  52. 52. ACT SecretSecret Art of WarArt of War toto CloseClose EveryEvery SaleSale

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