The Science of The Sale Sales are sales; however, in today’s marketplace it takes more than talking and presenting. It also takes science. “The Science of the Sale” will provide innovative techniques to enhance everyone’s skills!

1. Tony Dupaquier
Director of The Academy
TonyD@TheAcademyLive.com
Phone: 512-637-3843
Mobile: 512-542-1669
The Science
of the Sale

2. Theory of Sales Relativity
E = MC2
• Albert Einstein in 1905
• Energy = Mass x Speed
of Light, squared
S = CW2
• Sale = Can x Want,
squared
• They need 100% more
desire for your
product, service, or
benefit.

3. The Two Questions
These are the two questions every customer
asks before a purchase is made.
Can I = money Will I = emotion

4. “Can I” vs “Will I”
“Can I” is ability:
How do you know
if the customer
has the ability?
“Will I” is emotion:
Emotion is:
• Desire
• Want
• WIFM

5. Communication
Golden rule of communication
• Match and mirror
Speed
Tone
Vocabulary
Verbal
Volume
Science

6. Communication
Don’t use these:
• Buy
• Sign
• Pay
• Understand
• Thank you
• You’re welcome
Use these:
• Own or enroll
• Ok
• Investment
• Appreciate
• Congratulations
• My pleasure

7. Communication
Non-Verbal
• Crossed arms
• Hands behind back
• Open palms
• Jedi power
The power of the pen

8. Being a Professional
Attire
• Do you look like you are worth
what you are asking them to
spend?
Dress to the audience.

9. Everyone’s Favorite Subject
What is everyone’s favorite subject?
• Themselves  F.O.R.M.
• From
• Occupation
• Recreation
• Message
• Make conversations about them, not
about you.

10. Everyone’s Favorite Subject
In sales, is it our job to
make them drink or just
lead them to water?

11. Creating the Y.E.S.
Three most powerful words in your vocabulary
• You • Earlier • Said

12. Creating the Y.E.S.
• No need to sell
• Justify why they need the product or
service.
• Do they know your product?
• Find out what they know.
• Embrace what they already know.
• Don’t make them start over with you.

13. Determining the Motive
You must ask a question to find the
customer’s motive.
All answers will fall into one of seven
categories:
1. Safety
2. Technology
3. Appearance
4. Convenience
5. Kinetics (performance)
6. Economy
7. Dependability
Justify these with a Y.E.S.

14. Presenting to the Customer
Presenting your product or service
• 3 Ws:
• What it is
• What it does
• What benefit – how it benefits the
customer (S.T.A.C.K.E.D.)
Answer questions and overcome objections.

15. Recap
The Can I and Will I
• Communicate effectively
• Look the part
• F.O.R.M. everyone
• Create the Y.E.S.
• Use the Y.E.S.
• Present with the 3W’s

16. Thank you
TonyD@TheAcademyLive.com
512-542-1669
www.theacademylive.com
www.facebook.com/TheAcademyATX
www.facebook.com/tony3dee
www.linkedin.com/in/tony-dee
F&Iguy@FIUpdate