Top 10 sales presentation (1)

Top 10 Sales Secrets
EVERYDAY DEVELOPMENT L.L.C

Module One: Getting
Started
“Sales” is much more than providing the
customer with the goods, in exchange for
money.
What makes a good sales person?
The difference
between try and
triumph is just a
little umph! –
Marvin Phillips

Workshop Objectives
Develop
positive traits
Sell with
authority
Cultivate and
close the deal

Module Two: Effective Traits
We all avoid the pushy salesperson.
The one that follows you around the
store, asking a million questions.
There are many traits in a sales
representative that we all avoid.
Being that salesperson that a
customer wants to see, and wants to
talk to takes a little bit of practice.
“Timid salesman
have skinny
kids.”
Zig Ziglar

Assertiveness
Assertive Aggressive

Emotional Intelligence
Emotions: Yours & Theirs

Solve Problems
Customer’s problem
Solutions
Selection

Close
Gentle push to the finish
Suggestion
Close the sale

Case Study
Bob and Toni attend a beginning sales workshop.
Be assertive, not aggressive.
Develop emotional intelligence.
Be your customer’s problem solver.

Module Two: Review Questions
1. Which is not an assertive trait?
a) Manipulative.
b) Calmness.
c) Enthusiasm.
d) Positivity.
Being manipulative or intimidating is an aggressive behavior, it is negative, and not a good trait.
Calmness, positivity, honesty, and enthusiasm are all positive traits of assertiveness.
2. Most customers purchase from sales people who are:
a) Aggressive.
b) Intimidating.
c) Overbearing.
d) Assertive.
Customers will purchase more often from assertive sales people that are calm, positive in
nature, and honest. No one wants to deal with others that are negative, dishonest, pushy,
or aggressive.

3. What is emotional intelligence?
a) Your intelligence, as in IQ.
b) How well you identify and control emotions.
c) How well you score on emotional stability tests.
d) An analytic market, used to recruit.
Emotional intelligence is being aware and in control of one’s emotions. It also refers to how
well you identify the emotions and relate to those emotions in others. Empathy for others
and self-control are good traits in sales.
4. Which is not a trait of someone who has a high emotional intelligence?
a) Empathy.
b) Calmness.
c) Problem solver.
d) Hot temper.
Quick emotions show an inability to control one’s emotions. This Is the trait of someone with a
low emotional intelligence. Someone with a quick temper needs to assess triggers, and
how to resolve these negative feelings.

5. Customers value sales people that ___________.
a) Close the sale quickly.
b) Only visit when called.
c) Solve their problems.
d) Gives them discounts.
Sales is a form of problem solving. Once you identify the problem the customer has, you can then sell
them the solution.
6. Sales is essentially __________ for the customer.
a) Problem solving.
b) A waste of time.
c) Money losses.
d) Cause of problems.
Sales is essentially centered around the fact that the customer has a problem. You need to identify that
problem and then “sell” the customer on the proper good/service.

7. After you present the data, the customer wants the product, the _____ is the next step.
a) Money transaction.
b) Close.
c) The sales pitch.
d) Research.
After you identified the customer’s problem, you find the options and present all the data, and
the customer wants the product, you then need to close the deal. Gently lead the customer
to sign on the dotted line.
8. Which technique is not used to close the deal?
a) Assumptive.
b) Bonus to purchase.
c) Threats.
d) Calendar deadline.
Threats, manipulations, and other negative techniques are never the way to close the deal. You
can however use positive techniques like offering a bonus to purchase, or pointing out a
deadline.

9. What was one weakness Toni identified in her emotional intelligence scores?
a) She couldn’t identify her emotions.
b) She has no empathy for others.
c) She has a problem with self-regulation.
d) She has no motivation.
Although all of these traits are bad for an emotional intelligence score, Toni admitted to not
being good at self-regulation of her emotions.
10. What was the sales trait that Bob liked at the workshop?
a) Ability to close.
b) Sales is the same as problem solving for the customer.
c) Ability to identify his emotions.
d) Ability to be assertive.
Bob liked the idea of identifying the customer’s problems and then solving these problems. He
liked the idea so much, he was going to implement this thinking immediately.

Module Three: Know Clients
Customers expect you to be
knowledgeable in several areas.
They expect you to know your own
product and your company. They
also expect you to know something
about them and their company. It is
also helpful to know about your
competition.
“If you are not
taking care of
your customers,
your
competitors
will.”
Bob Hooey

Research
What your customer wants
Opinions and reviews
Observe the client

Customer Values:
The quality and reliability of the company & its
product.
The ease of doing business.
The value vs. the cost of the money spent.

Customer Needs
What do they need?
What problems exist?
What options are available?

Anticipate Needs
Foresee the
future
Call early Save the day

Case Study
Jenna has asked Tammy to mentor her.
Jenna suggests researching her clients.
Tammy should discover her clients needs.
Tammy should use this info to anticipate future
needs.

Module Three: Review Questions
1. How is primary research conducted on customers?
a) Third party researchers.
b) As the second phase of an organized project.
c) Through funded research projects.
d) With the customer themselves.
Primary research is conducted with the subject themselves. Surveys, email questions, even
asking questions by the sales staff, are all forms of primary research.
2. Which is not a reason to perform research on your customers?
a) Learn industry trends.
b) Learn customer concerns.
c) Save money by saving time.
d) Learn customer needs.
Doing customer research is important to learning more about the market and the customers
themselves. You can learn what the customer feels about the product. You will not be
saving any money or time by doing research.

3. Customer value is defined as:
a) The benefits to the customer, less the cost to the customer.
b) The benefits of having a customer, less the cost to acquire that customer.
c) The financial abilities of the customer.
d) The cost of retaining a customer.
Customer value is the value that a customer places on the product/service. Basically, it is the benefit less the
cost. The benefit must outweigh the costs to close the deal usually.
4. How can you determine your customer’s values?
a) Do a background search.
b) Hire a private investigator.
c) Do a credit check.
d) Ask the client.
It can be as simple as asking the client what traits they find important in not only the product, but in you, and
also in your company. Send a survey or an email asking for comments.

5. How do you know your customer’s needs?
a) Ask the client.
b) Know your product well.
c) Know your customer well.
d) All of the above.
All of the above options are ways to better understand your customer’s needs, from not only
you and the product you are selling. Find needs that the customer didn’t know they had.
6. Knowing your customer’s needs is _______?
a) A trait you should strive for.
b) Costs money.
c) Takes too much valuable time.
d) Not needed in this day and age.
Knowing your customer’s needs is a great trait to strive for in your sales career. It will help you
build a relationship with your client, increase your sales, and it doesn’t cost any money
ususally.

7. How can you anticipate a client’s upcoming needs?
a) Guess.
b) Call before the client’s big event.
c) Ask your competitors.
d) Read the local newspaper articles on the client.
Anticipating a client’s needs is as easy as setting an alert or making a standard call a couple of days early. You
can also make an extra call, or an early call before the season hits, or before the big event.
8. Anticipating the client’s needs is a trait _______ by customers.
a) Hated.
b) Unheard of.
c) Paid extra for in the past.
d) Appreciated.
Your customer’s will think they have a guardian angel, if you save the day and make the early call to the
customer. Saving the day will show the customer that you care, you take initiative, and that you are
motivated to be on their side.

9. Why was Jenna giving Tammy advice?
a) Tammy asked her to mentor.
b) Jenna is bossy.
c) Tammy paid her to help.
d) Jenna is her boss.
Tammy identified that she had areas to improve, and asked Jenna to mentor her. Jenna has
many good suggestions to better know her customers.
10. Why should Tammy better know her customers?
a) To be able to anticipate their needs.
b) To be nosey.
c) To steal their customers.
d) To leave an online review.
Tammy can better her relationship with her customers and also better anticipate their needs.

Module Four: Product
Now that you have all the desired
qualities in a sales person, and you
have identified your customer’s
values and needs, all you need is a
product or service to sell them.
“The best sales
questions have
your expertise
wrapped into
them.”
Jill Konrath

Believe in the
Company/Product
Believe Promote
All the options

Be Enthusiastic
Interest
Knowledge
Motivation

Link the Product to the
Customer’s Values
Ask
Educate
Link

Case Study
Dad has some sales tips for Tim.
Believe in your success.
Be enthusiastic.
Link your product to customer’s values.

Module Four: Review Questions
1. What should you know about your product?
a) Everything from conception to present.
b) Price, weight, shipping times.
c) Price.
d) Shipping times.
You should know everything about your product before you start to sell. The more you know
the more you sell.
2. Besides your product, what else should you know before you start to sell?
a) The miles you traveled.
b) The competition’s product.
c) The amount of money spent producing the product.
d) The company that employs you.
Often times, customers rely on a company’s reputation, for their decisions. Know your
company, sell your company while you sell your product.

3. What will influence a customer’s decision to purchase?
a) Color of the sales person’s attire.
b) Training time the sales person has received.
c) Sales person’s knowledge of the company.
d) None of the above.
Often times, if the sales person is knowledgeable and supportive of the company they work for,
in their sales pitch, customer’s will be more apt to make the purchase. If you believe in the
company, the customer will too.
4. What is not a fact to know and use to sell your company to a customer?
a) Years in existence.
b) Number of recalls.
c) Positive reviews.
d) Charitable work in the community.
Just like your product, you want to positively sell the company you work for, and why it is the
right choice for your customer. Hating the company will show through, and the customer
will probably not make the purchase.

5. How can you get more enthusiastic?
a) Coffee.
b) Knowledge.
c) Genetics.
d) You can’t be more enthusiastic.
You can grow enthusiasm through more interest in the subject, more knowledge of the subject
and more motivation. You aren’t born with enthusiasm, you can’t take a pill, but you can
increase your enthusiasm through a little effort.
6. Why should sales people be enthusiastic?
a) Increase sales.
b) Blow off steam.
c) Make friends.
d) Increase karma.
Sales people should be enthusiastic, to increase their sales. Customers want to be enthusiastic
about their purchase, and that comes from an enthusiastic sales person.

7. Good sales people align their product with the customer’s _________.
a) Budget.
b) Expectations.
c) Future needs.
d) Values.
Aligning your product with the customer’s values will increase the chance of making the sale.
Customers look for companies and products that share their expectations on service, guarantees,
honesty, etc.
8. Which of the following items is not an example of aligning the product with the customer’s
values?
a) Guaranteed product.
b) Limited customer service hours.
c) #1 ratings in the market.
d) Payment plans.
Pointing out the limited hours of the customer service department is not going to close the sale.
Customers want to know that they can get assistance. Pointing out your product and company’s
positive points would be a much better choice.

9. If you do not have faith in the product, neither will the _________?
a) Producer.
b) Sales force.
c) Tim’s Dad.
d) The customer.
You cannot sell a product that you do not value yourself. You must know your product and how
it relates to the customer.
10. Tim’s Dad, by suggesting these tips, was acting as Tim’s ________?
a) Boss.
b) Competitor.
c) Mentor.
d) Mom.
Tim’s Dad had experience in sales, and had some very good traits that Tim could use in his sales.
In this case, Dad was acting as a mentor for Tim.

Module Five: Leads
The definition of a lead has changed
drastically as technology has
changed. Some define lead as a click
on a website, others think it’s visitors
to a vendor booth.
“Begin by
always
expecting good
things to
happen.”
Tom Hopkins

Time vs. Cost of Pursuing Leads
Cost
Benefits
Prioritize

Let Go of Leads Going Nowhere
Prioritize
Let Go
Positive leads

Focus on Positive Leads
Interest
Authorization
Ability

Case Study
Andrew has a list of one hundred names of perspective clients.
Prioritize your list.
Let go of the leads that are going nowhere.
Focus on the positive leads.

Module Five: Review Questions
1. Why is it important to “sift” your leads?
a) It makes more sales calls.
b) It gets you home earlier.
c) It saves time and money.
d) It is required by law.
Prioritizing your leads capitalizes on the positive leads, and less attention to the clients that are less
likely to purchase.
2. Which option is not a criteria for “sifting”?
a) If the client is able to purchase.
b) If the client is a man.
c) If the client is interested.
d) If the client is financially able.
The sex of the client is usually not a reason or way to prioritize your leads. This could lead to an
ethics issue and bad reputations.

3. Which is not a cost to pursuing a lead?
a) Time.
b) Stress.
c) Cost per mile.
d) Added sales.
Added sales is an advantage, not a cost.
4. You want to spend more time on:
a) The bigger sale potential.
b) The “for sure” sale.
c) The client with interest and means.
You want to spend more time and energy on all of the above options. Small sales, possible
sales, etc. should get less time and energy for profitability.

5. Which statement is true of your lead list?
a) The longer the better.
b) The shorter the better.
c) Prioritize often.
d) Keep the contacts that cannot afford your services.
You should prioritize your lead list often. Let go of leads that are not able to afford your product, and also
those that cannot use your product. The top of your lead list should be reserved for those positive
customers that are truly need your product.
6. Which lead should be let go?
a) Bankruptcy.
b) Sent an email asking for pricing.
c) Left name at a vendor booth.
d) Listed on a list of competitor clients.
You should weed out leads that do not have the financial means to afford your product/service. Feel free to
check in with them later, when their situation has changed, but spending valuable time on them now, is
not profitable.

7. What is the benefit of focusing on the positive leads?
a) Lower sales results.
b) You are not wasting your valuable time.
c) Less relationships.
d) Less travel.
Your time is so valuable. Time is money. Wasted time, is wasted money.
8. Which lead would be a positive lead?
a) A cold call out of state.
b) A client filing bankruptcy.
c) Yourself.
d) A client that stopped by a vendor show.
The client who is interested and able to purchase is a positive lead. Be mindful of how you
spend your time.

9. Andrew had a client list from?
a) Vendor show.
b) Online.
c) Pat.
d) His boss.
Andrew had list from a vendor show, of people who had stopped by the booth.
10. What was one thing Pat did to prioritize the list?
a) Bought a computer.
b) Called Ann.
c) Let go of leads that were going nowhere.
d) Arrived early.
Pat helped Andrew prioritize the list, and let go of clients that weren’t able to purchase, weren’t
interested, etc.

Module Six: Authority
Sales persons that have no idea what
they are selling, do not have great
sales records.
“Nobody likes to
be sold, but
everyone likes to
buy.”
Earl Taylor

Develop Expertise
Mentors
Continuing
Education
Set goals

Know Your Competition
Research
Analyze
Monitor

Continuing Education
Online resources
Product developers
Industry expert

Solve Customer Problems Using
Authority
Confidence.
Knowledge.
Provide options.

Case Study
Carol’s client isn’t trusting Carol enough to make the
purchase.
Cindy suggests reading a trade article.
The article suggested self-confidence and
education.
Carol needs to learn the product’s options and
choices.

Module Six: Review Questions
1. 1. Why is expertise in your field important?
a) Better schedule.
b) Better sales.
c) Better likeability.
d) Better sales leads.
Expertise is important to being a successful sales rep. Knowing your field, your product, your
competitors, etc. are all important to gaining authority in your field, and improving your
reputation with your customers.
2. Which is not a technique to gaining expertise?
a) Continued learning in the field.
b) Mentors.
c) Expensive certifications.
d) Setting goals for improvement.
Expertise is gained through learning and improving you as a sales rep. Mentoring, continued
learning, and goal setting are all tools to developing expertise. Expensive certifications will
not build expertise.

3. Why is knowing your competitor important?
a) So that you can avoid selling the same products.
b) So that you can avoid calling on the same customers.
c) So that you can have different marketing strategies.
d) So that you can capitalize on their weaknesses.
Knowing your competitor is important to staying current in the marketplace, being able to out
maneuver the competition, and be able to capitalize on areas that the other companies
haven’t.
4. Which of the following tools is not used to “know your competition”?
a) Google Alerts.
b) Social media.
c) SWOT analysis.
d) Online purchases.
Online purchasing will not tell you very much about your competition marketing strategies and
sales. You can do a lot of research through doing a SWOT analysis, using Google Alerts, and
monitoring social media.

5. Which is not a recommended way of continuing your education?
a) Workshops.
b) Online trade websites.
c) Communication with research and development.
d) Twitter.
Twitter is not a reputable learning site. You can however subscribe to online publications
related to your industry, talk to the people that designed your product, or attend workshops
and vendor shows.
6. Your starting point in the company may involve which of the following?
a) Exciting projects.
b) Short work weeks.
c) Menial tasks.
d) Team tasks.
Your starting point is where you start out in the company you plan to work in for a period of
time. Sometimes tasks in a starting position can seem small or menial, or even boring.

7. How can you gain authority?
a) You can’t, it’s genetic.
b) 5 years of service.
c) Educate yourself in the industry and the product.
d) Send more emails.
An authority knows all there is to know about their product. They know about the industry and
about the competition. An authority is self-confident.
8. What is not a way to show your authority with the customer?
a) Know the different options of the item you are selling.
b) Know that your competitor doesn’t have the same product.
c) Give the client options to choose from.
d) Authorize a purchase without the client’s knowledge.
Do not be aggressive. Do not offend the client, this is not a sign of authority. Authority is the
knowledge and confidence in that knowledge of the product and the industry.

9. Carol lacked _______ in her sales calls?
a) Class.
b) Respect.
c) Authority.
d) Time.
Cindy recommended gaining some authority to develop the confidence the customer needed to
trust Carol. Improving her education on the product, and using better confidence, Carol
should be more successful.
10. What did Cindy recommend that Carol do?
a) Read an article from a trade magazine.
b) Get a new wardrobe.
c) Never go back to that customer.
d) Send another sales rep.
Cindy recommended an article that she had read. Using mentors, and keeping current through
the media are good ways to increase your selling skills.

Module Seven: Build Trust
Building trust with your clients is a
key to successful sales. If the
customer does not think that you
have their best interests at heart,
they will not buy from you.
Customers buy from the people they
trust.
“Integrity is
what we do,
what we say and
what we say we
do. “
Don Galer

Testimonials
Smooth transition
Things will be
different
Every company is
different

Be Transparent
Open
Honest
Ups and downs

Be Genuine
Self-esteem Trustworthy
Deliver
promises

Take On the Customer’s Point
of View
Get to know the client.
Listen more than you talk.
Look like from their side?

Case Study
Casey does not have the customer’s trust.
Learn to be transparent.
Always be honest and genuine.
See the purchase from the client’s view.

Module Seven: Review Questions
1. ________ are considered evidence of a good product to the customer.
a) Sales projections.
b) Sales receipts.
c) TV commercials.
d) Testimonials.
Testimonials from previous customers are often represent evidence of a good product to many
customers. Using testimonials will often times overcome any skepticism the client had
going into the sales meeting.
2. Using testimonials during a sales pitch will build ________ with the customer?
a) Aggravation.
b) Mistrust.
c) Trust.
d) Impatience.
Using testimonials during your sales pitch will help build trust with your customer. The client
will believe that if others trust the product and your company, then they should also.

3. Being transparent is a trait that sales people________?
a) Should avoid.
b) Should strive to possess.
c) Should not show to customers.
d) Should not show to team members.
Transparency is a trait that all sales people should strive to possess. Being open and honest
about your company and its product is a trait that all customer’s look for in a sales person
and in an ongoing relationship.
4. Transparency in a sales rep is a _________ trait.
a) Costly.
b) Negative.
c) Positive.
d) Ridiculous.
Being transparent with your clients is a positive trait. The customer will know that you are
genuine and also honest. Customer’s do not want a sales person that hides things, and is
dishonest.

5. Genuine sales people are:
a) Valued by customers.
b) Not effective.
c) Cost the company money.
d) Born being genuine.
Being genuine is not a genetic trait, it is something that is learned and practiced by all good
sales people. Customers relate trustworthiness with authentic and genuine people.
6. How does one become genuine?
a) It is genetic.
b) Practicing secrecy.
c) Being dishonest.
d) Practicing genuine traits.
Being self-confident and fearless of failure are both good traits to practice. Along with being
open and honest with others, being genuine is a trait that can be learned and practiced at
any age.

7. What action will help you see the sale from the customer’s point of view?
a) Perform a Google search on the product.
b) Prioritize your leads list.
c) Be self-confident when speaking.
d) Ask questions and listen to their response.
A good sales person can see the sale from the customer’s point of view, identifying what the customer
values in the product/service. If the sales rep doesn’t know, they need to ask the client what they
hold high in their expectations.
8. Why should you see the customer’s point of view?
a) It makes them feel important.
b) It will help you better understand their needs.
c) It will make you feel important.
d) It will improve your listening skills.
Being able to see the customer’s point of view will show that you have empathy for their problems,
you listen to their needs, and will help build a positive relationship for the future.

9. Why is Casey’s customer not buying?
a) He doesn’t trust Casey.
b) He doesn’t like saving money.
c) He doesn’t know Casey at all.
d) Casey isn’t the sales rep for that area.
The customer didn’t trust Casey yet. Due to being new, and the two of them didn’t know each
other, Casey had to build his trust with the client.
10. What did Steve download to help Casey?
a) Purchase order.
b) Online book.
c) Evaluation form.
d) Customer testimonials.
Steve downloaded testimonials that previous customers had written. This will help show the
customer that the product is credible, valuable, and worth the money that would be spent.
Testimonials are evidence based selling.

Module Eight: Relationships
Now that you’ve started in the job
that you have desired, it’s important
to stay focused enough to keep this
job long term and maintain your
performance and achievements.
Simply working the job every day is
not enough – you must know what is
expected of you and how your boss
or manager will measure that for
you.
“To build a long-
term, successful
enterprise, when
you don't close a
sale, open a
relationship.”
Patricia Fripp

Listen Actively
Limit distractions
Face the speaker
Never interrupt

Communicate Often
Call or voice mail
Newsletter or email
Upcoming promotion

Rewards
Upgrades Thank-you’s
Happy, happy,
happy

Build New Relationships
Communicate.
Don’t assume.
Cultivate.

Case Study
Stacy has a new client.
Phil suggest some tips to building relationships.
Stacy needs good communication skills.
Stacy has positive results.

Module Eight: Review Questions
1. Which is not a way to actively listen?
a) Face the speaker.
b) Take notes quickly.
c) Do not interrupt.
d) Focus on the speaker.
Quickly taking notes is not a good way to actively listen. You are so busy writing, that you are
not hearing what they speaker is truly saying.
2. Why is it good to actively listen to your client?
a) It will speed up the appointment.
b) You won’t have to answer questions.
c) You can check your emails at the same time.
d) Your customer will know that you appreciate their time and business.
Actively listening not only ensures that you are hearing the client properly, it also shows the
customer that you appreciate them and what they say is important.

3. Why should you communicate often with your clients?
a) Your boss said so.
b) You want to get free food from them.
c) You want the customer to know you are thinking about them.
d) You want the frequent flyer miles.
You do not want the customer to find someone else to buy from, so you must stay current with
your clients. If you aren’t around, your customers can’t buy from you.
4. How can you communicate often with your customers?
a) Email your newsletter along with coupons.
b) Have your assistant send them an e-mail.
c) E-mail them a survey.
d) None of the above.
Email your customer your newsletter, or maybe a quick acknowledgement of their past
purchases. Send a hand written note, or even some coupons; all of these things will show
the client that you value them and are thinking about them.

5. What is an acceptable reward for a customer?
a) $1,000 cash.
b) Swag or small gift.
c) A new car.
d) Gifts are not recommended.
The reward should be a small thank-you for their patronage. This should not be a paycheck, a
way of life, or huge expenditure.
6. A ________ will show your customer that you appreciate them.
a) Few extra sales calls.
b) Few less sales calls.
c) Reward.
d) New product.
Rewarding your customers, shows them that you appreciate them and value their time and
purchases.

7. Building new relationships will lead to possible _________.
a) Termination.
b) New sales.
c) Overtime hours.
d) Extra desk work.
New relationships are good. They can lead to new sales, and maybe references and more
new leads.
8. When is it recommended to build a new relationship with a customer?
a) Two months after meeting.
b) A year after meeting.
c) When the customer makes ten purchases.
d) Immediately.
Immediately start to build the relationship with the new customer by using your
communication skills, rewards, etc.

9. What did Stacy report to Phil?
a) Her termination.
b) Her new client.
c) Her upcoming promotion.
d) Her annual reviews.
Stacy reported her new customer to Phil. He helped her with tips of how to build a new
relationship.
10. What was the outcome of the meeting?
a) None.
b) Stacy was fired.
c) Stacy was promoted.
d) Stacy had repeat sales from the customer.
Stacy learned how to build a positive relationship with the new customer. The customer made a
repeat sale shortly after.

Module Nine: Communication
One of the best qualities an
employee can have is the willing ness
to learn new skills or trades. Jobs are
always changing and technology is
always upgrading, so employees
must be willing to move with the
change – which means they will have
to be willing to learn new processes
and new ways of doing things.
“Nobody counts
the number of
ads you run;
they just
remember the
impression you
make.”
William
Bernbach

Be Prepare, Not Scripted
Conversational.
Do not use tired lines or clichés.
Be brief.

Use Humor
Ice Breaker.
Lighten the mood.
Memorable.

Be Yourself
Be honest.
Be genuine.
Trust.

Thank and Reward
Always thank the client.
Reward your customers.
Little things mean a lot.

Case Study
Sherry gives Tom feedback on his presentation.
Start by being prepared and being yourself.
Always thank and reward your customer.
Use humor whenever it is appropriate.

Module Nine: Review Questions
1. Why is it bad to sound scripted?
a) You sound fake and not genuine.
b) It’s hard to remember all the script.
c) It is time consuming.
d) It takes years of practice.
Sounding scripted to your customer sounds fake and not genuine. This will not build trust
between you and the client.
2. What is not a way to sound unscripted?
a) Being prepared for questions from the client.
b) Making it conversational.
c) Start with “how are you today?”
d) Ask the client questions.
Try not to start with asking the client how they are today. Everyone asks that. Try to be original
with your opening statement.

.
3. When can you use humor during the sale?
a) Never.
b) Anytime it is appropriate.
c) Only in the thank you/reward phase.
d) Only in the follow up.
Humor lightens the mood and puts a smile on your customer’s face, usually. Anytime an appropriate joke
can be used in the sales pitch, without detracting from your sale, go for it.
4. Which is important when using humor?
a) Appropriate material.
b) Unscripted delivery.
c) Doesn’t overshadow the product.
All of these are important in using humor. Never tell more jokes than explain the product. Sound natural
while you are telling appropriate jokes.

5. What is not a way of being yourself?
a) Be honest.
b) Act like your personality you are.
c) Be candid.
d) Try to act like your mentor.
Be yourself, means just that, be yourself, and don’t try to be anyone else. If you aren’t yourself,
you will appear fake, and the customer will know.
6. Why should you be yourself?
a) It shows that you are honest.
b) It shows that you are genuine.
c) It builds a relationship with the client.
Being yourself is positive and easy. It will show the customer your honesty, that you are genuine
and hopefully build a positive relationship with the client for future transactions.

7. You should thank and _________ your customers?
a) Call on again.
b) You’re welcome.
c) Reward.
d) Payoff.
Everyone likes to be rewarded! You should always thank and reward your customer as soon as possible.
8. Saying thank you ________.
a) Shows the customer that you appreciate him/her.
b) Shows the monetary value of the sale.
c) Shows the customer your company has finances.
d) Says that you are superior to your customers.
Saying thank you shows the customer that they are more than just a sale, and that you appreciate them
personally.

9. Who is Sherry to Tom?
a) Mother.
b) Girlfriend.
c) Mentor.
d) Employer.
Sherry is Tom’s mentor. It is often helpful to present your sales pitch to someone else to get tips
on where you may be in need of some extra work.
10. What personal trait did Sherry suggest Tom use in his presentation?
a) Persuasion.
b) Humor.
c) Gift of gab.
d) Deception.
Sherry suggested that Tom use his good humor in his presentation. Often times humor will
break the ice with the client, and begin to build a relationship.

Module Ten: Self-Motivation
Learning to motivate yourself,
definitely a difficult task often times.
Especially if the task at hand is
unpleasant or unknown. But
motivation is a trait that all sales
people need to have unlimited
amounts of, at hand and ready at any
time.
““Business is like
riding a bicycle,
either you keep
moving or you
fall down.”
Frank Lloyd
Wright

Value Your Work
Be honest, brag.
Celebrate the small
things.
No failures.

Reward Achievements
Reward yourself.
No early rewards.
Get creative in your rewards.

Focus on Success
Brag.
Find out how and repeat.
There are no failures.

Do Not Procrastinate
Fear of difficult situations.
Fear of success.
Break up task into smaller tasks.

Case Study
Debbie and Ann wish to improve their self-motivation.
Focus on and value your work.
Reward yourself.
Stop procrastination.

Module Ten: Review Questions
1. Which statement is true?
a) Only closing sales is valued work.
b) You should value your successful tasks only.
c) Failures should be ignored.
d) You should value all your work, successful or not.
You can learn something from both successes and failures. You should value all of your work.
2. Who should value your work?
a) The customer.
b) The competition.
c) Your co-worker.
d) You.
You are the only one controlling you. And you need to value the work that you do. Reward
yourself and learn from even the failures.

3. Who should you reward to motivate into action?
a) The boss.
b) You.
c) The product designers.
d) Your competition.
The answer in this case is you. You should reward yourself for the goals you accomplish. This
will keep you motivated and moving forward.
4. Which is not an example of rewarding yourself for motivation?
a) Ordering pizza before finishing the project.
b) Getting one last sale before going home.
c) Making one more sales call before going to lunch.
d) Cookies when you get the task completed.
Ordering pizza before you finish is not a motivation to finish the project. Odds are you will eat
and then quit until later.
.

5. If you are focusing on your successes, you can’t focus on the _________.
a) Important things.
b) Future plans.
c) Failures.
d) Cold calls.
Focusing on your successes makes your more positive, more motivated. While you are doing
this, you truly have no time to be negative and think about your failures.
6. Which is not a way to focus on your successes?
a) Not trying cold calls because you have not been successful.
b) A list of your closed sales that you can refer.
c) Finding ways to improve on less than positive interactions.
d) Rewarding yourself.
Avoiding things because you may not be successful is not a way to focus on your successes.
That is avoidance. You can find something positive from any interaction, positive or
negative.

7. Procrastination is _________.
a) Avoiding all failure possibilities.
b) A positive trait.
c) Egotism.
d) Delaying a difficult project.
Procrastination is a dangerous and negative trait. It is delaying doing something due to fear.
8. Procrastination can be stopped how?
a) Smaller goals.
b) Avoidance.
c) It can’t be stopped.
d) You can take vitamins.
You can force yourself to stop procrastinating. You can try breaking down seemingly difficult
tasks into smaller more manageable tasks or rewarding yourself.

9. What were Debbie and Ann trying to achieve?
a) Learn how to set goals.
b) Be better human beings.
c) How to self-motivate.
d) Having more emotional intelligence.
Ann and Debbie were interested in learning how to better self-motivate themselves. They
research the topic and came back with several ideas.
10. What did Ann learn about procrastination?
a) It is incurable.
b) Difficult tasks can be broken into smaller easier tasks..
c) Difficult tasks can be grouped into a larger task.
d) It is a fallacy.
Large difficult jobs can usually be broken down into easier, smaller tasks that she can achieve with
more ease.

Module Eleven: Goals
Setting goals is critical to your
performance. You wouldn’t go
through life without goals, goals like
getting the rent paid, being on time
for work the entire month, etc.
“A goal properly
set is halfway
reached.”
Zig Ziglar

SMART Goals
Specific, Measureable,
Achievable, Results focused, &
Timely

Long-Term Goals
Select an area or subject
What would like to achieve?
Make the goal a SMART goal.

Short-Term Goals
Easier Less than 1 yr.
SMART

Track and Modify
Always
changing
Track Modify

Case Study
Julie’s manager, Harold, is helping her set goals.
Learn how to set SMART goals.
Set long-term goals.
Short term goals can lead to long term goals’
success.

Module Eleven: Review Questions
1. Which option is not one of the criteria for a SMART goal?
a) Timely.
b) Specific.
c) Thorough.
d) Achievable.
Thorough is not one of the criteria, specific is a better description. The “T” stands for timely, in
a specific time frame, not vague or open ended.
2. When should you use the SMART goal technique?
a) Long term goals.
b) All goals.
c) Short-term goals.
d) Financial goals.
It is a good idea to try and use the SMART goal technique with all the goals that you set for
yourself, both personal and in your career.

3. What does setting a long-term goal force you to do?
a) Spend money.
b) Be discouraged.
c) Be wealthy.
d) Focus.
Setting long-term goals forces you to focus on an end result, and strive to achieve that goal. It also motivates
you to go that extra mile to achieve that goal.
4. How long is a long term goal?
a) Longer than a year.
b) A year.
c) A month.
d) A week.
Long-term goals are longer than a year. Anything less than that is a short-term goal.

5. How long is a short-term goal?
a) It doesn’t have an end date.
b) A year or less.
c) Two years.
d) Thirteen months.
Short-term goals are usually a year or less in duration. They can be goals for the year, the week,
even the day.
6. Short term goals are _________ to achieve.
a) Harder.
b) Impossible.
c) Never.
d) Easier.
Short-term goals are easier to achieve that long-term goals. They are smaller, quicker to
achieve, and very motivating.

7. Tracking your goals is _________.
a) Necessary.
b) Not necessary.
c) Detrimental.
d) Pointless.
Tracking your goals and your progress on them is key. You must keep track of your progress to
stay motivated and on track.
8. Modifying your goals is?
a) Not recommended.
b) Not performed by you.
c) Rare.
d) Recommended when necessary.
Occasionally it is necessary to modify your goals. Life happens, careers change, etc. Don’t give
up on your goals, just modify them.

9. Harold wanted to discuss Julie’s:
a) Pay scale.
b) Sales report.
c) Goals.
d) Paperwork.
Harold explained how to set goals in a “SMART” manner. Julie then set her long and short term
goals.
10. SMART goals were _______ to Julie.
a) Stupid.
b) Useful.
c) Not applicable.
d) Too difficult.
Julie successfully set her goals and worked towards achieving them. Upon tracking her goals, it
was evident where she needed to add some work.

Module Twelve:
Wrapping Up
Although this workshop is coming to a
close, we hope that your journey to
Understanding the Top 10 Sales Secrets is
just beginning. Please take a moment to
review and update your action plan. This
will be a key tool to guide your progress in
the days, weeks, months, and years to
come. We wish you the best of luck on the
rest of your travels!
“Risk something
or forever sit
with
your dreams.”
Herb Brooks

Words from the Wise
Henry
Ford
• "It is not the employer who
pays the wages. Employers only
handle the money... It is the
customer who pays the wages."
Unknown
• “A sale is not something you
pursue; it's what happens to
you while you are immersed in
serving your customer.”

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