1. Learn To Sell Like A
Pro In Just 4.75 Hours
Saturday, 17th October 2015
By Jeff Robinson
@Contrariansmind
2. Agenda
10 am Meet and Greet
10.30 am Communication Principles in Sales – Part One
• Who here is in Sales?
• Video: Your Body Language Shapes Who We Are (by Amy Cuddy)
• Attendees one-minute icebreaker
• Feedback
• Verbal and Non-verbal communication cues in Sales
12 pm Coffee, Croissant and Stretch
12.30 pm Communication Principles in Sales – Part Two
• Video: Secrets from the Science of Persuasion (by Robert Cialdini & Steve Martin)
• Video: How to Speak so That People Want to Listen (by Julian Treasure)
• Specific case questions
• Closing remarks
3. Attendees and Groups
Group A
• Agata Siudak
• Anand
• Andy Zenkevich
• Carmina Crusafon
• Chris Muscat
Group B
• Daniel Marques
• Elina Zenkevich
• Elisabet Guasch
• Eloy Ferrer
Group C
• Fernando
• Franz Inselkammer
• Julia
• Kim Xena
• Miquel Casas
Group D
• Nahuel
• Ray Stanvius
• Stela Zarija
• Xavier Alonso
• Yibo Wen
4. Introduction
Who is this guy Jeff Robinson?
- Contrarian investor and observer of the stock markets with over 30 years of experience.
- His nickname is Contrarian’s Mind.
- Born in Toronto and now residing in beautiful Barcelona, since 2010.
- Attended the Toronto French School and York University studying Economics.
- Besides being a venture capitalist, he consults to startups, grownups and restarts through his
company Internet Advisory Corp (IAC).
- He founded Global Internet Startups (GIS), a thriving online hub with that nurtures
entrepreneurship and startups globally.
- Jeff is the CEO of Contrarian Ventures, a private company that invests in technology
startups that integrate and deploy AI
- Has lectured and mentored at Venture Lab (Stanford University), IESE Business School, ESADE Business & Law School
and Barcelona College of Chiropractic (UPF).
- Has a book for release late 2016 entitled: "There is No Secret - It's All About Hard Work”.
5. “ I shall be telling this with a sigh
Somewhere ages and ages hence:
Two roads diverged in a wood, and I —
I took the one less traveled by,
And that has made all the difference. ”
~ Robert Frost ~
7. Each and every day you attempt
to persuade others to do what you
want them to do.
This applies not only to business
but family life as well.
To SELL is HUMAN
8. • Communication Is an Art
• Communicating Time
• Communication Is the Key
• I Know You Believe You Understand
• Communication Model
• Listening Dilemma
• Interactive Listening Tips
• Listening Bad Habits
• Silent Messages
• Non-verbal Listening
• Laws of Remembering
• Laws of Forgetting
• Meaning of Words
• Communication Circles
• Attention Spans
• Listening Questionnaire
Communication Principles in Sales – Part One
10. Non-verbal cues are just as expressive as verbal
communication.
Non-verbal communication includes use of
space, body positioning, facial expressions, etc.
Listen, Look and Observe Beyond the Obvious
11. Be confident you can develop that outstanding
skill you have.
Get inspired by James Altucher’s book:
Choose Yourself.
Choose Yourself
13. Icebreakers
• 45 seconds for each attendee to introduce themselves, what they
do and why the listener should give a shit.
• 17 seconds to get to “Wow!”.
14. This is a boring and safe
introduction.
Be Bold. Create something
memorable and remarkable.
15.
16. Your customers ultimately buy into
you first, and your product second.
Create great stories about yourself
and your team, and share them.
17. Nadal spends 2.5 hours daily
doing physical training.
Nadal hits for 2-3 hours daily.
Nadal repeats daily.
19. • Mastering professional Selling skills
• Define what Selling is
• Three requirements of an effective Salesperson.
• Who is your right customer?
• Your best opportunity to find prospects
• First contact success strategies
• Making the first call
• Discovery questioning style
• Questioning skills
• Benefits & features - The difference.
• Objection resolution strategies
• Successful closing strategies
• Listening
• Creating a Winning Value Proposition
• What is value?
• Why do you need a value proposition?
• Stand out from the crowd
• Where are you now and where would you like to be?
• Core message
• Your challenges
• Win more clients
• Differentiation is important
• Define target audience
Communication Principles in Sales – Part Two
20. “ When one door closes, another
opens; but we often look so long and
so regretfully upon the closed door
that we do not see the one which
has opened for us. ”
~ Alexander Graham Bell ~
21. Video
Almost everything you
need to know about
persuasion can be found
in this video.
https://www.youtube.com/watch?v=Xmkfg_dcHFI
22. Another worthwhile video Julian Treasure
https://www.youtube.com/watch?v=eIho2S0ZahI
Would you buy from this guy?
My guess is, yes. So emulate
him. Copy-paste and deliver
what he does.
23. “ Every child is an artist. The
problem is how to remain an
artist once we grow up. ”
~ Pablo Picasso ~
24. When you want to make a
point, tell people there are
Three Reasons Why.
The Power of Three
25. Using quotes from well known speakers makes your point
seem more valid and makes a big impact.
For example, here are some quotes by Shakespeare that
can be applied in a variety of different situations:
• “It is not in the stars to hold our destiny but in
ourselves.”
• “Better 3 hours too soon than a minute too late.”
• “Listen to many, speak to a few.”
Use of Quotes
26. “ Maybe you don’t have to
push yourself forward.
Maybe you just have to
stop holding yourself back. ”
~ Doe Zantamata ~
27. “ Our world is not shaped
by those who think
similarly, but by those who
dare to think differently. ”
~ Rashida Rowe ~
28. “ I believe in a visual
language that should be as
strong as the written word. ”
~ David LaChapelle ~
29. Back up your claims with
sources and factual information
in order to support the points
you are trying to make.
Support Your Argument
31. • What is my biggest weakness?
Write 150 words describing your biggest
weakness.
• What is my biggest strength?
Write 150 words describing your biggest
strenght.
Exercise 1
• Give to a friend and ask for feedback. You’ll be surprised how
others see you.
32. • Write yourself a
congratulations letter.
Exercise 2
• Hang it somewhere so
that you will see it every
day.
33. Dear Ashley,
Congratulations on making the varsity swim team as a freshman in high school and becoming
the trumpet section leader by junior year.
Congratulations on becoming a peer mentor in college and on graduating with a Bachelor of
Arts Degree.
Congratulations on going to Spain even though you do not speak the language very well and
are unfamiliar with this part of the world.
I’m proud of these accomplishments and I’m proud to be me.
Best Wishes,
Me
Example for exercise 2
34. Elon Musk - by Ashlee Vance
This Year’s Must-Reads
Bold - by Peter Diamandis
