1. YOU CAN’T CLOSE IF
YOU DON’T ‘THINK’
AND ‘FEEL’ THESE
IDEAS…!
3-HOUR SPECIAL SESSION

2. A SALE IS NOT ABOUT
MONEY

3. A SALE IS THE
ACCEPTANCE BY THE
CUSTOMER TO MAKE A
CHANGE IN HIS LIFE.
A SALE IS NOT ABOUT MONEY

4. THE ROLE OF THE SALES
AGENT IS TO MAKE THE
CUSTOMER ACCEPT THE
CHANGE..AND PAY THE
PRICE FOR THE CHANGE..
A SALE IS NOT ABOUT MONEY

5. ..
..HENCE, THE TERM
“AGENT OF CHANGE!”
A SALE IS NOT ABOUT MONEY

6. THE CUSTOMER WILL BE
GLAD TO PAY THE PRICE
OF CHANGE..BECAUSE HE
KNOWS WITHOUT CHANGE
THERE WILL BE NO
IMPROVEMENT IN HIS
LIFE.
A SALE IS NOT ABOUT MONEY

7. VALUE VS. MONEY

8. VALUE AND MONEY
FLOW IN OPPOSITE
DIRECTION.
VALUE VS. MONEY

9. THE PRICE (MONEY)
DOES NOT MATTER TO
THE CUSTOMER.
VALUE VS. MONEY

10. THE CUSTOMER’S
PERCEPTION OF THE
VALUE OF THE
PRODUCT IS WHAT IS
IMPORTANT TO HIM.
VALUE VS. MONEY

11. IF THE CUSTOMER’S
PERCEPTION OF THE VALUE
OF PRODUCT IS LOWER THAN
HIS PERCEPTION OF THE
VALUE OF HIS MONEY, HE
WILL NOT BE WILLING TO
PAY THE PRICE.
VALUE VS. MONEY

12. …THEN, THE
CUSTOMER WILL
HOLD ON TO HIS
MONEY…!
VALUE VS. MONEY

13. THE ROLE OF THE SALES
AGENT IS TO CHANGE THE
PERCEPTION OF THE
CUSTOMER..THAT THE VALUE
OF HIS MONEY IS LESS THAN
THE VALUE OF THE
PRODUCT.
VALUE VS. MONEY

14. GUIDED DISCOVERY

15. “WHATEVER YOU SAY IS
DOUBTFUL..WHATEVER
THE CUSTOMER SAYS IS
TRUE!”
GUIDED DISCOVERY

16. YOU CAN ONLY GUIDE
THE CUSTOMER TO
DISCOVER HE HAS A
PROBLEM.
GUIDED DISCOVERY

17. YOU CAN ONLY GUIDE
THE CUSTOMER TO
DISCOVER THE
SOLUTION TO HIS
PROBLEM IS THE
PRODUCT.
GUIDED DISCOVERY

18. THERE ARE ALWAYS
4 PARTS IN THE
SALES PRESENTATION

19. RAPPORT
PROBLEM
SOLUTION
CLOSE
4 PARTS OF THE SALES
PRESENTATION

20. TRUST
NEED
HELP
HURRY
4 PARTS OF THE SALES
PRESENTATION

21. ATTENTION
INTEREST
DESIRE
ACTION
4 PARTS OF THE SALES
PRESENTATION

22. BASIC SELLING TOOLS

23. QUESTIONS:
Open door
Closed door
Yes or no
BASIC SELLING TOOLS

24. LISTENING
What is listening?
BASIC SELLING TOOLS

25. YOUR VOICE
Is your voice a voice only
your mother can love?
BASIC SELLING TOOLS

26. THIRD-PARTY STORIES
Imagine, imagine…
BASIC SELLING TOOLS

27. SIMPLE ANALOGIES
Compare apples with
apples!
BASIC SELLING TOOLS

28. THE PRODUCT
State the Features
State the Functions
State the Benefits
Ask Tie-Down Questions
BASIC SELLING TOOLS

29. SOME BASIC CLOSING
TECHNIQUES

30. FULL ASSUMPTIVE
…it assumes the customer
has decided to buy…
SOME BASIC CLOSING
TECHNIQUES

31. PORCUPINE
…it throws back the
question of the customer…
SOME BASIC CLOSING
TECHNIQUES

32. SHARP ANGLE
…it asks the customer to
commit something first…
SOME BASIC CLOSING
TECHNIQUES

33. CHALLENGE THE
QUALIFICATION
CLOSE
…this may not be for you,
Sir...but…
SOME BASIC CLOSING
TECHNIQUES

34. PRE-PRESENTATION
CHALLENGE CLOSE
…at the end…just say if
you’re in or out…is that fair
enough, Sir…
SOME BASIC CLOSING
TECHNIQUES

35. OBJECTIONS
The customer is
interested…
You know where you’re
at…

36. HANDLING OBJECTIONS
“ALAIN”
Ask..Listen..Agree..Isolate..
Negotiate..

37. SCRIPT THE SETTING
OF APPOINTMENT

38. SCRIPT THE SALES
PRESENTATION

39. PRACTICE THE
SCRIPTS
X 1,000+

40. PRACTICE THE
HANDLING OF
OBJECTIONS
X 1,000+

41. BE A
MASTER CLOSER!