The document by Boom San Agustin discusses the principles of entrepreneurial salesmanship, emphasizing the importance of managing personal paradigms and mental models that hinder growth. It presents tools for understanding the buying decision process and differentiates between products and brands, highlighting that brands evoke emotional connections. The document also covers negotiation strategies, advocating for win-win solutions through collaboration rather than competition.

1. Entrepreneurial
Salesmanship
Copyright © 2018 | Boom San Agustin

2. Good morning!

3. My name is Boom.

4. I am the country’s leading
Sales Management Consultant.
@BoomYourSales
+63-917-593-1494

5. I wrote this book.

6. I am writing this book.
This is just a working cover

7. I run these companies.
www.AdWolfInc.com
www.OurKnowledge.asia
www.RoundUp.ph

8. Today, we will talk about
Entrepreneurial Salesmanship

9. Entrepreneurial
Salesmanship
Copyright © 2018 | Boom San Agustin

10. What keeps us from growing?

11. Let’s find out!

12. ACTIVITY
The Mouse and
the Maze

13. Why didn’t we consider
the other ways?

14. Because you created
a mental model.

15. Our mental models are…
our firm belief as to how
things should work in the real
world;
also called paradigms.

16. If not managed, paradigms can stop us
from accomplishing anything.

17. Thankfully, paradigms can be managed.

18. ACTIVITY
Managing
Paradigms

19. Manage the following paradigms:
I can’t… (Hindi ko kaya…)
If only I had done that. (Sana pala ginawa ko na yun.)
That’s just the way I am. (Ganyan na talaga ako.)
He/She makes me so mad! (Galit na galit ako sa kanya.)
That’s what the client wants. (Yan ang gusto ng kliyente e.)
That’s not my responsibility. (Hindi ko
responsibilidad yan.)
I have to. (Kailangan e.)
I’m too shy to tell him/her that. (Nahihiya akong
sabihin sa kanya yan e.)
I’m too busy for that. (Marami akong ginagawa
para gawin ko pa yan.)
I already know that. (Alam ko na yan.)

20. What other paradigms
have you encountered
around you every day?

21. To manage our paradigms, we have to…
stop thinking like victims
live from imagination
learn to take risks
open our minds

22. Before we continue…

23. Just how do people make buying decisions?

24. Attention Influence Decision Verification Confirmation
The New Buying Decision Process

25. Now, we can start.

26. Let’s start by doing a FAB Analysis.

27. Feature
Advantage
Benefit
It means…

28. What it is
What it does
What is means
for the client
It means…

29. Let’s try something.

30. Feature

31. Advantage

32. Benefit

33. Let’s try another example.

34. Feature

35. Advantage

36. Benefit

37. Have you noticed anything?

38. Okay, let’s try one more.

39. Feature

40. Advantage

41. Benefit

42. Now, let’s talk about
selling your product as a brand.

43. Can you name the following brands?

48. How did they become brands?

49. What’s the difference between
a brand and a product?

50. A product is functional.
A brand is emotional.
Entrepreneurs make products.
Consumers create brands.
A product can be copied.
A brand is unique.
A product is meaningful now.
A brand is meaningful over time.
People negotiate the price of a product.
People will gladly pay higher for a brand.

51. So, what is a brand?

52. A brand is a promise.

53. Let’s, first, create a brand image
for your product.

54. Contrast Repetition Emotion Significance Time
The CREST Model

55. Now, here are the STEPPS to selling your brand.

56. S T E P P S
Social
Currency
Triggers Emotion Public Practical
Value
Stories
The STEPPS Method

57. People care about how they look
to others.
Social Currency

58. Top-of-mind means tip-of-
tongue.
Triggers

59. When we care, we
share. Focus on
attracting feelings rather
than function.
Emotion

60. Built to show, built to grow.
Public

61. Useful brands are worth sharing.
Highlight your benefits and value.
Practical Value

62. Stories are vessels for your
brand’s benefits
Stories

63. Do you know AIDA?

64. Attention
Catch their attention
The AIDA Method

65. Attention
Interest Make them curious
about it
The AIDA Method

66. Attention
Interest
Desire Make them want it
The AIDA Method

67. Attention
Interest
Desire
Action
Make it easy for
them to act on it
The AIDA Method

68. ACTIVITY
Present Your
Products

69. Know your product well.
Genuinely love your product.
Think like the buyer.
Build your brand.
Sell as a matter of pride.
Remember…

70. Let’s, now, talk about negotiating.

71. You
Lose They
Win
You
Win
They
Win
You
Lose
They
Lose You
Win
They
Lose
Focusonothers
Focus on yourself
Low High
LowHigh
Popular Win-Win Concept

72. You
Win
They
Win
You
Lose
They
Lose
Focusonothers
Focus on yourself
Low High
LowHigh
You
Lose
They
Lose
You
Lose
They
Lose
Popular Win-Win Concept

73. Is win-win possible?

74. ACTIVITY
Breaking the
Trend

75. How was win-win achieved in this activity?

76. Competing
made it worse.

77. Collaborating made it work.

78. “With competition,
negotiators achieve a non-
optimal solution. With
cooperation negotiators
achieve a fair and efficient
solution.
- John Nash

79. You might remember him from this movie…

81. A Boy, A Girl,
An Orange

82. Their TermsOur Terms
Agree
Common Method of Negotiation
ZOPA
Zone Of Potential
Agreement
Low HighHigh
Turning Competition into Collaboration

83. Their Terms
OurTerms
Negotiation Achieving Full Potential
ZOPA
Low
High
High
Turning Competition into Collaboration

84. Use the magic
question.

85. Entrepreneurial
Salesmanship
Copyright © 2018 | Boom San Agustin

86. Boom San Agustin
@BoomYourSales
+63-917-593-1494