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Strategic Sales 
Drs. Marc J. De Turck 
Based on the works of L. Ron Hubbard
The Basics of operation in sales 
 Be there 
 Look 
 Don’t lie
3 Elements of sales 
Conviction 
Emotions 
Behavior
Vital elements of an effective team 
Where can it go wrong? - solution 
Problem 
No communication rules. 
Solution 
Set ways and rules to communicate who, what, 
how, to whom and when. 
Problem 
Crisis situations created by people . 
Solution 
Handle the people creating it.
Conditions of existence 
DO 
HAVE 
BE
Сonditions of existence 
There are three conditions of 
existence 
These three conditions comprise 
life 
They are BE, DO and HAVE 
L. Ron Hubbrd, Fundaentals of thought
Сonditions of existence 
BE 
The condition of being is defined as the 
assumption (choosing) of a category of identity. 
An example of beingness could be one's own 
name. 
Another example would be one's profession. 
L. Ron Hubbrd, Fundaentals of thought
Сonditions of existence 
DO 
The second condition of existence is doing. 
By doing, we mean action, function, 
accomplishment, the attainment of goals, 
the fulfilling of purpose, or any change of 
position in space. 
L. Ron Hubbrd, Fundaentals of thought
Сonditions of excistence 
HAVE 
The third condition of existence is havingness. 
By havingness we mean owning, possessing, 
being capable of commanding, positioning, 
taking charge of objects, energies or spaces. 
L. Ron Hubbrd, Fundaentals of thought
Motivation Scale 
Duty highest 
Personal conviction 
Personal gain 
Money lowest 
L. Ron hubbard, Motivation scale
Products and exchange 
A product is a finished high quality service or article, 
in the hands of the being or group it serves, as an exchange 
for a valuable. …. 
It's a finished high quality service or article in the hands of 
the 
consumer as an exchange for a valuable. 
In other words it isn't a product at all unless it's exchanged. 
Unless it's exchangeable it's not a product at all. 
Even the individual has to put his service or article in the 
hands of some other staff member before it could be called 
a product. 
Product is exchange, exchange is product. 
L. Ron Hubbard, Management technology defined
Products - Ice cream 
 Result of YOU 
 Result of Product 
 Result of Company 
L. Ron Hubbard, Management technology defined
Products and exchange 
Conditions of exchange 
1. Rip-off 
First consider a group which takes in 
money but does not deliver anything in 
exchange. This is called rip-off. 
2. Partial exchange 
The group takes in order or money for 
goods and then delivers part of it or a 
corrupted version of what was ordered. 
L. Ron Hubbard, Finance series 36
Products and exchange 
Conditions of exchange 
3. Fair exchange 
One takes in orders and money and one 
delivers exactly as was ordered. 
4. Exchange in abundance 
Here one does not give two for one or free 
service but gives something more valuable 
than money was received for. 
Л. Рон Хаббард, Серрия Финансы 28
The Emotional tone scale 
4.0 Enthusiasm 
3.3 Strong interest 
3.0 Conservatism 
2.5 Boredom 
2.0 Antagonism 
1.5 Anger 
1.1 Covert Hostility 
1.0 Fear 
0.5 Grief 
0.05 Apathy 
L. Ron Hubbard, The emotional tone scale
4 exact steps in sales 
Contact 
Handle 
Salvage 
Bring to understanding 
L. Ron Hubbard, Dissem drill
4 exact steps in sales 
CONTACT 
 Clear and simple 
 On a fair 
 On a meeting 
 In a train, …. 
 On holiday 
 In a restaurant 
 Use tone scale
4 exact steps in sales 
HANDLE 
Handle all antagonism towards YOU 
and towards your product and your 
company 
Control, direct, ….
4 exact steps in sales 
HANDLE 
Interest 
Communication 
Control 
Help 
L.Ron Hubbard Precession proces
4 exact steps in sales 
Salvage 
What does the person need? 
Why doe she need this? 
How does this have an effect upon him? 
What would happen if he wouldn’t get 
what he needs? 
How long is this going on? 
Does he really think he can get it?
4 exact steps in sales 
Bring to understanding and propose 
False objection : is changing 
Do not change – come back with 
same proposal 
Real objection is coming back
4 exact steps in sales 
Closing with real objection 
1. Understand the objection 
2. Find something the person is right and 
acknowledge this 
3. Wait 
4. Come back with your proposal 
5. Ask for his solution 
Never give a solution, give data.
You can be right 
In the matter of being right or being 
wrong, a lot of muddy thinking can 
develop. 
Why ? 
The answer lies in an impulse, inborn in 
everyone, to try to be right. 
L. Ron Hubbard, Introduction to Ethics
You can be right 
Getting the offender to admit his or her 
wrongness is to court further degradation. 
By getting the offender off the compulsive 
repetition of the wrongness, one then 
cures it. 
How ? 
By rehabilitating the ability to be right! 
L. Ron Hubbard, Introduction to ethics
You can be right 
By getting another to explain how he or she 
is right – until he or she, being less 
defensive now, can take a less 
compulsive point of view. 
You don’t have to agree with what they 
think. You only have to acknowledge what 
they say. 
And suddenly he can be right. 
L. Ron Hubbard, Introduction to ethics
3 
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Sales seminar eng

  • 1. Strategic Sales Drs. Marc J. De Turck Based on the works of L. Ron Hubbard
  • 2. The Basics of operation in sales  Be there  Look  Don’t lie
  • 3. 3 Elements of sales Conviction Emotions Behavior
  • 4. Vital elements of an effective team Where can it go wrong? - solution Problem No communication rules. Solution Set ways and rules to communicate who, what, how, to whom and when. Problem Crisis situations created by people . Solution Handle the people creating it.
  • 6. Сonditions of existence There are three conditions of existence These three conditions comprise life They are BE, DO and HAVE L. Ron Hubbrd, Fundaentals of thought
  • 7. Сonditions of existence BE The condition of being is defined as the assumption (choosing) of a category of identity. An example of beingness could be one's own name. Another example would be one's profession. L. Ron Hubbrd, Fundaentals of thought
  • 8. Сonditions of existence DO The second condition of existence is doing. By doing, we mean action, function, accomplishment, the attainment of goals, the fulfilling of purpose, or any change of position in space. L. Ron Hubbrd, Fundaentals of thought
  • 9. Сonditions of excistence HAVE The third condition of existence is havingness. By havingness we mean owning, possessing, being capable of commanding, positioning, taking charge of objects, energies or spaces. L. Ron Hubbrd, Fundaentals of thought
  • 10. Motivation Scale Duty highest Personal conviction Personal gain Money lowest L. Ron hubbard, Motivation scale
  • 11. Products and exchange A product is a finished high quality service or article, in the hands of the being or group it serves, as an exchange for a valuable. …. It's a finished high quality service or article in the hands of the consumer as an exchange for a valuable. In other words it isn't a product at all unless it's exchanged. Unless it's exchangeable it's not a product at all. Even the individual has to put his service or article in the hands of some other staff member before it could be called a product. Product is exchange, exchange is product. L. Ron Hubbard, Management technology defined
  • 12. Products - Ice cream  Result of YOU  Result of Product  Result of Company L. Ron Hubbard, Management technology defined
  • 13. Products and exchange Conditions of exchange 1. Rip-off First consider a group which takes in money but does not deliver anything in exchange. This is called rip-off. 2. Partial exchange The group takes in order or money for goods and then delivers part of it or a corrupted version of what was ordered. L. Ron Hubbard, Finance series 36
  • 14. Products and exchange Conditions of exchange 3. Fair exchange One takes in orders and money and one delivers exactly as was ordered. 4. Exchange in abundance Here one does not give two for one or free service but gives something more valuable than money was received for. Л. Рон Хаббард, Серрия Финансы 28
  • 15. The Emotional tone scale 4.0 Enthusiasm 3.3 Strong interest 3.0 Conservatism 2.5 Boredom 2.0 Antagonism 1.5 Anger 1.1 Covert Hostility 1.0 Fear 0.5 Grief 0.05 Apathy L. Ron Hubbard, The emotional tone scale
  • 16. 4 exact steps in sales Contact Handle Salvage Bring to understanding L. Ron Hubbard, Dissem drill
  • 17. 4 exact steps in sales CONTACT  Clear and simple  On a fair  On a meeting  In a train, ….  On holiday  In a restaurant  Use tone scale
  • 18. 4 exact steps in sales HANDLE Handle all antagonism towards YOU and towards your product and your company Control, direct, ….
  • 19. 4 exact steps in sales HANDLE Interest Communication Control Help L.Ron Hubbard Precession proces
  • 20. 4 exact steps in sales Salvage What does the person need? Why doe she need this? How does this have an effect upon him? What would happen if he wouldn’t get what he needs? How long is this going on? Does he really think he can get it?
  • 21. 4 exact steps in sales Bring to understanding and propose False objection : is changing Do not change – come back with same proposal Real objection is coming back
  • 22. 4 exact steps in sales Closing with real objection 1. Understand the objection 2. Find something the person is right and acknowledge this 3. Wait 4. Come back with your proposal 5. Ask for his solution Never give a solution, give data.
  • 23. You can be right In the matter of being right or being wrong, a lot of muddy thinking can develop. Why ? The answer lies in an impulse, inborn in everyone, to try to be right. L. Ron Hubbard, Introduction to Ethics
  • 24. You can be right Getting the offender to admit his or her wrongness is to court further degradation. By getting the offender off the compulsive repetition of the wrongness, one then cures it. How ? By rehabilitating the ability to be right! L. Ron Hubbard, Introduction to ethics
  • 25. You can be right By getting another to explain how he or she is right – until he or she, being less defensive now, can take a less compulsive point of view. You don’t have to agree with what they think. You only have to acknowledge what they say. And suddenly he can be right. L. Ron Hubbard, Introduction to ethics

Editor's Notes

  1. DAY 1 10:45 – 13:00 MARC DE TURCK
  2. <number>
  3. <number>
  4. <number>
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  8. <number> Scientology 0-8, Chapter 7 “Motivation scale” p. 346
  9. <number> OEC VOL 0, HCO PL 10/09/82 “Exchange, Org income and staff pay” p. 317 points 1, 2
  10. <number> OEC VOL 0, HCO PL 10/09/82 “Exchange, Org income and staff pay” p. 317 points 1, 2
  11. <number> OEC VOL 0, HCO PL 10/09/82 “Exchange, Org income and staff pay” p. 317 points 1, 2
  12. <number> OEC VOL 0, HCO PL 10/09/82 “exchange, Org income and staff pay” p. 317 points 3, 4
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