1.
How to Master the Art
of Selling!!!

2.
The Straight Line
Persuasion System

3.
The Line:
1- A complex communication system
2- Make the prospect trust
4- Logical or Emotional case ?
5- The Fear of being rejected
6- The Power of Presupposition
7- Sales Objectives
8- Develop clients for life
9- The perfect transitions
10- Mastering the art of asking questions
BONUS

4.
“I need to
think about
it”
“No”
“Let me ask
my wife”
“Why would
I buy this ?”
“I don’t
have time”
“I do not
need this”
“I am not
sure…”
Every rejection is intended by the sales person
The sale really starts from the first rejection

5.
DANGER !
The person (or even you!) is
going away from the line.
You need to put the conversation
on the line again and control it.
The script of the Line is crutial
The person is talking about his/her
son or cousin, or the new car…
Or it can be you, going away from
the center of the conversation (the
sale)

6.
We All Have Complex Communication System

7.
Verbal
7%
Para
verbal
38%
Non-
verbal
55%
Words
Gesture
Body
Position
Voice
Tone

8.
Let them speak

9.
Verbal Communication

10.
Words are only 7%
of the
communication.
And the interlocutor
won’t remember
everything.
But still, choose
carefully the words
you are going to use.

11.
An effective sentence to put at the
end of your proposition:
 “Sounds fair enough ?”
 “You are going to be very
very impressed”
 “You will not be sorry”
“Well”, “But”, “Now”
Are words you can easily use to
smoothen your sales
conversation.

12.
Never use “should”
Only “Will” and “Must”
Never use “I understand what you say”
But “I hear what you say”
Never use the expression
“Money aside”
Or any expression with this
same meaning
For example:
“Stop talking about your
money, my
product/idea/project is great
right ?”
THIS IS BAD  it shows the
weakness of the sales person

13.
2 ears – 1 mouth
First hear a lot and understand.
Then speak correctly and directly to the person’s need
and wants.

14.
Para Verbal Communication

15.
Raise the voice up when introducing yourself, your product and your company, at the end of sentences.
“Hello my name is Lucas, I work for the food supplement company Stemtech.. food supplements world wide”

16.
Talk fast (but clearly), the prospect
does not want to lose time.
Until you start giving details about
the products, which help you to sell.
Then here you can speak more
slowly, smoothly.
And insert a trustful ambiance.

17.
When you tell the reason of
the call, the meeting, picking
up someone in the streets…
Drop your voice just like if
you shared a secret.
The person will focus on
what you will say and trust
your words.

18.
Important Tonalities
Important tonalities
Scarcity/Secret
Disarming
Certainty
“This is the best offer I have for you”, “Now, the reason I
am here is to offer you…”
To use with sentences when people cannot say no to you:
“sounds fair enough?” for example
You just have to close the deal just like it’s not a big deal

19.
Never
interrupt
The person
must know
that you care
about his/her
life
Use tonality
for that

20.
Develop a gesture that creates support for each tonality

21.
Non-Verbal Communication

22.
Use your body to help you having the best tonality when you speak.
Hands, positions, movements…
Gestures also follow the words. Use them according to the meaning of
your sentences.

23.
Imitate the position of the person you are talking with

24.
Cannot tell all the good things
about your products
at the same time

25.
Make The Prospect Trust

26.
Sell the ProductSell Yourself Sell the Company
Make the prospect trust in
you by:
- Introducing yourself
- Knowing some things
about him/her
- Be smiley, enthusiastic,
positive…
Make the prospect trust in
your product:
- Its quality
- its features
- its values…
Make the prospect trust in
your company/business:
- Its wins
- Its losses
- Staff
- Its experience…

27.
When to Use Logical and Emotional Case ?
Identify emotional wants and physical needs of the person

28.
We always hear people saying, when it comes to sales, that people buy
because they are sensitive to two different cases:
Logical Emotional
But why choose ?

29.
This is a wrong advice
CHOOSE BOTH !
Every people have the two parts of the brain
anyway:
Emotional AND Logical
Just use both of them correctly in your
conversation

30.
Average sucks

31.
The Fear of Being Rejected

32.
Anticipate objections
Before you start to sell.
Before you even talk to the person.
So… Be ready

33.
1) What did I like / dislike about it ?
2) What would I change or improve with my
current sources ?
3) What’s my biggest headache with …
4) What’s my ultimate objective?
5) What would be my ideal program?
6) Of all the factors, what’s the most
important to me?
7) Have I asked about every detail that’s
important to me?
To increase
your sales,
ASK
Yourself:

34.
3 ways of managing fear:
Ignore it
Understand and accept it
Act in spite of it
OR
OR
But take action !

35.
Remember that:
EVERY NO
from the prospect
IS EXPECTED

36.
DO NOT show you are disappointed

37.
when he/she says
“NO”, or “let me
think about it”
THEN
The sales
begins
AND

38.
Whatever he/she says is always expected

39.
The power of presupposition

40.
“Once you make money with it…”
“Once you start making money…”

41.
How many close sales in the weekend ?
1) Write down the goal
2) Put a date on it
3) Identify the People/Groups to align with
4) Take a Massive Action
5) See what’s working/not working and change approach

42.
Find the Qualified Clients
Qualifier 1: The product is right for him
Qualifier 2: He can afford it

43.
Enthusiastic
Sharp
Force
BE
HAVE
BE
TO SUCCEED IN SALES …

44.
After the “NO” the sales begin

45.
The Perfect Transition

46.
Some Transitions:
“Based on everything you just told
me, this is the perfect fit for you.”
“Just a couple of questions so I don’t
waste your time.”
“Just a couple of question so I can
better serve you.”
 Care, Trustworthy, Thanking
With the right tonality
Light and positive
tonality
Never say “is that OK?”
 Lack of authority
Conclude lightly with
logical tonality

47.
Mastering the art
of asking questions

48.
Find your client’s “WHY”
Ask for permission to ask questions
Write down perfect questions and
memorize them
Do not
directly ask
why

49.
After:
Asking your question
Counter the person
Propose something
The first person who talk/answer
loses
YOU: You are not going to sell to that person
HIM/HER: He/she is going to buy your product

50.
Develop Clients for Life

51.
 Remember their family:
Find out who they are AFTER you closed them.
They will know you are not interested in their
private life just to sell them something.

52.
Send them to your competitor !
Only if you can never get this client. Because next time he will come back to
you, if he is not satisfied by your competitor. He will stay with you for life.

53.
Write effective Thank You notes/mails:
Get PERSONAL in the writing.

54.
Use presents/gifts correctly:
Find out what makes the client comfortable
OUTSIDE the work

55.
BONUS: Trigger Words
Pattern language
Looping
Closing

56.
Trigger words:
1) Virtually (hedge word)  Instead of “most”
2) Only (minimizer)  Using when giving numbers, objectives
3) Because (justifier)  “because” + a reason
4) Cash outlay / investment  The purchase is useful here, not a waste of
(reframe) money
5) I would be glad to (reframe)  Better when you have the client already

57.
Pattern language for looping (Looping = start the step again after a rejection):
1) Does the idea make SENSE to you?
2) You see, the true beauty of the product/program/concept/strategy …
3) If I’d been your adviser …
4) As far as ‘my company’ goes … (also used for “from selling yourself to selling your company”)
5) What we can do for you besides this one (transition)
6) What’s the worse that can possibly happen ? (minimizer)
7) Start off small, and we can work bigger and better in the future
8) Please don’t misconstrue my enthusiasm for pressure
9) In real estate it’s location, location, location… In my business it’s “…, …, …” (Timing, strategy,
product value, concept… It depends on your business)
10) Getting started is very simple; just a question of some basic information
11) It’s a cash outlay/investment of only … $ (never say “cost”)

58.
Pattern language for closing a deal:
1) “If you do even half as well” (with an absolute “certainly” tone of voice)
2) “You are going to be very, very impressed” (“total sincerity” tone of
voice)
3) “Sound fair enough?” (“reasonable man” tone of voice)

59.
 Empathize
 Watch the tonality
 Always respect
 Educate people (with respect)

60.
 “Tell me you don’t have money, I will respect
you”
 “Tell me you do not like my product, I will
respectfully give you arguments”
 “Tell me you do not trust me, I will respectfully
introduce myself until you trust me”
 “Tell me you do not trust my company, I will tell
you more”

61.
THANK YOU