Amplify Your Sales, Multiply Your Referability is a customized 1-day program for ST Jobs. This workshop is crafted from my 3rd book titled SOLD: Everything You Need to Know About Selling Anything. You can purchase a copy of this book at http://www.jackychua.com/sold For customized sales workshop, email to contact@jackychua.com

1. YOUR SALES
YOUR REFERABILITY

2. Sales Architect
Business Communication Coach
Author of 3 books
Accredited Certified Coach (ICF)
Featured on multiple media

6. If you want to be competent,
work on your weaknesses..
If you want to be successful,
work on your strengths.

7. ADAPTABILITY
You got the capacity to adjust readily to different
situations and to change your attitude and
behavior to handle new challenges. You can
quickly let go of the way things used to be and
tailor your strategy and tactics to fit the new reality.

8. RESILIENCE
You got the to bend but not break. In difficult times,
you pick yourself up, dust yourself off, and
persevere. When others give up, you keep trying.
When others get tired, you push forward and
refuse to quit.

9. FAITH
You believe that a greater power will steer you
through difficult times and guide your actions. You
are never alone in your struggles. You see God as
your active partner in every challenge you
encounter. Faith is your greatest comfort and
mightiest weapon.

10. HOPE
You believe that no matter how bad life gets, things
will turn out for the best in the end. When you have
a wish or desire, you are confident that it will be
fulfilled. You believe good things happen, but you
are not naïve. Hope, in your opinion, is a
combination of optimism and realism.

11. PURPOSE
You have a mission in life, a reason for living that
is greater than yourself. You have big goals that
you strive for. They are the reasons you are alive
and they make every day worthwhile. You have a
passion for life and your dream.

12. TENACITY
You got the persistence and determination to stick
to it when others let go. You got the grit and
toughness to hold on when others cannot take the
punishment. You have an indomitable spirit and
can endure real hardship. When other give up, you
push yourself even harder.

13. LOVE
You will do anything, and go to any lengths, for the
people you love. Your bond with family and friends
are unbreakable and give you the reason for living.
In a crisis, you always think about your family and
friends first. In an emergency, you would walk
through fire for the people who depend on you.

14. EMPATHY
In a crisis, your ability to help others turns out to be
a very powerful way to help yourself. Your
compassion motivates you to help other people
stricken by misfortune. You are good at reading
people, and you are always aware of your
surroundings. You are a team player, and work
well with others.

15. INTELLIGENCE
You have got brains and a talent for learning,
thinking, understanding, and problem solving. You
see complex and dangerous situations very
clearly. You examine problems from all angles in
search of realistic solutions. You are able to break
problems into manageable parts and find good
solutions.

16. INGENUITY
You are clever, inventive and resourceful. You
know how to apply things you have learned
elsewhere to overcome immediate challenges. You
are good at improvising and finding answers.
When others freeze or get stuck in a rut, you see
new ways to solve solution.

17. FLOW
You move forward, steadily, relentlessly, and with
apparent ease and effortlessness. You do not need
to make adjustment. You sail along, freely and
calmly without fuss. You take adversity as it
comes. Facing a crisis, some fight and others flee,
but you flow.

19. Objections
are never about you

24. TWO-STEP ADVANCE
TURNAROUND

25. TRIPLE D TECHNIQUES
Direct
inDirect
Diversion

26. TRIPLE D TECHNIQUES
Direct
Use when
Urgency for a reply
Near to closing
Need for assurance

27. TRIPLE D TECHNIQUES
inDirect
Use when
Obvious signs of interest
Opportunity to provide more information

28. TRIPLE D TECHNIQUES
inDirect
Provide facts and figures
If your company is not using tablets to boost your
productivity, you are one of the laggards; the last 16% who
will accept ideas when they become mainstream.
What do you think the 84% knew that you don’t?

29. TRIPLE D TECHNIQUES
inDirect
Turnaround with question
I understand that Company B is offering the same service
at a lower price. For them to offer you at that price, there’s
definitely a catch.
What do you think is the trade-off?

30. TRIPLE D TECHNIQUES
inDirect
Use analogy
The product that you are using now is obsolete and
primitive.
It is like dressing up a modern man in caveman attire!

31. TRIPLE D TECHNIQUES
Diversion
Use when
Counter smokescreens
Evade tough objections
Buy time

32. TRIPLE D TECHNIQUES
Diversion
Parroting
Client: Let me think about it.
Sales Professional: Think about it?
Client: Yes, I have to work out my budget.

33. TRIPLE D TECHNIQUES
Diversion
‘By the way’ or ‘anyway’
I’m sure you can get a better offer elsewhere. Then again, if
price is a concern, we won’t be having this conversation in
the first place.
By the way, what key features are you looking for?

34. THE ART OF
GETTING REFERRED

36. QUALIFYING YOUR REFERRALS

37. THINK OF 5 SECONDARY
CRITERIA

39. SET THE STAGE RIGHT
How has your service / product benefited them?
What is the risk for them to refer someone to you?
How does it benefit them by referring someone to you?
How can you assure them about your approach to contact
their referrals?

40. CRAFT YOUR SCRIPT
Recite how they have benefitted from your service /
product.
Recite how it will benefit them by referring someone to you.
Tell them who you are looking for.
Ask them for details about the referrals.
Assure them.

41. What
3 things
have you learned today?

42. Social Media
www.facebook.com/JackyChua.Coa
ch
Email
contact@jackychua.com