We are selling all the time. And we all know how important it is. But how many of us actually go down to the nitty gritty to practice it? This presentation dives down into this art and gives you actionable insights that you can implement right away.

1. We all sell, all the time

5. ● Basic Principles: 9 Laws of Persuasion
● Charisma
● Remotely: Crafting a Successful Ad
● Face-to-Face: SPIN
Today

6. ● Talk way too much
● Attempt to convince by logic
● Lack trust
● Lack rapport
● Too smooth
● Nervous
● Ego-driven, self-conscious
● Manipulative
Common Mistakes

7. Outcome-
Based
Thinking

8. 1. What precisely do I want out of the process?
2. What does the other person want?
3. What is the least I will accept?
4. What problems could come up?
5. How will I deal with them, and position the problem as a
benefit for the other person?
6. How will I conclude the process?
Before Going In...

9. Charisma

10. Power
PresenceWarmth

12. Exercise Time!!

13. 9 Laws of
Persuasion

14. Law of Reciprocity

15. Law of Contrast

16. $1 $10
$2499$2489

17. Law of Friends

18. Law of Expectancy

19. Law of Association

20. Law of Consistency
$100 OR
$200 $0

21. Law of Scarcity

22. Conformists
Law of Conformity
Contrarian
Conformists
Contrarians

23. Law of Power

24. 1. Please continue.
2. The experiment requires that you continue.
3. It is absolutely essential that you continue.
4. You have no other choice, you must go on.
Milgram Experiment

25. Successful Ads
● What you have now is not enough
● This product can make you feel better
● Try it once. You have nothing to lose and everything to gain
● Other people will respect you and like you more
● Imagine yourself with this product and achieving your desired
outcome
● It’s low risk and guaranteed by experts, but running out soon,
so decide fast

28. http://www.shakeology.com

30. Features:
-durable
-2-year warranty
-foldable
-heart-rate monitor
-high horsepower of 3
-safety plug
-water bottle holder
-wide speed range (up to
15km/h)

32. SITUATION QUESTIONS
● what do you value?
● how often do you
exercise?
● have a treadmill?
● how busy?
● favourite sports?

33. PROBLEM QUESTIONS
● are you too busy to
exercise regularly?
● not exercising as often as
you should?
● feel guilty?
● no willpower?
● too much trouble?
● feel lethargic?

34. IMPLICATION QUESTIONS
lack of exercise ->
● lethargy
● poor work attitude
● poor work performance
● impact self-esteem
● impact relationships with
others
● unhappiness

35. IMPLICATION QUESTIONS
● does the lethargy affect
your work attitude?
● work attitude affect your
work performance?
● how does it affect your
long-term health?
● how does it impact your
outlook on life?

36. NEED-PAYOFF QUESTIONS
● why is exercise impt to you?
● how would convenience help
you exercise more?
● how will it improve your r/s?
● will it improve your work
performance?
● will it improve your quality of
life?

37. Exercise Time!!!

38. Coolest Cooler
● blender
● waterproof wireless
speakers
● usb charger
● led lid light
● 8 different colours
● durable all-terrain
wheels
● in-built utensils
● in-built bottle opener

39. BONUS

40. ● NAME
● THANK
YOU
● BECAUSE
Power Words
● advantage
● save
● benefit
● security
● comfort
● trust
● results
● value
● exciting
● deserve
● fun
● guarantee
● free
● love
● right
● powerful
● improved
● discovery
● investmen
t
● happy
● joy
● money
● safety
● vital
● proud
● you

41. ● precision
● balanced
● low-pressure,
professional
Credibility

42. Precise facts

43. ● I’m not supposed to be telling you this
but…
● I’m only telling you this because you are
…
● Let me tell you something, but don’t let
anyone else know…
● Off the record, let me just say...
Secrets

44. ● Don’t
● Might/ Maybe
● Assumption of Obvious
● Tell you
● Truth
● Tie-Downs
Language Patterns

45. Don’t
Don’t feel as though you have to buy something today.

46. Might/Maybe
You might want to take
out the trash later
Maybe, you’ll help me
with some household
chores later.

47. Assumption of Obvious
You probably already
know, deep down,
how important
studying hard for your
exams is.

48. I could tell you to do
your homework, but I
won’t. I’m sure you
know the importance
of doing them.
Tell You

49. I wouldn’t tell you to
bring me out, because
I respect your
decision and I know
you will always do
the right thing.
Tell You

50. ● The economy is bad
● The country is going
in the wrong
direction
● Change is in order
● Therefore, you
should vote me in
Truth

51. You will save money with this software, won’t you?
You do want this home, don’t you?
You can afford it, can’t you?
Tie-Downs

52. ● future pacing
● assumptive close
● puppy-dog close
● alternative-choice close
● sharp-angle close
Closes

53. “With your help, XXX can literally save a large number of children’s lives and
cultivate a positive corporate culture. What kind of sponsorship are you
looking at?”
Future Pacing

54. “I’m glad you got a chance to view
this house. What are your plans for
the backyard”
“This car is definitely a wise choice.
Will you be driving it, or will it be
your wife?
Assumptive Close

55. “I’ll have the machine delivered tomorrow. We will show you how to
maximize it. After 10 days, if you’re not satisfied, we can take it back.”
Puppy-Dog Close

56. Will you be buying manual or
auto?
Would you prefer a monthly
or quarterly plan?
Will you be paying in cash or
credit?
Alternative-Choice Close

57. Buyer:“We need to the software up and running by 1st December.”
Seller: “If we can guarantee operations by then, will you approve the order
today?”
Sharp-Angle Close

58. win-win