Copyright © Larry Kendall, Ninja LLC 1985-2012. The Goal of Ninja Selling “Increase your income...

transcript

The Goal of Ninja Selling

“Increase your income per hour so you can

have a life!”

Your“Ninja Tool Kit”

Three Success Keys • Your “Mindset”• Your “Skillset”• Your “Actions”

Your Mindset

Energy Transfer

“Two Guitars”

Energy Transfer - Your “Vibe”

Generated by: • What you are

thinking• What you are

feeling

How important is your “Vibe”?

• In Sales?• In Trust?

The Power of Your “Vibe”

A 10 Second Experiment

Emotional EnergyHIGH

HighNegative

LowNegative

HighPositive

LowPositive

Shawn Achor - Harvard Psychologist “Happiness is not a result of a sale. A sale is the result of happiness.”

Shawn Achor

Your Skillset

Ninja Principle #1

Stop Selling!

Pursuer-Distancer Dance

Stop Selling!Start Attracting!

How do we attract?Have something of value.

People Pay $ For Two Things

• Solve a problem (pain)• Feel good (pleasure)

How Do We DiscoverTheir Pain/Pleasure?

Socratic Method

• Ask the right questions & listen.• Customer has “time of possession”.

F.O.R.D. = Life • Family/Friends• Occupation• Recreation• Dreams

Listen for Change

•Pain•Pleasure

Pain Questions:• “What is your greatest challenge in

your business right now?” (pain)

Pleasure Questions:• “If you could wave a magic wand and

have your business just the way you want it ….” (pleasure)

Traditional Sales Process

•Connection•Presentation•Closing

Ninja Sales Process

•Connection• Information• Solution•Presentation

Number one retail store?($ sales per square feet)

Apple Sales Process

•Connection• Information• Solution•Presentation

It is not what you say. It is what you ask.

The Ninja Way• “Ask” not “Tell”• “Pull” not “Push”• “Probe” not “Pitch”• “Consult” not “Present”• “Solve” not “Sell”• “Serve” not “Sell”

Your Actions

People prefer to work with people they:

• Know• Like• Trust• Flow

Law of Precession “Bodies in motion tend to

operate on each other at 90 degree angles.”

– R.

Buckminster Fuller

Precession

Opportunity

“Life happens at the level of movement – not words.”

Copyright © Larry Kendall, Ninja LLC 1985-2012. The Goal of Ninja Selling “Increase your income...

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