APPROACH

Introductory Good evening, name, position, company, who we are, and what
we do
Compliment Look radiant in that polo shirt
Referral One of your colleagues and our long time client, Jun Barrameda
Premium We passed by a resto-bar otw here, here’s a beverage for you
Product To use this product: we first start by doing (demonstrate)
Showmanship PERFORM
Customer Benefit Do you want protection (for posters & comics), want Alex and
Ana, want red jumpsuit from La Casa de Papel? Today we have
what you’re looking for
Curiosity have you heard of a way to display and protect your valuable
photos and collectible comics at the same time? How about a
way to have both Alex Morgan and Ana Ivanovic with you
without having them be physically present? Or a way to bring to
life your fanboy dream of being one of the members who will
head the greatest heist of all time?
Opinion what do you think of being able to display and protect your
valuable photos and collectible comics at the same time? How
about having both Alex Morgan and Ana Ivanovic with you this
Christmas? Or having the same red jumpsuit and mask used in
La Casa de Papel inside your closet? We have what you’re
looking for
Shock did you know that you can be with Alex Morgan and Ana
Ivanovic for Christmas this year? Did you know that you can
even envision living a glamorous life with them?
Multiple (SPIN: Scenario, Cause, Effect, Solution) You’re a fan, collectible’s safety, having separation anxiety
of not being able to always see your favorite people in the
world, and even owning your very own merchandise from your
favorite shows. we came up with a solution to offer you a frame
for both display and protection of memorable printed items, a
personalized editing service to give life to your greatest desires,
and a Money Heist costume for your fanboy needs.
PRESENTATION & DEMONSTRATION: PERSUASIVE COMMUNICATION
Suggestive Proposition May I make a suggestion?
Auto Suggestion Imagine
Prestige Suggestion Name drop, talk about it (TIME Magazine)
Direct Suggestion Do this, I won’t let you down
Indirect Suggestion Talk about a customer, talk about how they use it, you might
miss out on this
Counter Suggestion “typical frame? Boring and usual? Might break easily? Limited to
photos only? Old style/design?”

HANDLING OBJECTIONS
Dodge Really sir? You’re not in the market?
Pass-up Have I told you of another feature?
Postpone Let me tell you about that later
Rephrase as question Are you telling me (state their objection)
Boomerang Sir, that’s exactly why you should buy it!
Ask questions
Denial Sir, have you tried using it like this instead?
Indirect Denial Sir, my client used to have the same problem. What he did was
Compensation Sorry about that. Here sir, have a keychain of your favorite hero
Third party I understand, maybe you’d rather hear it from…

CLOSING (The moment he asks a question, offer P.O right away and use Compliment + Assumption + Alternative Choice combo)
Alternative Choice Would you buy the black/brown? Size L or XL? Give it now or
deliver to your office?
Assumption Sir, you seem interested. Here’s the PO (insert alternative
choice)
Compliment Sir you’re very practical/adventurous. People like you should
buy this. (insert assumption, then proceed to alternative choice)
Summary of Benefits Motivational aspect, protection, aesthetically pleasing
Continous - YES Durable? Reliable? Easy to service? Aesthetically pleasing? A
unique feature? Then CAA combo.
Minor Points Delivered? Picked-up? Cash? Card? Installment Basis?
T-Account
Standing Room Only Magazine cover, only stock of money heist costume
Probability On a scale of 1-4 what are the chances you’ll buy all 3? Then
say standing room only
Negotiation Mr. Liongson, if you decide to purchase this today, we will be
giving you the back-to-back covers for (AMOUNT) only. That’s a
15% discount from our usual SRP offer. We will also provide
you a 1 year warranty for both the frame and Money Heist
costume.
Technology Mr. Liongson, let me show you our AVP to share a testimony of
one of our long time clients who continuously remained happy
and satisfied with 4 years of hanging with us.

GUIDE
Hidden *May I know why you don’t find it nice?
*In addition to that, isn’t there something else in the back of your
mind? Some other reason you’re hesitant?
*Other than that, is there anything else that’s bothering you, Sir?
Stalling *Would you like to tell me what you’re not sure about?
*Let’s discuss specifically about your reasons for buying now
versus later. *Have I told you of another feature?
No-need *Really sir? Are you telling me you’re not in the market?
*I understand, maybe you’d rather here it from an old client?
*That’s exactly why you should buy this. None of your friends
have it
*I know how you feel, others felt the same way, but you know
what I found out? It’s an investment piece
Money I know how you feel Sir, I/my old clients felt the same way, but
you know what I found? This double sided frame is actually a
great investment piece
I understand, but have I told you about another feature of this
frame? (mention FAB)
*Continuous – YES + CAA Combo
Product *Feel, Felt, Found
*Have you tried using it differently?
*May I know how you used a product like this last time?
*Would you care to tell me about your past experience with a
product like this?
 *Let me tell you about that later, for now would you like to know
why our clients love this frame? (insert FAB)
*So what you’re saying is you are not convinced that this
product will perform as well as others on the market? I’m glad
you brought that up. I have customers who felt the same way
when I began talking with them. Now they actually speak for the
product themselves
*May I know why you love/like (competitor’s brand)? Actually
Sir, our frames can do more.
Source I respect that sir, may I ask why?
Personal *I understand, would you rather hear it from (include someone
else like: old client, expert, or boss)
I know how you feel, I felt the same way, but you know what I
found out sir? Give me a chance. Hear me out. I won’t let you
down.
*CAA Combo