ADVANCED SALES

TRAINING
APRIL 2022
 WHAT IS SALES AND UPSALES?
Sales is creating a connection between you and the customer to offer
any product or service in the sense of necessity and urgency. No sales,
no money, no company, no jobs.

Up sales help us to make more money by offering an additional

product or service with the main product.
 8 STEPS TO BE A
SUPERSTAR SELLER
WHY DO PEOPLE BUY?
EMOTIONS

THE SOCIAL STATUS

THEY KNOW WHAT THEY WANT

 STEP # 1
ABUNDANCE MINDSET AND KEYS TO SELL
To be a Great Seller you “MUST BELIEVE” that you are one, even if you
haven’t sold anything before.

AFFIRMATIONS:
I’M A GREAT SELLER
MY CUSTOMERS LOVE ME
I HAVE THE POWER OF CONVINCING
 STEP #2
INTRODUCING YOURSELF AND
BUILDING RAPPORT WITH THE CUSTOMER

CONFINDENCE, SMILE, PROPER BODY LANGUAGE MAKE A BIG IMPACT

Everything starts by introducing yourself to your customer and ask “How are you?”
and then complementing the customer like “Hey, I like your outfit it looks great!”
that makes you start connecting with the customer.

Always call the customer by their first name or last name, NEVER: MAN, BRO, MY
FRIEND.
 STEP #3
THE “3 YES TECHNIQUE”
Humans like to say and hear “YES” and if you can make the customer say YES 3 TIMES,
you got it, because with those answers the customer will feel emotionally interested
in the product you are selling, as well we’ll use the word “RIGHT?” to GUIDE the
customer to answer YES.

I SEE YOU LIKE TO LOOK AND FEEL ELEGANT EVERYDAY, RIGHT?

DO YOU LIKE SPECIAL AND UNIQUE THINGS, RIGHT?
DO YOU LIKE MONEY? RIGHT?

This MUST BE DONE WITH A GREAT SMILE, CONFIDENCE AND VOICE PROJECTION so
the customer sees that you know what you’re talking about.
 STEP #4

FIND THE NEED BASED ON PREVIOUS EXPERIENCES

Asking questions that can make the customer remember what he did and how he felt
without the right product or with the right one.

DO YOU REMEMBER THE LAST TIME YOU HAD A BAD EXPERIENCE WITH… YOU
NEED A GOOD PRODUCT RIGHT?
DO YOU REMEMBER THE LAST TIME YOU HAD A VERY GOOD PRODUCT, RIGHT?
HAVE YOU EVER WANTED TO HAVE A PRODUCT LIKE THIS RIGHT?
 STEP #5
SELLING THE BENEFITS OF THE PRODUCT
Make the customers imagine him/herself using the product, by telling them how they
would look and feel, customers will imagine the ideas in their brain and picture
themselves using it.

- Imagine yourself using…

- Imagine yourself wearing…
- Imagine yourself doing…
- Imagine yourself being…

These statements can make the customer feel interested in the product, besides the
great attitude, you will be able to make the sell.
 STEP #6
URGENCY AND SCARCITY – LIMITED TIME
We need to let the customer know and assure that the offer has a LIMITED TIME AND
JUST FOR THAT DAY, so the customer can take advantage of it at that moment.

- This offer is just for you and just today… Just say YES and it’s yours.
- I can get this price only today, tomorrow it will be different… I just need s YES
and this will start today.
- This is a limited time offer, that’s why I’m offering it today… Just give me a YES
and I’ll do the rest.

These statements can make the customer aware that he is taking advantage of it.
 STEP #7
CLOSING THE SALE WITH GUARANTEES
We MUST SHOW the customer that they are buying a quality product 100%
guaranteed to them because we are the experts.

- I can ensure you that this product will not fail since I have sold it to many other
customers that have been in your situation.
- You can check my Facebook page or Instragram to see all my 1,000 reviews on
this product, you’ll be convinced.
- Many customers can ensure the quality that I’m selling since they are satisfied
as you’ll be.

These statements can make the customer aware that he is taking advantage of it.
 STEP #8
REBUTTALS
"IT’S TOO EXPENSIVE”
Find out what the prospect is comparing your product or service to, you can
differentiate value.
RESPONSES
"I hear you. The best products are often more expensive.“
"How much will it cost you to do nothing?"
Get them to think about the bigger picture. Reveal the hidden costs if they leave
without your product.
Offer a less expensive product or package
Highlight equipment benefits
 REBUTTALS
"I DON’T HAVE A CREDIT CARD"
“We’re prepare for that; we accept debit cards and bank transfers”

“I DON’T WANT A CONTRACT”

We offer Pre-paid accounts
You can pay month to month

“I DON’T HAVE TIME!”

I completely understand this will take less than 3 min
I am very fast and will make this quick
Is the morning or evening better for you?
 DON’T DO
1. NEGLECT BUILDING RAPPORT
2. SPEAK LIKE A ZOMBIE OR SERIOUS
3. SPEAK TOO FAST
4. TALK TOO MUCH
5. FAIL TO ASK FOR THE SALE
LET’S DO ROLE PLAYS