FREE SALES TOOLS Free Sales Tool: Page: What is Sales Superstar 2 About Tim Mulcahy 3 The 12 Fundamentals 4 The 15 Golden Rules of Canvassing 5 Presentation Checklist 8 Designing the Perfect Script 10 Dream Goals Worksheet 11 Action Goals Worksheet 12 Master Goals Worksheet 13 Sales Superstar CD Set 14 MONEY BACK INCREASE SALES OR YOUR Page 1 of 14
Welcome to Sale Superstar, the sales training program that s going to improve your sales, your earnings, your career, your business and your life. Become a Sales Superstar! Attract More Clients Close More Sales Make More Money Achieve Your Goals Master Prospecting Master Cold Calling Create Compelling Scripts Deliver Winning Presentations Overcome Objections With Ease Close Sales At A Higher Level Take your sales to a brand new level. Sales Superstar, will teach you how to sell with our complete professional sales training system. Our sales course offers the fundamentals in sales training. Whether you are a beginner or pro you can achieve superior sales skills and sales techniques in a competitive selling environment. Improve your Sales, Income, Career, and Life! Sales Superstar is a complete professional sales training system For beginner to Pro; perfection of The Fundamentals is Key! Sales Superstar will immediately transform you! This program is so powerful, you will be transformed into a Sales Superstar almost instantly. Welcome to Sales Superstar, it s about time you take your sales to a brand new level! Page 2 of 14
Meet Tim Mulcahy Tim Mulcahy is one of the leading direct marketing entrepreneurs in North America. A rags-to-riches story, Tim has helped develop many sales people into millionaires. His successful career in direct marketing and the development of motivational programs spans over 30 years. Tim s passion for high achievements in business, sales and health led him and a dream team of professionals to develop cutting-edge, personal health software - The Synergistic Personal Training System - available at www.truestarhealth.com. Using this software, millions of people have developed personal health and fitness programs utilizing the five key areas of health Nutrition, Exercise, Vitamins, Sleep and Attitude. When you purchase Sales Superstar, you will receive a FREE Personal Health Coach and access to Truestar Health and its life-transforming, personal health software. Tim co-founded Ontario Energy Savings Corporation, developed the sales training and motivation program and played a significant role in organizing and growing the company from a start-up in 1997 to a TSX publicly-listed company, Energy Savings Income Fund, with a current market capitalization of approximately $1.5 billion. This is a company that grew mainly from its outstanding and record-breaking success in direct and door-to-door sales. U Weight Loss is Tim s latest co-business venture with Dr. James Hyssen, co-founder of Herbal Magic. U Weight Loss is currently the fastest growing commercial weight loss company in North America and the Sales Superstar principles are implemented in the training program. Increase sales or your money back GUARANTEED! Tim Mulcahy Founder, Sales Superstar Page 3 of 14
The 12 Fundamentals of Selling The fundamentals of selling are taught nowhere else but at Sales Superstar. Once sales people gain an understanding of the fundamentals of selling and implement them into their sales presentations and daily regimen, the growth curve and ultimate success accelerates rapidly. There are 12 Fundamentals of Selling which are broken into 2 categories: The 7 Fundamentals of a Perfect Presentation and The 5 Fundamentals of Sales and Earnings Growth. The 7 Fundamentals of a Perfect Presentation 1. Body Language/Energy Level/Transference of Feeling 2. Rapport 3. Third Party 4. Gain Control 5. Create Need 6. Build Value 7. Assume the Sale The 5 Fundamentals of Earnings and Sales Growth 1. Goal Setting 2. Work Habits 3. Role Modelling 4. Responsibility 5. Momentum Page 4 of 14
The 15 Golden Rules of Canvassing 1. Canvassing is Fun It s healthy because there you are, walking and talking, meeting new people, adding to your knowledge of human nature (which is generally good) and day after day, gaining a better scope and perspective on life than money can buy 2. Establish Rapport Rapport is the key to successful canvassing or any sale process. Comment on the weather, flowers, house, automobile, kids, animals, etc. and establish a positive rapport 3. Dress Properly Dress properly for the weather at hand. Even if you are momentarily uncomfortable because of weather conditions, do not disclose this to the person at the door. You will often be invited in out of the cold. The goal is to appear confident, in control and nonthreatening to the person s private space. 4. Get Right to It Get right to the door; don t hesitate! Action makes you positive; inaction makes you negative. Nothing will sharpen your skills more than going out there and getting leads. Each new lead builds momentum. 5. Don t Waste Time. Only Go to Houses where People Are Home Don t waste precious time going to houses where it appears that no one is home. Look for signs such as an empty driveway, or darkened interior. MONEY BACK INCREASE SALES OR YOUR 6. Use Powerful, yet Relaxed Body Language Get yourself into a powerful, but also relaxed state. Visualize your most successful canvassing experience and utilize. Page 5 of 14
The 15 Golden Rules of Canvassing 7. Show and Tell People believe more in what they see than of what they hear. Keep your binder open and point to third party references and to ads or sales materials. Also use your brochure and other sales materials in a show-and-tell manner. 8. Use Third Party References Use third party references to strengthen your credibility and to build a sense of urgency and excitement. Nobody wants to be the first person to do something. Mention ads in newspapers, on the radio and on TV. 9. Vary Your Script According to Time of Year to Justify the Reason For Your Visit Vary your script based on the closest holidays or special events. Subtly create urgency every step of the way. Always let your prospect know that you re around for a special reason. For example, say The holidays are coming and we are offering a free personal coaching session so that you can learn about the best nutrition, exercise and vitamin plans in order to look and feel better over the holidays and into the New Year! 10. Smile and Wave When you are at the door and see someone through the window, acknowledge them with a friendly smile and wave. 11. Be Friendly Prospects respond to you based on how you act towards them. Initiate the contact with a positive attitude and keep it throughout your presentation. MONEY BACK INCREASE SALES OR YOUR 12. Assume the Close Always assume the close and work steadily toward commitment with soft-close questions such as, Which time is best for you? tonight or tomorrow? Break eye contact and assume the close; begin to write. Page 6 of 14
The 15 Golden Rules of Canvassing 13. When Booking Appointments, Obtain Two to Three Phone Numbers Make sure you get two to three phone numbers so you can confirm the sales deal. 14. After Closing, Resell and Reassure Reassure your contact that he/she made the right choice by lightly reselling. For example, once you get the lead/booking ask: What are your main areas of interest? Follow up on their answer with reassuring messages such as, Since your main interest is our exercise program, we ll be sure to have one of our exercise coaches available when you come at 7 15. Build Momentum The first few leads of the day are always the toughest. Be conscious of this and move beyond any blocks by gathering momentum throughout your presentations at every new door. Once you have the lead and have solidified it, keep moving to the next opportunity. This is why it s so important to canvass for three-hour shifts. As you build confidence and get stronger, you will begin to book more appointments. Your enthusiasm will build along with your leads. Get the booking and move on. Canvassing not only builds momentum, but also creates something from nothing and this is always a very empowering process. MONEY BACK INCREASE SALES OR YOUR Page 7 of 14
Presentation Checklist This Presentation Checklist is the perfect tool to use before and after your presentations. It incorporates all the Fundamentals of Selling and ensures that you use them in all of your presentations. The online version of this checklist provides a score out of 1000. The higher your score, the better! By reviewing and scoring yourself, you will quickly identify the areas you need to improve and by following through on every level, you will continue to create growth and success! For this ebook version, try to answer as many yes as you can! Daily Checklist I am constantly visualizing my goals and am prepared for my day of prospecting and selling. I listened to Sales Superstar in the morning and prepared for a Superstar day. I made sure I was in a positive, high-energy, yet relaxed and confident state as I started my first presentation of the day. I dressed appropriately today, taking care to represent my company professionally, always appearing before my prospects well-groomed and in clean, respectful clothing. I did not pre-judge any client and stayed committed to presenting with the opportunity my product or service promises. Presentation Checklist I created a high level of rapport and put my client at ease while making him/her feel special; this continued throughout the presentation as I continued to build the Emotional Bank Account. I took control early in my presentation and maintained it throughout, creating high levels of Rapport, powerful Body Language and Energy Levels. I used third party references early and often in my presentation, describing others who had chosen my products or services recently and I continually used the phrase, That s why everybody s doing it. I used assumption throughout the presentation to paint pictures as if the prospect had already purchased and was experiencing the product or service. Page 8 of 14
Presentation Checklist Presentation Checklist (Cont d) I used powerful, relaxed body language and squared in on my prospect in a confident, non-threatening way. I had all my sales materials within easy viewing distance of my client. I spoke clearly, but at a faster than normal speed. I consciously created a sense of urgency by utilizing assumption, thrid party mentions, excited tonality and powerful body language. I worked for my order by making certain that my prospects today understood all the benefits of our products and services before launching into the final value summary and close. If I received objections, I continued to work for the order by recreating Need. I built value early and often in my presentation by stating a monetary value that far exceeded the price of my offer. I also provided as many benefits as possible so the perceived value far exceeded the price. I used mini closes as I moved through the written summary. I made sure that the sacred paperwork was available and handy as I approached the moment of truth. I broke eye contact and assumed the close, making certain that I did not ask a closing question that ended in a yes or no. I immediately went back to Rapport as I assumed the sale and began to fill out the paperwork. If I received objections, I handled the objections smoothly without becoming discouraged or frustrated, and did not show either in my body language. I made certain that I always used every last close in every presentation as I know that the promise of a callback often leads to disappointment and a life left unchanged. I spent a few moments of additional Rapport after completing the sale. Page 9 of 14
Designing The Perfect Script Part of prospecting or designing any sales presentation includes designing the Perfect Script. Although you may have concerns about sounding too scripted, this is not the case at all as having a script allows you to sound natural. The main reason for losing control and not sounding natural is not having a script. There is a certain format that follows the Fundamentals of Selling and holds the key to success. Having a script and a format to your presentation allows you to react to situations, and to keep you grounded in the spectrum of the sales presentation by following the Fundamentals of Selling. If you don t have a script, you ll be taken way off base and you won t know how to come back if the script and the format/fundamentals are not completely understood in your mind. If you decide to vary the script, you must still follow the format and the fundamentals. Scripts must utilize design templates for your own product or service. If you would like further professional assistance, listen to this section of Sales Superstar, or contact us at 1.888.70.CLOSE. The tools that must be included in your script in order to give a perfect presentation are: * Body Language, Energy Level and Transference of Feeling * Rapport * Third Party * Initial Benefit Statement (IBS) * Show and Tell (if in person) * Reason Why * Gain Control * Create Urgency * Create Need * Build Value * Assumption MONEY BACK INCREASE SALES OR YOUR Page 10 of 14
MY DREAM GOALS 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. WHAT ARE DREAM GOALS? Dream Goals are the big picture items that you strive for. Do you want to own a boat? Buy a cottage? How about earning a Million Dollars a year? These Dream Goals will help serve as inspiration for planning out your monthly, weekly and daily actions. There is no particular order for these, and the only limitation is your imagination! Page 11 of 14
MY ACTION GOALS 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. WHAT ARE ACTION GOALS? Action Goals are the smaller goals or milestones that you strive for on an ongoing basis. By completing these Action Goals you will be well on your way to achieving your Dream Goals. Action Goals can be as small as working on your sales script to something as big as closing 50% more sales or making 50% more sales calls. Page 12 of 14
MY MASTER GOAL SHEET MY TARGETS MY BIG PICTURE GOALS Yearly Target: Sales: Income: Quarterly Target: Sales: Income: Monthly Target: Sales: Income: Weekly Target: Sales: Income: Daily Target: Sales: Income: 1. 2. 3. 4. 5. 1. 2. 3. 4. 5. 6. MY DAILY ACTION GOALS HOW DO I USE THE MASTER GOAL SHEET? The Master Goal Sheet is used to break down your Big Picture Goals into more manageable segments. 1. List your top 3 to 5 Big Picture Goals. 2. Figure out your yearly sales and income target to achieve these goals. 3. Using that figure, you can fill in the Quarterly, Monthy, Weekly and Daily Target boxes. 4. Once your Daily Target is set, use the Daily Action Goals to define the steps you need to do in order to reach that target. By using this simple sheet, your Big Picture Goals will become a reality! Page 13 of 14
VOLUME 1: The Fundamentals of Selling VOLUME 2: Prospect, Present and Close MONEY BACK INCREASE SALES OR YOUR The first volume in the Sales Superstar Series lays down the proper foundation and exact steps to sales perfection. Beyond being just a simple map it propels you forward into action. It includes: How to believe in your Product and Yourself, The Fundamentals of a Perfect Sales Presentation, and The Fundamentals of Personal Sales and Earnings Growth. This series creates a foundation that will allow you to quickly excel whether you are a beginner, intermediate or pro. It is recommended that you listen to this series prior to progressing to Volume 2. Learn How To: Attract more clients Close more sales Make more money Achieve your goals Become a Sales Superstar Leverage the sales fundamentals you mastered from Volume 1 and take yourself to the next level! Learn exactly how to successfully prospect and cold call, how to handle objections, telemarketing techniques, and most importantly how to Close at an extremely high level. Volume 2 addresses many intangibles including, How to get out of a Slump, Harnessing the Power of Failure, Having a Breakthrough, and How to Find the Best Area. Learn How To: Master prospecting and cold calling Create compelling scripts Deliver winning presentations Overcome objections with ease Close sales at a higher level Become a Sales Superstar Go online to SalesSuperstar.com for more information and pricing for the Sales Superstar Series. Increase your sales or 100% Money Back. GUARANTEED! Order both volumes at the same time for substantial savings! Page 14 of 14