Sales Skills Mastery: Sales Story & Metaphor Techniques

By ADIL KHAN

Stories speak to the part of the brain where decisions are made.

Often the decision between a customer choosing you over someone else is your ability to know exactly what to say, when to say it, and how to make it count.

In this Book, I'm going to show you how to convert your stale, boring sales pitch the repetitive features and benefits that you (and most of your competitors) are assaulting your prospects with into mesmerizing, memorable sales messages, using sales techniques that your prospects actually enjoy.

It's going to make selling fun again and most importantly, help your potential customer come to the buying decision in such a way that they thought it was their idea all along.  No more pushy, 1980's used car sales techniques and tactics.

Double your sales skills in only 10 minutes per day which can 2-10X your sales (Ideally within the next 60 days when you apply yourself.) even if you think you suck at storytelling.

This is a Book you will use now and benefit from for years to come.  

These are evergreen techniques and skills where every minute you invest learning will pay you back 10-Fold.

So, why not give it a shot?

What have you got to lose?  If you do nothing, nothing will change.

You're given step by step instructions and easy to follow exercises.

Best of all, you'll have my help should you have questions or need help applying the techniques in a specific situation.

• Language: English
• Publisher: ADIL KHAN
• Release date: Jan 7, 2024
• ISBN: 9798224486571

Book preview

Copyright

Copyright © 2024 by Adil Khan. All rights reserved. No part of this book may be reproduced, scanned, or distributed in any printed or electronic form without permission. Please do not participate in or encourage piracy of copyrighted materials in violation of the author's rights. Purchase only authorized editions.

Sales Skills Mastery: Sales Story & Metaphor Techniques

First Edition: Jan 2024

Book Design by Adil Khan

Table of Contents

Copyright

Table of Contents

About

Main Sales & Marketing chapter - Part One

Main Sales & Marketing chapter - Part Two

Main Sales & Marketing chapter - Part Three

Main Sales & Marketing chapter - Part Four

Main Sales & Marketing chapter - Part Five

Sales Made Easy For Everyone - Sell Just Anything To Anyone!

Main Sales & Marketing chapter - Part One

Main Sales & Marketing chapter - Part Two

Main Sales & Marketing chapter - Part Three

Main Sales & Marketing chapter - Part Four

Time Blocking - 3 Steps to Plan Your Day in Distracted World

The Importance Of Order

What Is A Daily Schedule?

Different Types Of A Daily Schedule

What Should We Include In A Daily Schedule?

Who Benefits From The Daily Schedule?

An Example Of Unorganized Daily Schedule

Constructing A Daily Schedule

Creating A Weekly Schedule

Daily Routines

A Better Schedule

Advantages Of A Daily Schedule

Pay Attention

Summary

Corporate Investment Management: From Beginner To Expert

Consistency Manipulation

Consistency Manipulation in Asset Management

Emotional Manipulation

Emotional Manipulation in Asset Management

Effort Manipulation

Effort Manipulation in Asset Management

Standard Manipulation

Standard Manipulation in Asset Management

Pressure Manipulation

Pressure Manipulation in Asset Management

Identification Manipulation

Identification Manipulation in Asset Management

Fact Manipulation

Fact Manipulation in Asset Management

Context Manipulation

Context Manipulation in Asset Management

Labeling Manipulation

Labeling Manipulation in Asset Management

Conclusion

About

Stories speak to the part of the brain where decisions are made.

Often the decision between a customer choosing you over someone else is your ability to know exactly what to say, when to say it, and how to make it count.

In this Book, I’m going to show you how to convert your stale, boring sales pitch the repetitive features and benefits that you (and most of your competitors) are assaulting your prospects with into mesmerizing, memorable sales messages, using sales techniques that your prospects actually enjoy.

It’s going to make selling fun again and most importantly, help your potential customer come to the buying decision in such a way that they thought it was their idea all along.  No more pushy, 1980’s used car sales techniques and tactics.

Double your sales skills in only 10 minutes per day which can 2-10X your sales (Ideally within the next 60 days when you apply yourself.) even if you think you suck at storytelling.

This is a Book you will use now and benefit from for years to come. 

These are evergreen techniques and skills where every minute you invest learning will pay you back 10-Fold.

So, why not give it a shot?

What have you got to lose?  If you do nothing, nothing will change.

You’re given step by step instructions and easy to follow exercises.

Best of all, you'll have my help should you have questions or need help applying the techniques in a specific situation.

Who this Book is for

Salespeople

Copywriters

Business owners/Entrepreneurs

Executives and Managers

Main Sales & Marketing chapter - Part One

Hi everybody, welcome to part two of Hidden Secrets of Selling - The ultimate sales and marketing Book. Let's go ahead and jump right in. Hey! Newsflash! Ladies and gentlemen, we've got a special announcement for you! Something very important. Pay attention right now. I'm going to tell you a little known secret. 70 percent of why people buy from you is Likability. Likability is absolutely huge! If you can nail this down, then you're going to make money hand over fist. Likability will literally take you from empty pockets broke to massively rich! Where it literally feels like it's raining money. So let's jump in and let's look at certain things that create likability.

I need you to study and implement this list. I got a special warning for you here. Miss out on this and it will cost you a fortune. Remember 70 percent of your sales depend on nailing down just this one component. So here's a few traits that create likeability. You're going to want to nail these down and study them. The first one is to be exactly what you are. Most people are kind, caring and warm. You simply need to present this way and in everything you say or do be kind, caring and warm. That's the number one likability feature. And look at number two. Be friendly and pleasant. That's all part of being kind, caring and warm.

Think of this like our good friend strategy with a good friend you're always friendly. From the root word friend and pleasant with the person you're also kind, caring and warm. That's why I say being a really good friend is the best way to nail down likability. Three always be helpful. We talked about this a little bit earlier. If you're helping people. Only a good friend would do that. And it invokes reciprocity to be appreciative. Notice what is great about the customer and great about their business and tell them about that. Hey I really liked how you took care of that customer. I like that you show the confidence to give a good solid warranty on your product and service. A lot of companies don't do that.

I appreciate how you've struggled with his business and all the different challenges that you go through. So show appreciation whenever you can. People don't get enough appreciation. People are stars for appreciation. If you give them this then they will see you as a friend and they're going to want to buy from you five. Make sure you're attractive and well groomed. We buy more from attractive people and we like attractive people more than people that are unattractive. Now you may say hey I'm not that good looking and I'm not a fashion model. I'm not cute, I'm not sexy, I'm not that attractive, you just have to be more attractive than you currently are. OK a clean shirt will make you more attractive than a dirty shirt. Clean fingernails are more attractive than dirty fingernails.

A nice haircut will make you look better than you currently look so you don't have to be drop dead gorgeous or handsome to be more attractive just look the part. Do the best you can. That will increase your likability and some other traits that create likeability are being well-spoken, being polite and not using swear words or curse words or negative language. People don't like negative language. Always try to keep it positive. I tell people not to speak badly of the competition. You know, well you know they don't do as good a job as we do on this but they're well-meaning people.

They just haven't learned how to play and give them a reason why the competition doesn't do as well but not acting as if you're dumping on the competition or the competition is somehow bad. You're just doing a superior job. So being well-spoken, being polite, being pleasant, using positive language, and good manners. These are all things that increase likability and knowledge. You need to be very knowledgeable about your product. We said that you need to gain expert status. This will gain likability because it shows that you're interested in what you're selling. And that knowledge can be used specifically to help the customer. And the more you help them the more you take your knowledge of your product and your service to help them do better in their business.

The more they're gonna like you because we like people like us out of pain we're just solving a problem and we love people that help us make more money. This is where knowledge ability comes in. It is fun , funny , and easy going. Have a good time. Remember we said sales is about having fun. If they associate having a good time connecting with a friend having a pleasant experience with you showing up then you are going to make significantly significantly more sales. Nine. Be a good listener. Let's say I'm a therapist and I charge up to three hundred fifty dollars an hour just to sit there and listen to people. I'll spend at least half of every session just listening. Why people are starved for people to listen to. That's why they'll pay so much money.

If you're a good listener, somebody that has the good sense, the kindness, the caring and the empathy to listen to us, they must be a good friend. So listening is huge. The classic salesman thinks talking is how you make a sale. No listening can be as important as talking. Sometimes a customer doesn't need a good talking to. They need good listening too. And as you're listening you are gaining information that you can use to make the sale. So it's not wasted time where you could have been talking and shoving the benefits of your product or service down the customer's throat. No, this is when you're hearing what they actually need, what their trigger points are, what their pain points are, what their goals and dreams are that you're going to use to apply in a very targeted way to show them your benefits and how they can solve problems and make more money.

It's called win win win. Now the tenth way to have likability is to be a good conversationalist and this means that you can talk about a bunch of different things. You're well versed in different topics. You have a good time with it. And remember it's talking and listening. So to be a good talker, to be a good listener in a good conversation is usually based on not talking about what I want to talk about but talking about things that are of interest to the customer. If you think about it backwards, if they're not interested they're disinterested in anything that's disinterested. So being a good conversationalist means being able to carry on a conversation with the client about things that they're interested about and a lot of times being a good conversationalist means asking good questions to get the customer to talk more.

So even though you're talking less like doing things like hey that's interesting how did you find that out. Tell me more about when you first used questions to get the customer to talk more. The surprising thing is you'll end up talking less Delinda talking more but they will think that you are a brilliant conversationalist still more traits that create likability number eleven similar background. The more we seem like the customer in front of us the more they like us. We like people that are like us. So try to find anything in your background that matches their background and your likability will go up.

Here's a big one. I don't even know why I left it for number twelve because it's so important. Be interested in them. We like people that are interested in us. Most people aren't interested in us. Usually you go home and your wife and kids and your significant other isn't even that interested in you. Your friends don't seem that interested in you. Most people are interested in themselves. It's a selfish world. If you are interested sincerely in the customer they're going to sense that interest. They're starved for it just like their star for the listening and your likability will go through the roof. 13 be interesting.

Now you want to make sure that as you're being interesting you're not showing ego or bragging or anything like that. You're just giving out interesting facts and figures and telling them things that would be of interest if you don't want to be disinterested because then you're being boring. You want to be interesting by sharing things that are interesting little fun facts and figures and things like that. Your sales will go up because you will keep the customer interested with 14 good self-esteem and confidence. If you have good self-esteem and confidence that's going to rub off on the client.

I use my self-esteem and confidence to show them that we absolutely positively are going to get the results that I'm talking about. Matter of fact I may be understating things and they're gonna get even better success and better benefits than when I'm actually presenting. If I look totally sincere and totally confident that gives them confidence in what I'm saying and they will buy my products they will buy my services in 15. This is the most important one to increase likability. Show them that you like them. Show that here expression how you deal with them how you handle them you know verbally non verbally tone every action that you take every wave of your hand should show the client that you like them a number one reason why we like other people is that they like us.

You have to demonstrate that with your customer in everything you do. If you do that you will absolutely nail it and they will love you. Now we talked about traits that create likability. Here's some techniques that create likability. So number one is make them feel good about themselves. OK. Show them how they've been very successful in their business, that you're proud of certain things they do, that you're impressed by certain things they do. Tell them that they should feel good about this or that you can feel really good that you provide so well for your family.

You are doing a great service for the community. Figure out all the different ways that you can make a customer feel good about themselves and then start presenting that to the customer. Do it in very subtle ways. To note how you're like to figure out ways that you're just like the customer. The customer is going to say ten thousand different things over the Book of the relationship and those ten thousand things. There's at least two thousand things that match. So literally every fifth thing they say it's an opportunity for you to note how you're like you say Oh my God you do that. Me too. You like this.

I like that too. That is so true. Which is agreement which means you're what I like so always know how you're like three relieve them of guilt or fault. This is a huge influence to make a lot of people feel bad about different things. They feel guilty about different things. They want to be farther ahead. They weren't as good a parent as they could have been a good salesperson as they could have been as good a business person as they could have been. In some way shape or form they feel like they didn't do their best. Your job is to show how that's not actually true and to relieve them of that guilt. They say you know sales are really down this month. Relieve the guilt or the fault. So that's OK.

I've been noticing in the market that sales are down for a lot of people. Or I read an article the other day that said your industry is getting particularly hard hit. It's not just you it's not your fault or I'll tell you how our product or service can double or triple your sales. They don't have to feel bad about low sales when their sales have doubled or tripled. How about if I give you one strategy that will increase your sales at least 5 percent month after month. If you just keep using it. Would that help you, yes it will take them out of the guilt either the fall and out of the pain and move them towards profit to get excited about what excites them. We like people that like the things that we like and also people that get excited about what we get excited about.

That's the emotional component. So nothing will connect you more emotionally faster than getting excited about what excites the customer. A lot of times we say Oh that's nice or that's great. No, you should get excited about it. So that's amazing how you ever do that. What got you into that so that passion had that excitement technique number five. Appreciate their hard work struggles and what they've survived. I always like people for two things: who they are. Which means that character and their traits, their personal qualities and what they've been through and what they've survived.

Very few people stop to appreciate all the hard work that we'd put into something, all the struggles that we've gone through and all the challenges, all the difficulties, all these horrible things that rained down on us that we survived in life. So showing appreciation for that is another unique way to create huge likability. This is another area where people are starved for empathy. People don't appreciate their hard work. They don't appreciate their struggles and most people don't care what you survived. If you are the person that does that for this customer they will love you six strong techniques like or love what they love.

So if they love their family you should love their family they love their pets you should love their pets. They have this particular interest. You love that interest. OK. You're interested as well. Just simply matching this is a very powerful technique. This shows that we are like them and increases likability