Kane  Minkus  Presents  

Webinar  #2:  Emo6onal  Sales  Process  HANDOUTS

Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist

Plan Your SuccessWebinar #2

Emotional Sales Process"

What  we  are  going  to  cover…

1).  Safety  &  Belonging  2).  NLP  Presupposi6ons  Applied  To  Sales  &  Nego6a6on  3).  6  Levels  of  Rapport  4)    3  Domains  of  Choice

1) 9  Limi6ng  Childhood  Beliefs  2) 3  Myths  Of  Sales  3) 5  Emo6ons  of  Sales  4) Decoding  the  phases

Rapport  &  The  Science  of  Trust

Emo6onal  Sales  Process

Plan Your SuccessWebinar #2

Emotional Sales Process"

Let’s  talk  about  the  brain…

CriXer  Brain  -­‐  Focused  on  Quan6ty  of  life

The  brain  has  2  systems  going  on

Prefrontal  Cortex  -­‐  Focused  on  Quality  of  life

Safety  &  Belonging

Plan Your SuccessWebinar #2

Emotional Sales Process"

NLP  Presupposi6ons

1)  We  all  create  our  own  experience  and  interpreta6on  of  everything

2)  People  are  always  doing  the  best  they  can

3)  People  already  have  all  the  resources  they  need  to  create  anything  they  want  

4)  Mind  and  body  are  part  of  the  same  system  and  they  affect  each  other  

5)  Everything  influences  everything  all  the  6me  

6)  Behaviour  is  the  highest  quality  informa6on  available    

Plan Your SuccessWebinar #2

Emotional Sales Process"

NLP  Presupposi6ons

7)  It  is  useful  to  make  a  dis6nc6on  between  behavior  &  self  

8)  The  Law  Of  Requisite  Variety

9)  There  is  no  such  thing  as  failure  only  feedback  

10)  Anyone  can  learn  to  do  anything  

11)  “How”  is  more  useful  than  “Why?”    

Plan Your SuccessWebinar #2

Emotional Sales Process"

Plan Your SuccessWebinar #2

Emotional Sales Process"

What  is  Rapport?

Symbio6c  connec6on  where  one  person  experiences   a  profound  similarity  to  the  other  person

This  gives  an  immediate  experience  of  safety  &  belonging

Plan Your SuccessWebinar #2

Emotional Sales Process"

6  Levels  of  Rapport?

Physical (Body, Gesture, Breathing)

Vocal (Tone, Volume,Pitch, Phrase…)

Keywords

Sensory Systems

Meta-programs

Energetic

Plan Your SuccessWebinar #2

Emotional Sales Process"

3  Domains  of  Choice

Want Entertaining (Emotional)

Aha

Plan Your SuccessWebinar #2

Emotional Sales Process"

9  Beliefs  From  Childhood  (To  Stay  Safe)

1)  Don’t  talk  to  strangers

2)  Money  is  dirty

3)  You  are  not  allowed  to  do  that  (there  are  rules)

4)  Answer  a  ques6on  when  you  are  asked

5)  You  are  going  to  hurt  yourself

6)  Don’t  take  things  that  aren’t  yours

7)  Do  what  you  are  told  to  do

8)  Don’t  ques6on  authority

9)  Don’t  interrupt

Plan Your SuccessWebinar #2

Emotional Sales Process"

3  Myths  of  Sales

1)  Sales  is  hard

2)  It  takes  a  certain  personality

3)  People  don’t  like  to  be  sold  to

Plan Your SuccessWebinar #2

Emotional Sales Process"

3  Myths  of  Sales

1)  Sales  is  hard

2)  It  takes  a  certain  personality

3)  People  don’t  like  to  be  sold  to

  Sales  is  the  discovery  of  a  Match

Plan Your SuccessWebinar #2

Emotional Sales Process"

3  Myths  of  Sales

1)  Sales  is  hard

2)  It  takes  a  certain  personality

3)  People  don’t  like  to  be  sold  to

  You  are  a  gij

  Sales  is  the  discovery  of  a  Match

Plan Your SuccessWebinar #2

Emotional Sales Process"

3  Myths  of  Sales

1)  Sales  is  hard

2)  It  takes  a  certain  personality

3)  People  don’t  like  to  be  sold  to

  You  are  a  gij

  People  love  to  buy  (and  sold  to  well)

  Sales  is  the  discovery  of  a  Match

Plan Your SuccessWebinar #2

Emotional Sales Process"

Fundamentals  About  The  Sales  Process

1)  The  process  should  be  mostly  ques6ons

2)  Deep  interest  in  the  person  across  from  you

3)  Ok  with  a  “no”

Plan Your SuccessWebinar #2

Emotional Sales Process"

5  Emo6onal  Stages  Of  A  Sale

Emo6on Name  of  Stage

Curiosity Curiosity

Empowerment Decision  Maker

Value Needs  Analysis

Urgency Right  Now

Right Worth

Plan Your SuccessWebinar #2

Emotional Sales Process"

Stage  By  Stage:  Guaranteed  Curiosity

Curiosity  is  created  by  connec6ng  with  someone’s  core  values

Inquire  about  what’s  important  to  them?

Ask  them  if  they  would  be  curious  to  have  access  to  more  of  what  they  want  and  less  of  what  they  don’t  want…

Benchmark  Ques6on:  Would  you  be  curious  to  have  X  result?

Plan Your SuccessWebinar #2

Emotional Sales Process"

Stage  By  Stage:  Decision  Maker

Only  talk  to  the  decision  makers

Gatekeepers  can  be  your  friends

Benchmark  Ques6on:  Assuming  we  work  together,  and  assuming  you  are  the  decision  maker,  

is  there  anyone  else  involved  in  making  financial  arrangements?

Plan Your SuccessWebinar #2

Emotional Sales Process"

Stage  By  Stage:  Needs  Analysis

  3  Stages:

      1.)  Present  State  (Pain)

Benchmark  Ques6on:  So  what  you  want  is…  Did  I  miss  anything?

      2.)  Desired  State  (Inspira6on),

      3.)  Method  to  reduce  gap  (Hope),

Plan Your SuccessWebinar #2

Emotional Sales Process"

Stage  By  Stage:  Urgency

People  take  ac6on  when  their  are    limiters,  exclusivity,  etc

Benchmark  Ques6on:  Are  you  ready  to  do  something  right  now  

about  having  X  solu6on?

Plan Your SuccessWebinar #2

Emotional Sales Process"

Stage  By  Stage:  Worth

Benchmark  Ques6on:  Is  X  amount  of  money  and  Y  amount  of  6me  

an  amount  you  are  willing  to  invest  to  have  a  solu6on  to  your  problem?

Plan Your SuccessWebinar #2

Emotional Sales Process"

1) Use the NLP Presuppositions

2) Use your rapport techniques in public

3) Live from new beliefs

4) Run the sales process with 5 people

Kane  Minkus  Presents  

Webinar  #3:  Emo6onal  Sales  Process  In  Detail  HANDOUTS

Best Selling Author, Award Winning Entrepreneur, International Speaker & Philanthropist