THE ART OF PRESENTATION TH E P R ACTI CA L G U I D E TO P ERSUASI O N

AGENDA1. TACT ICS IN SELLING

2. BODY LANGUAGE

3. NICE PPT CREAT ION

P.S. NO LA PTO PS A R E A LLOWED

7STEPSTHATEVERYSALESMANUSESTOGETYOURMONEY

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

TACTICS IN SELLING

P RO C ESS TO A SU C C ESSFU L SA LES

STRUCTURE OF SELLIN G

1• Question• Shocking Fact• Shocking Statement (e.g. cold knowledge)• Humour/ a joke à When your audience

laughs, change to a serious topic

2

H O O K

• Top 3 Common Mistakes People Make Leading to a Problem (PAIN POINTS)

• What should be their right mindset (perspective)?

• “ Some people will ____, resulting in ____. However, if you’re __(Qualities)__, I’d suggest you to ______, and you’ll result in ____.”

• Open-Loop on the Solution.

M I STA KES/PA I N PO I N TS/ M I SC O N C EPTI ON S

I n d i r ectly aski n g fo r a c lo se

3• Product Introduction (Solution) à Limit the options • *Future Pacing: Use imaginative questions: “If ____ happens,

what do you think/ feel?” (Get information subtlely and create an imagination of the future result in your audience’s mind)

• Features and Benefits• Evidence: Demonstration, Examples, Facts, Exhibits, Analogies,

Testimonials, Statistics, Stories• Suggestion: Use Video to show the result after using the product

4

TH E M AG I C SO LU TI O N

• Compare with your competitors’ product• List out flaws (e.g. İneffectiveness) that people

don’t know about other products. Yet, stillmention the advantages of other products toincrease objectivity.

• List your USP (e.g. Certification, Years of Experience, Effect)

P RO D U CT C O M PA R ISO N

5• Number of Users• Testimonials (e.g. Quotes/ Video)• Stories

SO C I A L P RO O F

Sli g h tly-d i r ectly aski n g fo r a c lo se

6

7C LO SE

• Have Standard for your company, product and yourself.• Always specify your believes and standards• Qualify others by setting boundaries- be clear when to say NO!• E.g. Urgency in timeline, stock shortage, too many other customers,

can only accept minimal orders

QUA LI FI CATI O N

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

• Mention Pain of Not Taking Action: “If you continue to do/ live thatsame way, you will (Bad Consequence).”

• Slightly “push” the person away when he has demand- take awaywhat they want.

• Scarcity: “You can only order less than 5,000 pieces”• Urgency: “The offer is only within 48 hours, with exclusive

bonuses.”• Break down the cost into months/days, and compare the cost with

other products (e.g. Saving $10 per day you’ll be able to affort it)

d i r ectly aski n g fo r a c lo se

R a p po rt8• Understanding each other• Normal conversation• Mirror a person• Gıve compliments

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

“YO U R G OA L I S TO A FFECT O N E’S EM OTI O N FI RST”

SUMMARY - STURCTURE OF SELLIN G

1) H O O K 5) SO C I A L P RO O F

7) C LO SE

2) M I STA KES/ PA I N PO I N TS

6) QUA LI FI CATI O N

4) P RO D U CT C O M PA R ISO N

3) TH E M AG I C SO LU TI O N

8) R a p po rt

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

“ENTH USIASM IS CONTAGIOUS”

BODY LANGUAGE

I N P R ESEN TATI O N A N D SELLI N G

ATTITUD E

Assume people want to buy your product so badly

I t’s O NDon’t seek your audience’s approval. You’re already

enthusiastic and clear about what you’re talking about

Self-assu r R a n c eYou’re not selling. You’re

promoting a message that you think everyone should know.

Let the person persuade himself to buy your stuff.

ATTR ACT

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

EN TH U SI ASMHave enthusiasm slightly

higher than your audience-otherwise you’ll look too try hard and scare them away.

TONALITY & POSTURE

Emphasize the Key PointsUse one finger to point to the top or whip to emphasize an important point

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

Walk AroundDon’t stick to the stand. Stand in front of the audience,walk across the stage from time to time.

Extend your BodyLengthen your spine and widen your shoulder to take up space.

Eye-ContactLook at a batch of audience for 5-10 seconds. Then move to the next batch, in an “Infinity Sign” order.

Sound Casual Sound casual like it’s no big deal when it comes to closing a deal. It’s like telling your bff something you’re very excited about.

Be CertainTalk like you’re telling something factual, undeniable. You believe what you’re talking about can change someone’s life.

Speak UpProject your voice slowly and loudly, even the person in the last row can hear every single word clearly. Work on prononciations.

RhythmaticSpeak with emotion and have a certain rhythm. Use pauses after every key point for your audience to sink in. The stage is yours, take your time.

STUNNING V ISUAL IMPACT

NICE PPT CREATION

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

A G r eat Tem p late / STO RY B OA R D I NG h elpS!J

5 Tips for stun n in g powerpoints

1. Use Full Screen/ Half Screen HD Photos with Minimal Words

2. Use TransparentLayers to CreateContrast withWords

4. Pay attention to: - Font Color (White/ contrasting color is awesome)- Font Type(Georgia/ Lobster1.3/ Levi)

3. Use Icons forPoint Forms

5. Max. 3 Points perSlide

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

BONUS: ADVANCED TECHNIQUES

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Question in g Tech n iques

1Double Bind Questions: Do you want A or B? (e.g. Do you want to continue living a mediocre life, or you’re ready to turn over a new page?) à Leaving no space for the audience to think of an alternative.

2Yes Ladder: Keep getting a “yes” from your audience, from small questions to bigger requests. This will naturally create trust and obedience within your audience. E.g. Do you have a dream when you’re a child? Do you think you’re able to do more with your life? Etc. When you bumped into a “No”, repeat the same phase the person just said. E.g. When the person says, “No, I don’t like ice cream.” You say, “Yes, You don’t like ice-cream.”

3No Ladder: Keep asking an obvious “No”. E.g. You want to sell a computer. “Have you never used a computer?” “You should not have considered xxx” “It’s too early to talk about xxx” “ You should not have wanted to change xxx”

4Rejection Handling: 1. Obstacle : “Which part of the programme are you more unsatisfied with?” à If

you client doesn’t want to answer, say “If you find it hard to answer, it’s okay, no need to force yourself.”

2. Positive Reinforcement: Focus on “Can [Product] really help [You/ your company]?”

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

By D r. C i a ld i n i

Th e scien ce of persuaSion

1ReciprocityBe the first to give, before you receive.e.g. Give a. Personalised b. Unexpected gift to people. Mentioning that “ to only you- nice people”

2

3

4

5

6

Scarcity• The benefits• What’s unique about your product• What people stand to lose if they don’t persue

Authority• Be credible knowledgeable experts• Diploma• Uniform• Have an accomplishment intro to your colleague

(mention credentials & experts first)

Consistency• Small commitments at the beginning à Yes

Ladder• Voluntary, Active and Public commitment

Liking• Similar to us• Pay compliments to us• Cooperate to mutual goals• Exchange personal information, identity

common interest before business negotiation

Consensus• Actions of others (Social Proof)• E.g. “15% of our guests in the room reuse their

towels, please do so as well.”

T H E A R T O F P R E S E N TAT I O N J A S O N K WA N

THINK DIFFERENT (APPLY ADS): CLICK HERE

C O PY W H A T TH E M ASTERS D O

Lin ks

ELO N M U S K

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“HOW TO SELL ANYTHING” (NOAH KAGAN): CLICK HERE

APPLE PENCIL (HOW TO SELL SOMETHING THAT DOESN’T FEEL COOL): CLICK HERE

IPHONE INTRODUCTION 2007 (PRODUCT COMPARISON AT 1:00:45): CLICK HERE

ANY QUESTI ONS?

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