ACT

SecretSecret Art of WarArt of War to Close to Close EveryEvery

SaleSale

ACT

Your Trainer Coach Andy NgYour Trainer Coach Andy Ng• CA with MBA CA with MBA • 28 years of experience in finance, 28 years of experience in finance,

HR, sales, consultancy, training HR, sales, consultancy, training and coaching...and coaching...

• Former Director of Finance, HR & Former Director of Finance, HR & Admin of Allied Telesis Int’l …Admin of Allied Telesis Int’l …

• Since 1996, trained over 81,135 Since 1996, trained over 81,135 people in 14 countriespeople in 14 countries

• Also partner in a global e-Also partner in a global e-commerce businesscommerce business

• Happy Man, Son, Husband & Father Happy Man, Son, Husband & Father (of 3 happy children)…(of 3 happy children)…

www.facebook.com/AndyTheCoach

ACT

Get Inspired by me 24/7 Get Inspired by me 24/7

www.AsiaTrainers.com www.AndyNgTrainer.blogspot.sg www.youtube.com/AndyNgCoach/videos www.facebook.com/AndyTheCoachwww.facebook.com/AndyTheCoachwww.twitter.com/AndyCoachwww.twitter.com/AndyCoachwww.slideshare.net/AndyTheCoach1

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Secret Art of War to CloseSecret Art of War to Close Every Every SaleSale

1.1. Secret behind The Secret Art of Secret behind The Secret Art of War: Win Without FightingWar: Win Without Fighting

2.2. Importance of Dao or PurposeImportance of Dao or Purpose3.3. Art of Deception in The 36 Art of Deception in The 36

StratagemsStratagems4.4. The 6 Situations and their The 6 Situations and their

StratagemsStratagems5.5. How to make people Say Yes All How to make people Say Yes All

the Timethe Time

ACTTime for Action: Hit the Time for Action: Hit the TargetTarget

ACT

Secret is PerceptionSecret is Perception1. Perception is Reality2. To change perception,

change your position

“It does not matter how good you think your product is. What matters is how they think about You, Your Backing, Your Product, Pricing and their Position Now” Andy Ferrari Norman

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Nobody NeedsNobody NeedsWhat We Are SellingWhat We Are SellingFor We’re Not Selling For We’re Not Selling

Necessities. Even if we Necessities. Even if we were, there are Many were, there are Many

VendorsVendorsWe are all Selling Ice to the We are all Selling Ice to the

Eskimos …Eskimos …

ACT

ObjectionsObjections

Is Objection a Rejection?NO is not ‘No Opportunity’ but ‘Need to KNOW more’

ACTSales Success System in 4 Sales Success System in 4 StepsSteps

FORM HD

Ask Turning Point Question

Your Why

Feel Felt Found

ACT

ACT

How to Close How to Close EveryEvery Sale? Sale?1. What is Closing? Possible to 100% Closing? • Take Money or Earn Money?• Start of Pain for Customers? Or Start of Enjoyable Journey?

• Sign up or Take the Next Step?2. A Destination or a Process? 3. Closing the Sale is the Moment of Truth …• ‘Next please’ ‘I need to rush for another meeting’ ‘You can call the Office’, Laugh loudly

4. Involves Everything from Selling Yourself to Presenting, from Handling Objections to Follow-Up, from FB posts to Whatsapp profile…

ACT

If you have done correctly…If you have done correctly…

If sale is not closed, need toFollow-Up

Go into Details: URL name, Package, Courier or Self Collect

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Sales Closing is about …

The End of The Beginning

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1.1. ‘‘Already Sold’ ProspectAlready Sold’ Prospect2.2. Follow-up until closeFollow-up until close3.3. Convert Unclosed Prospect to ReferrerConvert Unclosed Prospect to Referrer4.4. Adjust Your OfferAdjust Your Offer5.5. Offer Written Guarantee that Removes the Offer Written Guarantee that Removes the

No. 1 Fear of BuyingNo. 1 Fear of Buying6.6. Irresistible OfferIrresistible Offer7.7. Sell on EmotionsSell on Emotions8.8. Sell on Track RecordSell on Track Record9.9. Move the Sale ForwardMove the Sale Forward

9 Ways to Close EVERY Sale9 Ways to Close EVERY Sale

ACT

Make Your Offer IrresistibleMake Your Offer Irresistible1.1. Relief (state higher Relief (state higher

prices for other prices for other products or loss if products or loss if don’t have product)don’t have product)

2.2. Pre-empt the Price Pre-empt the Price ObjectionObjection

3.3. State in smallest State in smallest termsterms

4.4. Sum Up the Sum Up the Component PartsComponent Parts

5.5. Add an Element that Add an Element that Cannot be PricedCannot be Priced

Compare your Compare your product to DIY or product to DIY or total Losstotal Loss

Warn them, Not for Warn them, Not for Everyone, TakeawayEveryone, Takeaway

Per user or per dayPer user or per day Sum > Your PriceSum > Your Price A Key Benefit that A Key Benefit that

Removes their Removes their Frustration (No time, Frustration (No time, no money, no fun)no money, no fun)

ACT

Sun Zi’s used ‘Art of War’ to help Wu conquer Chu, a much larger state

Sun Bin used 36 Stratagems to help Qi subdue Wei, a much larger & stronger state

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Secret Behind the Secret Art of WarSecret Behind the Secret Art of War1. Up till today, author remains a secret 2. First surfaced 300 years ago, but only officially

published in 19613. Described events spread over 1,500 years4. Many said this book contains gems of Chinese

wisdom that can solve ALL the world’s problems

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The 36 StratagemsThe 36 Stratagems

6 x 6 = 36 36 x 2 = 72 72 x 5 = 360

• There are many different variations in each of the 36 ways

• Opportunities will present themselves in different situations

• You can’t plan everything, because a tactic that is known will not work again

**In short, use your brain, be Flexible!**

三十六计

六六三十六， 数中有术， 术中有数， 阴阳燮理，机在其中，机不可设，设而不中

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36 Stratagems36 StratagemsStratagems when You’re in ControlStratagems when You’re in Control1 to 6: Stratagems in Winning Position1 to 6: Stratagems in Winning Position

7 to 12: Stratagems for Confrontation 7 to 12: Stratagems for Confrontation 敌战计敌战计

13 to 18: Stratagems for Attack 13 to 18: Stratagems for Attack 攻战计攻战计

Stratagems when They’re in ControlStratagems when They’re in Control19 to 24: Stratagems for Confused Situations 19 to 24: Stratagems for Confused Situations 混战计混战计

25 to 30: Stratagems for Gaining Ground 25 to 30: Stratagems for Gaining Ground 并战计并战计

31 to 36: Stratagems for Desperate Situations 31 to 36: Stratagems for Desperate Situations 败战计败战计

三十六计

胜战计

ACT

Why Samsung Galaxy S6 and Note 5 Why Samsung Galaxy S6 and Note 5 Sell So Much Sell So Much LessLess than iPhone 6s? than iPhone 6s?

Applying the Wrong Stratagem Can Applying the Wrong Stratagem Can Kill Yourself! Kill Yourself!

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三十六计三十六计

19 釜底抽薪 20 浑水摸鱼21 金蝉脱壳 22 关门捉贼23 远交近攻24 假道伐虢

7. 无中生有 8. 暗渡陈仓9. 隔岸观火 10 笑里藏刀11 李代桃僵12 顺手牵羊

1. 瞒天过海 2. 围魏救赵3. 借刀杀人 4. 以逸待劳5. 趁火打劫6. 声东击西

13. 打草惊蛇 14. 借尸还魂15. 调虎离山 16. 欲擒故纵17. 抛砖引玉18. 擒贼擒王

25 偷梁换柱26 指桑骂槐27 假痴不癫 28 上屋抽梯29 树上开花 30 反客为主

31. 美人计 32. 空城计33. 反间计 34. 苦肉计35. 连环计36. 走为上

______________________________________________________________________

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36 Stratagems 36 Stratagems 三十六计 三十六计 (Translated Andy Ng)(Translated Andy Ng)

Stratagems in Winning PositionStratagems in Winning Position1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted Wait at Ease for the Exhausted

EnemyEnemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

Stratagems for ConfrontationStratagems for Confrontation7.7. Create Something out of NothingCreate Something out of Nothing8.8. Advance through a Secret PathAdvance through a Secret Path9.9. Watch the Fire from AcrossWatch the Fire from Across10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile11.11. Sacrifice Small for BigSacrifice Small for Big12.12. Exploit small things along the WayExploit small things along the Way Stratagems for AttackStratagems for Attack13.13. Hit the Grass to Startle the Snake Hit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead15.15. Lure the big guy out of his comfort Lure the big guy out of his comfort

zonezone16.16. Let go to recapture laterLet go to recapture later17.17. Throw out small to Attract BigThrow out small to Attract Big18.18. Nab the Root of the IssueNab the Root of the Issue

Stratagems for Confused SituationsStratagems for Confused Situations19.19. Remove Key SupportRemove Key Support20.20. Fish in Troubled WatersFish in Troubled Waters21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside22.22. Closed Door Attacks Closed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near24.24. Seek help from Ally to attack both Seek help from Ally to attack both

Enemy & Ally Enemy & Ally Stratagems for Gaining GroundStratagems for Gaining Ground25.25. Replace Strong support with Weak Replace Strong support with Weak

Support Support 26.26. Criticize IndirectlyCriticize Indirectly27.27. Play DumbPlay Dumb28.28. Remove Ladder after AscentRemove Ladder after Ascent29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations31.31. Beauty TrapBeauty Trap32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury Ploy Self Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

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Use 36 Stratagems in Use 36 Stratagems in Conjunction with Art of WarConjunction with Art of War

1.1. Win Without FightingWin Without Fighting2.2. Do not Win at all costDo not Win at all cost3.3. Only weapon is MindOnly weapon is Mind4.4. Morality (Purpose) is paramount, Morality (Purpose) is paramount,

along with Climate, Ground, along with Climate, Ground, Leadership and Methods)Leadership and Methods)

道 天 地 将 法

ACT

Not cheating or deceiving people but…Not cheating or deceiving people but…Adjusting of Adjusting of PerceptionPerception (Positioning) to (Positioning) to

fulfill the Dao (Purpose) to HELP themfulfill the Dao (Purpose) to HELP themUse of Unpredictable and Multiple Ways Use of Unpredictable and Multiple Ways

to Generate Surprisesto Generate Surprises• Flexible use of StraightFlexible use of Straight ( ( 正正 ) and) and• Odd (Odd ( 奇奇 ) ) waysways

Meaning of Deception 计计

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The 36 The 36 Stratagems Stratagems Stratagems in Winning PositionStratagems in Winning Position

1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

Stratagems for ConfrontationStratagems for Confrontation7.7. Create Something out of NothingCreate Something out of Nothing8.8. Advance through a Secret PathAdvance through a Secret Path9.9. Watch the Fire from AcrossWatch the Fire from Across10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile11.11. Sacrifice Small for BigSacrifice Small for Big12.12. Exploit small things along the WayExploit small things along the Way

瞒天过海 围魏救赵 借刀杀人 以逸待劳 趁火打劫 声东击西 无中生有 暗渡陈仓 隔岸观火 笑里藏刀 李代桃僵 顺手牵羊

三十六计

ACT

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Stratagems for AttackStratagems for Attack13.13. Hit the Grass to Startle the Snake Hit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead15.15. Lure the big guy out of his comfort zoneLure the big guy out of his comfort zone16.16. Let go to recapture laterLet go to recapture later17.17. Throw out small to Attract BigThrow out small to Attract Big18.18. Nab the Root of the IssueNab the Root of the Issue Stratagems for Confused SituationsStratagems for Confused Situations19.19. Remove Key SupportRemove Key Support20.20. Fish in Troubled WatersFish in Troubled Waters21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside22.22. Closed Door Attacks Closed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near24.24. Seek help from Ally to attack both Enemy & Seek help from Ally to attack both Enemy &

Ally Ally

The 36 StratagemsThe 36 Stratagems打草惊蛇 借尸还魂 调虎离山 欲擒故纵 抛砖引玉

擒贼擒首 釜底抽薪 混水摸鱼 金蝉脱壳关门捉贼 远交近攻 假道伐虢

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The 36 The 36 Stratagems Stratagems Stratagems for Gaining GroundStratagems for Gaining Ground25.25. Replace Strong support with Weak Support Replace Strong support with Weak Support 26.26. Criticize Indirectly Criticize Indirectly 27.27. Play DumbPlay Dumb28.28. Remove Ladder after AscentRemove Ladder after Ascent29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations31.31. Beauty TrapBeauty Trap32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury Ploy Self Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

偷梁换柱 指桑骂槐 假痴不癫上屋抽梯 树上开花 反客为主美人计空城计反间计苦肉计 连环计走为上

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Stratagems in Winning Stratagems in Winning PositionPosition

1.1. Openly Deceive under camouflageOpenly Deceive under camouflage2.2. Attack another target to Save Your TargetAttack another target to Save Your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound in the East and Attack in the WestSound in the East and Attack in the West

瞒天过海 1.1. Openly Deceive under camouflageOpenly Deceive under camouflage2.2. Attack another target to Save Your TargetAttack another target to Save Your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound in the EastSound in the East

围魏救赵 借刀杀人 以逸待劳 趁火打劫 声东击西

Salespeople are in winning position when:• Market is bad, people are uncertain• Customer need you more than you need them • Customer heard of You favorably before• Someone Edify You

ACT

F Riverfront Hotel xx Waterfront Hotel

ACT

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1. Openly Deceive Under 1. Openly Deceive Under CamouflageCamouflage

1.1. Change perception of MLM by focusing on E-Change perception of MLM by focusing on E-Commerce, Personal Development and ProductsCommerce, Personal Development and Products

2.2. ‘‘Due to overwhelming response, we extend our sale’Due to overwhelming response, we extend our sale’3.3. ‘‘I Happen to pass by your place’ visit or ‘Sorry I touch I Happen to pass by your place’ visit or ‘Sorry I touch

the wrong key and called you accidently’the wrong key and called you accidently’4.4. Share your experience and your story to change Share your experience and your story to change

people of a previous personal bad experiencepeople of a previous personal bad experience5.5. Opposite: Totally open and transparent Opposite: Totally open and transparent

瞒天过海 Do NOT Mislead or

Cheat People

ACT

Use of Negative LanguageUse of Negative Language1.1. I’m not going to say that you must have your I’m not going to say that you must have your

own dream, because that is so standardown dream, because that is so standard2.2. It’s OK not to come for this Wednesday’s It’s OK not to come for this Wednesday’s

training if you are not free. You just need to training if you are not free. You just need to know what to do when people want to sign up know what to do when people want to sign up under you under you

3.3. It’s not important that you decide today. It’s not important that you decide today. What’s important is you decide rightWhat’s important is you decide right

4.4. If you can see the benefits of working If you can see the benefits of working together, I’m going to ask you to join the team together, I’m going to ask you to join the team now, does that seem fair enough?now, does that seem fair enough?

5.5. I’m just calling to see when NOW is a good I’m just calling to see when NOW is a good time for us to catch uptime for us to catch up

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2. Attack another Target to Save Your 2. Attack another Target to Save Your TargetTarget

1.1. When people criticize your co’s product, do not When people criticize your co’s product, do not defend. Admit it and promote other productsdefend. Admit it and promote other products

2.2. Do not ask people ‘Do you have dreams?’ Instead Do not ask people ‘Do you have dreams?’ Instead ask what people they admire mostask what people they admire most

3.3. Ask your prospect ‘Who do you know that I can Ask your prospect ‘Who do you know that I can approach to join this business?’approach to join this business?’

围魏救赵 Indirect but permanent solution to your problem

Do not fight directly as it will drain your resources. Instead, fight where the enemy is weak

ACT

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3. Kill with a Borrowed 3. Kill with a Borrowed KnifeKnife

1.1. You as the Bridge (B), use A (Advisor) to sell to C You as the Bridge (B), use A (Advisor) to sell to C (Customer)(Customer)

2.2. Third party independent videos and report on your Third party independent videos and report on your product product

3.3. Use the customer’s objection to kill his own Use the customer’s objection to kill his own objectionobjection

4.4. Ask your clients or friends to refer clients to youAsk your clients or friends to refer clients to you5.5. When presenting to a couple (or partners), use When presenting to a couple (or partners), use

one of them to influence the otherone of them to influence the other6.6. Power of ‘Not Important’ and ‘Don’t’Power of ‘Not Important’ and ‘Don’t’

借刀杀人 Because people never reject a ‘Borrowed Knife’

ACT

Leverage: Ever More with Ever Less Leverage: Ever More with Ever Less

41

ACT

Power of The DreamPower of The Dream

42

ACT

Because people never argue with themselves (even if they think that they’re wrong, they will stay put to save face)

Perfect Words and Phrases for SalesPerfect Words and Phrases for Sales

“As you said, you wanted to earn instant cash flow from your business. Jeunesse Global offers You a global platform to reach out to a global market without cash outlay. You’ll receive cash profits every Thursday from 6 streams of income” 43

ACT

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Handling Objections with Handling Objections with EASEEASE

1.1. EmpathizeEmpathize (Feel Felt Found) (Feel Felt Found) 2.2. Ask QuestionsAsk Questions to: to:• ClarifyClarify• QuantifyQuantify• Identify the Reason behind the reasonIdentify the Reason behind the reason3.3. SolutionSolution - Present Objection as a Reason - Present Objection as a Reason

to Go Aheadto Go Ahead4.4. ExciteExcite them about the Rewards of Going them about the Rewards of Going

AheadAhead

Empathize – Ask Qn – Solution - Excite

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Stratagems in Stratagems in ConfrontationConfrontation

7.7. Create something out of nothingCreate something out of nothing8.8. Advance through a secret pathAdvance through a secret path9.9. Watch the fire from AcrossWatch the fire from Across10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile11.11. Sacrifice small for Big Sacrifice small for Big 12.12. Exploit Small things along the way Exploit Small things along the way

无中生有 暗渡陈仓 隔岸观火 笑里藏刀 李代桃僵 顺手牵羊

ACTGoogle! Hide a Dagger in Its SimileGoogle! Hide a Dagger in Its Simile

And Swiftly Replaced Yahoo! And Swiftly Replaced Yahoo! As the World’s No. 1 Search Engine in 2000As the World’s No. 1 Search Engine in 2000

ACT

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10. Hide a Dagger in your Smile10. Hide a Dagger in your Smile

1.1. Be super nice to themBe super nice to them to make a killingto make a killing 2.2. Agree with their objections smilingly (Feel Felt Agree with their objections smilingly (Feel Felt

Found)Found)3.3. Smile and ask questions that draw out their Smile and ask questions that draw out their

biggest painbiggest pain4.4. Smile first before asking for the saleSmile first before asking for the sale5.5. Praise first then criticize Praise first then criticize

笑里藏刀 Always propose non-threatening solutions

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18. Nab the Root of the Issue18. Nab the Root of the Issue

1.1. Tackle cause of salespeople not performing: lack Tackle cause of salespeople not performing: lack of belief in themselves and the system of belief in themselves and the system

2.2. Identify Key reason for objection and remove it Identify Key reason for objection and remove it with Guaranteeswith Guarantees

3.3. Improve sales closing ratio by improving your Improve sales closing ratio by improving your quality of prospectsquality of prospects

4.4. Root of all customers’ objections is uncertainty, Root of all customers’ objections is uncertainty, so just give them certainty and you’ll win easilyso just give them certainty and you’ll win easily

擒贼擒首

ACT

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26. Criticize 26. Criticize Indirectly Indirectly 1.1. Give client 3 choices and praise the cheaper one Give client 3 choices and praise the cheaper one

for giving value for money in the short term for giving value for money in the short term 2.2. Negotiate for better deal by provoking themNegotiate for better deal by provoking them3.3. Say “Isn’t that interesting” if you want to criticize Say “Isn’t that interesting” if you want to criticize

politelypolitely4.4. BMW salesmanBMW salesman

指桑骂槐

ACT

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27. Play Dumb27. Play Dumb

1.1. Ask Questions no matter whatAsk Questions no matter what2.2. When customer ask you question, answer with When customer ask you question, answer with

questionquestion3.3. ‘‘Manager’ corrects salesperson’s mistake Manager’ corrects salesperson’s mistake 4.4. In sales follow-up, pretend no stock when prospect has In sales follow-up, pretend no stock when prospect has

not orderednot ordered

假痴不癫They never know your true colors and will be caught by surprise

30. Turn from Guest to Host30. Turn from Guest to Host 反客为主1.1. Ask Questions when being questionedAsk Questions when being questioned2.2. Make your customers ownersMake your customers owners3.3. Instead of counter offering, come up with total new offerInstead of counter offering, come up with total new offer4.4. Hold Road shows instead of waiting for clients to comeHold Road shows instead of waiting for clients to come5.5. Preempt prospect’s objectionPreempt prospect’s objection6.6. Throw in an Irresistible Offer if you think they may objectThrow in an Irresistible Offer if you think they may object

ACT

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Stratagems for Desperate Stratagems for Desperate SituationsSituations

31.31. Beauty Trap Beauty Trap 32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury PloySelf Injury Ploy35.35. A Series of Inter-connected PloysA Series of Inter-connected Ploys36.36. If All Else Fails, Escape is the Best If All Else Fails, Escape is the Best

美人计空城计反间计苦肉计连环计走为上

1.1. Show prospects your ‘marked’ schedule Show prospects your ‘marked’ schedule 2.2. Smile when prospect reject your offer (to get 2Smile when prospect reject your offer (to get 2ndnd

chance)chance)3.3. Fake it until you make it! Fake it until you make it! 4.4. Say yes when you don’t have solution (yet)Say yes when you don’t have solution (yet)

ACT

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36 Stratagems 36 Stratagems 三十六计 三十六计 (Translated Andy Ng)(Translated Andy Ng)

Stratagems in Winning PositionStratagems in Winning Position1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted Wait at Ease for the Exhausted

EnemyEnemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

Stratagems for ConfrontationStratagems for Confrontation7.7. Create Something out of NothingCreate Something out of Nothing8.8. Advance through a Secret PathAdvance through a Secret Path9.9. Watch the Fire from AcrossWatch the Fire from Across10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile11.11. Sacrifice Small for BigSacrifice Small for Big12.12. Exploit small things along the WayExploit small things along the Way Stratagems for AttackStratagems for Attack13.13. Hit the Grass to Startle the Snake Hit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead15.15. Lure the big guy out of his comfort Lure the big guy out of his comfort

zonezone16.16. Let go to recapture laterLet go to recapture later17.17. Throw out small to Attract BigThrow out small to Attract Big18.18. Nab the Root of the IssueNab the Root of the Issue

Stratagems for Confused SituationsStratagems for Confused Situations19.19. Remove Key SupportRemove Key Support20.20. Fish in Troubled WatersFish in Troubled Waters21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside22.22. Closed Door Attacks Closed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near24.24. Seek help from Ally to attack both Seek help from Ally to attack both

Enemy & Ally Enemy & Ally Stratagems for Gaining GroundStratagems for Gaining Ground25.25. Replace Strong support with Weak Replace Strong support with Weak

Support Support 26.26. Criticize IndirectlyCriticize Indirectly27.27. Play DumbPlay Dumb28.28. Remove Ladder after AscentRemove Ladder after Ascent29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations31.31. Beauty TrapBeauty Trap32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury Ploy Self Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

ACT

4646

三十六计三十六计

19 釜底抽薪 20 浑水摸鱼21 金蝉脱壳 22 关门捉贼23 远交近攻24 假道伐虢

7. 无中生有 8. 暗渡陈仓9. 隔岸观火 10 笑里藏刀11 李代桃僵12 顺手牵羊

1. 瞒天过海 2. 围魏救赵3. 借刀杀人 4. 以逸待劳5. 趁火打劫6. 声东击西

13. 打草惊蛇 14. 借尸还魂15. 调虎离山 16. 欲擒故纵17. 抛砖引玉18. 擒贼擒王

25 偷梁换柱26 指桑骂槐27 假痴不癫 28 上屋抽梯29 树上开花 30 反客为主

31. 美人计 32. 空城计33. 反间计 34. 苦肉计35. 连环计36. 走为上

______________________________________________________________________

ACT

4747

Secret Art of War to CloseSecret Art of War to Close Every Every SaleSale

1.1. Secret behind The Secret Art of Secret behind The Secret Art of War: Win Without FightingWar: Win Without Fighting

2.2. Importance of Dao or PurposeImportance of Dao or Purpose3.3. Art of Deception in The 36 Art of Deception in The 36

StratagemsStratagems4.4. The 6 Situations and their The 6 Situations and their

StratagemsStratagems5.5. How to make people Say Yes All How to make people Say Yes All

the Timethe Time

ACT6 Ways to Ask Yes 6 Ways to Ask Yes QuestionsQuestions

1.1. Convert your Statement into Question by Convert your Statement into Question by adding ‘nt’ or ‘ok?’ at end of statement adding ‘nt’ or ‘ok?’ at end of statement

2.2. Give people ‘2 choices’Give people ‘2 choices’3.3. Give people 3 choices, and put the answer Give people 3 choices, and put the answer

you want in the middleyou want in the middle4.4. Ask Double Negative QuestionAsk Double Negative Question5.5. Ask them to rate your proposal from a Ask them to rate your proposal from a

scale of 1 to 10, with 1 being ok and 10 scale of 1 to 10, with 1 being ok and 10 being perfectbeing perfect

6.6. Throw back their question with a Yes Throw back their question with a Yes QuestionQuestion

ACT

The Ultimate in Art of WarThe Ultimate in Art of WarVictory is The Only OptionVictory is The Only Option

Entire Nation = Whole Body, Mind, Heart & Entire Nation = Whole Body, Mind, Heart & SpiritSpirit

全國為上，破國次之﹔全軍為上，破軍次之﹔ 全旅為上，破旅次之﹔全卒為上，破卒次之﹔全伍為上，破伍次之 是故百戰百勝，非善之善也﹔不戰而屈人之兵，善之善者也。

63

ACT

The Power of Your DreamThe Power of Your Dream

We will Get There! 64

ACT

Your Single Very Important PointYour Single Very Important Point

36 Stratagems for Sales is about 36 Stratagems for Sales is about Deception with Dao that Creates Deception with Dao that Creates

Win-Win for All …Win-Win for All … 65

ACT

SecretSecret Art of WarArt of War to Close to Close EveryEvery

SaleSale