Everyone heard of the Art of War military classic written by Sun Tzu. Unknown to many, Sun Bin, the grandson of Sun Tzu, wrote a more powerful book called Secret Art of War. Over 1,500 years it evolved into The 36 Stratagems or 三十六计

1. ACT
SecretSecret Art of WarArt of War toto
CloseClose EveryEvery SaleSale

2. ACT
Your Trainer Coach Andy NgYour Trainer Coach Andy Ng
• CA with MBACA with MBA
• 28 years of experience in finance,28 years of experience in finance,
HR, sales, consultancy, trainingHR, 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 81,135Since 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 & FatherHappy Man, Son, Husband & Father
(of 3 happy children)…(of 3 happy children)…
www.facebook.com/An

3. ACT
Get Inspired by me 24/7Get Inspired by me 24/7
www.AsiaTrainers.comwww.AsiaTrainers.com
www.AndyNgTrainer.blogspot.sgwww.AndyNgTrainer.blogspot.sg
www.youtube.com/AndyNgCoach/videoswww.youtube.com/AndyNgCoach/videos
www.facebook.com/AndyTheCoachwww.facebook.com/AndyTheCoach
www.twitter.com/AndyCoachwww.twitter.com/AndyCoach
www.slideshare.net/AndyTheCoach1www.slideshare.net/AndyTheCoach1

4. ACT
44
Secret Art of War to CloseSecret Art of War to Close EveryEvery
SaleSale
1.1. Secret behind The Secret Art ofSecret behind The Secret Art of
War: Win Without FightingWar: Win Without Fighting
2.2. Importance of Dao or PurposeImportance of Dao or Purpose
3.3. Art of Deception in The 36Art of Deception in The 36
StratagemsStratagems
4.4. The 6 Situations and theirThe 6 Situations and their
StratagemsStratagems
5.5. How to make people Say Yes AllHow to make people Say Yes All
the Timethe Time

5. ACT
Time for Action: Hit the TargetTime for Action: Hit the Target

6. ACT
Secret is PerceptionSecret is Perception
1. Perception is Reality
2. 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

7. ACT
77
Nobody NeedsNobody Needs
What We Are SellingWhat We Are Selling
For We’re Not SellingFor We’re Not Selling
Necessities. Even if we were,Necessities. Even if we were,
there are Many Vendorsthere are Many Vendors
We are all Selling Ice to theWe are all Selling Ice to the
Eskimos …Eskimos …

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

9. ACT
Sales Success System in 4Sales Success System in 4
StepsSteps
FORM HD
Ask Turning Point
Question
Your Why
Feel Felt Found

10. ACT

11. ACT
How to CloseHow 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…

12. ACT
If you have done correctly…If you have done correctly…
If sale is not closed, need to
Follow-Up
Go into Details: URL name,
Package, Courier or Self Collect

13. ACT
Sales Closing is about …
The End of The Beginning

14. ACT
1.1. ‘‘Already Sold’ ProspectAlready Sold’ Prospect
2.2. Follow-up until closeFollow-up until close
3.3. Convert Unclosed Prospect to ReferrerConvert Unclosed Prospect to Referrer
4.4. Adjust Your OfferAdjust Your Offer
5.5. Offer Written Guarantee that Removes theOffer Written Guarantee that Removes the
No. 1 Fear of BuyingNo. 1 Fear of Buying
6.6. Irresistible OfferIrresistible Offer
7.7. Sell on EmotionsSell on Emotions
8.8. Sell on Track RecordSell on Track Record
9.9. Move the Sale ForwardMove the Sale Forward
9 Ways to Close EVERY Sale9 Ways to Close EVERY Sale

15. ACT
Make Your Offer IrresistibleMake Your Offer Irresistible
1.1. Relief (state higherRelief (state higher
prices for otherprices for other
products or loss ifproducts or loss if
don’t have product)don’t have product)
2.2. Pre-empt the PricePre-empt the Price
ObjectionObjection
3.3. State in smallestState in smallest
termsterms
4.4. Sum Up theSum Up the
Component PartsComponent Parts
5.5. Add an Element thatAdd an Element that
Cannot be PricedCannot be Priced
 Compare yourCompare your
product to DIY orproduct to DIY or
total Losstotal Loss
 Warn them, Not forWarn them, Not for
Everyone, TakeawayEveryone, Takeaway
 Per user or per dayPer user or per day
 Sum > Your PriceSum > Your Price
 A Key Benefit thatA Key Benefit that
Removes theirRemoves their
Frustration (No time,Frustration (No time,
no money, no fun)no money, no fun)

16. 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

17. ACT
Secret Behind the Secret Art of WarSecret Behind the Secret Art of War
1. Up till today, author remains a secret
2. First surfaced 300 years ago, but only officially
published in 1961
3. Described events spread over 1,500 years
4. Many said this book contains gems of Chinese
wisdom that can solve ALL the world’s problems

18. ACT
1818
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
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

19. ACT
1919
36 Stratagems36 Stratagems
Stratagems when You’re in ControlStratagems when You’re in Control
1 to 6: Stratagems in Winning Position1 to 6: Stratagems in Winning Position
7 to 12: Stratagems for Confrontation7 to 12: Stratagems for Confrontation 敌战敌战
计计
13 to 18: Stratagems for Attack13 to 18: Stratagems for Attack 攻战攻战
计计
Stratagems when They’re in ControlStratagems when They’re in Control
19 to 24: Stratagems for Confused Situations19 to 24: Stratagems for Confused Situations 混战混战
计计
25 to 30: Stratagems for Gaining Ground25 to 30: Stratagems for Gaining Ground 并战并战
三十六计
胜战计

20. ACT
Why Samsung Galaxy S6 and Note 5Why Samsung Galaxy S6 and Note 5
Sell So MuchSell So Much LessLess than iPhone 6s?than iPhone 6s?
Applying the Wrong Stratagem CanApplying the Wrong Stratagem Can
Kill Yourself!Kill Yourself!

21. ACT
2121
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
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
31. 美人计
32. 空城计
33. 反间计
34. 苦肉计
35. 连环计
36. 走为上
______________________________________________________________________

22. ACT
2222
36 Stratagems36 Stratagems 三十六计三十六计 (Translated Andy Ng)(Translated Andy Ng)
Stratagems in Winning PositionStratagems in Winning Position
1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage
2.2. Attack another to Save your TargetAttack another to Save your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the ExhaustedWait at Ease for the Exhausted
EnemyEnemy
5.5. Loot a House on FireLoot a House on Fire
6.6. Sound East to Attack WestSound East to Attack West
Stratagems for ConfrontationStratagems for Confrontation
1.1. Create Something out of NothingCreate Something out of Nothing
2.2. Advance through a Secret PathAdvance through a Secret Path
3.3. Watch the Fire from AcrossWatch the Fire from Across
4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile
5.5. Sacrifice Small for BigSacrifice Small for Big
6.6. Exploit small things along the WayExploit small things along the Way
Stratagems for AttackStratagems for Attack
13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake
14.14. Inject Life into the DeadInject Life into the Dead
15.15. Lure the big guy out of his comfortLure the big guy out of his comfort
zonezone
16.16. Let go to recapture laterLet go to recapture later
17.17. Throw out small to Attract BigThrow out small to Attract Big
18.18. Nab the Root of the IssueNab the Root of the Issue
Stratagems for Confused SituationsStratagems for Confused Situations
19.19. Remove Key SupportRemove Key Support
20.20. Fish in Troubled WatersFish in Troubled Waters
21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside
22.22. Closed Door AttacksClosed Door Attacks
23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near
24.24. Seek help from Ally to attack bothSeek help from Ally to attack both
Enemy & AllyEnemy & Ally
Stratagems for Gaining GroundStratagems for Gaining Ground
25.25. Replace Strong support with WeakReplace Strong support with Weak
SupportSupport
26.26. Criticize IndirectlyCriticize Indirectly
27.27. Play DumbPlay Dumb
28.28. Remove Ladder after AscentRemove Ladder after Ascent
29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers
30.30. Turn from Guest to HostTurn from Guest to Host
Stratagems in Desperate SituationsStratagems in Desperate Situations
31.31. Beauty TrapBeauty 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 Ploy
34.34. Self Injury PloySelf Injury Ploy
35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems
36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

23. ACT
2323
Use 36 Stratagems inUse 36 Stratagems in
Conjunction with Art of WarConjunction with Art of War
1.1. Win Without FightingWin Without Fighting
2.2. Do not Win at all costDo not Win at all cost
3.3. Only weapon is MindOnly weapon is Mind
4.4. 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

24. ACT
Not cheating or deceiving people but…Not cheating or deceiving people but…
Adjusting ofAdjusting of PerceptionPerception (Positioning) to(Positioning) to
fulfill the Dao (Purpose) to HELP themfulfill the Dao (Purpose) to HELP them
Use of Unpredictable and Multiple WaysUse 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

25. ACT
2525
The 36The 36
StratagemsStratagemsStratagems in Winning PositionStratagems in Winning Position
1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage
2.2. Attack another to Save your TargetAttack another to Save your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy
5.5. Loot a House on FireLoot a House on Fire
6.6. Sound East to Attack WestSound East to Attack West
Stratagems for ConfrontationStratagems for Confrontation
1.1. Create Something out of NothingCreate Something out of Nothing
2.2. Advance through a Secret PathAdvance through a Secret Path
3.3. Watch the Fire from AcrossWatch the Fire from Across
4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile
5.5. Sacrifice Small for BigSacrifice Small for Big
6.6. 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

26. ACT
2626
Stratagems for AttackStratagems for Attack
13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake
14.14. Inject Life into the DeadInject Life into the Dead
15.15. Lure the big guy out of his comfort zoneLure the big guy out of his comfort zone
16.16. Let go to recapture laterLet go to recapture later
17.17. Throw out small to Attract BigThrow out small to Attract Big
18.18. Nab the Root of the IssueNab the Root of the Issue
Stratagems for Confused SituationsStratagems for Confused Situations
19.19. Remove Key SupportRemove Key Support
20.20. Fish in Troubled WatersFish in Troubled Waters
21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside
22.22. Closed Door AttacksClosed Door Attacks
23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near
24.24. Seek help from Ally to attack both Enemy &Seek help from Ally to attack both Enemy &
AllyAlly
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

27. ACT
2727
The 36The 36 StratagemsStratagems
Stratagems for Gaining GroundStratagems for Gaining Ground
25.25. Replace Strong support with WeakReplace Strong support with Weak
SupportSupport
26.26. Criticize IndirectlyCriticize Indirectly
27.27. Play DumbPlay Dumb
28.28. Remove Ladder after AscentRemove Ladder after Ascent
29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers
30.30. Turn from Guest to HostTurn from Guest to Host
Stratagems in Desperate SituationsStratagems in Desperate Situations
31.31. Beauty TrapBeauty 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 Ploy
34.34. Self Injury PloySelf Injury Ploy
35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems
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

28. ACT
2828
Stratagems in WinningStratagems in Winning
PositionPosition
1.1. Openly Deceive under camouflageOpenly Deceive under camouflage
2.2. Attack another target to Save Your TargetAttack another target to Save Your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy
5.5. Loot a House on FireLoot a House on Fire
6.6. 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 camouflage
2.2. Attack another target to Save Your TargetAttack another target to Save Your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy
5.5. Loot a House on FireLoot a House on Fire
6.6. 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

29. ACT
F Riverfront Hotel xx Waterfront Hotel

30. ACT
3030
1. Openly Deceive Under1. 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 touchI 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 changeShare your experience and your story to change
people of a previous personal bad experiencepeople of a previous personal bad experience
5.5. Opposite: Totally open and transparentOpposite: Totally open and transparent
瞒天过海
Do NOT Mislead or
Cheat People

31. ACT
Use of Negative LanguageUse of Negative Language
1.1. I’m not going to say that you must have yourI’m not going to say that you must have your
own dream, because that is so standardown dream, because that is so standard
2.2. It’s OK not to come for this Wednesday’sIt’s OK not to come for this Wednesday’s
training if you are not free. You just need totraining if you are not free. You just need to
know what to do when people want to sign upknow what to do when people want to sign up
under youunder 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 workingIf you can see the benefits of working
together, I’m going to ask you to join the teamtogether, 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 goodI’m just calling to see when NOW is a good
time for us to catch uptime for us to catch up

32. ACT
3232
2. Attack another Target to Save Your2. Attack another Target to Save Your
TargetTarget
1.1. When people criticize your co’s product, do notWhen 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?’ InsteadDo 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 canAsk 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

33. ACT
3333
3. Kill with a Borrowed3. Kill with a Borrowed
KnifeKnife
1.1. You as the Bridge (B), use A (Advisor) to sell to CYou as the Bridge (B), use A (Advisor) to sell to C
(Customer)(Customer)
2.2. Third party independent videos and report on yourThird party independent videos and report on your
productproduct
3.3. Use the customer’s objection to kill his ownUse 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 you
5.5. When presenting to a couple (or partners), useWhen presenting to a couple (or partners), use
one of them to influence the otherone of them to influence the other
6.6. 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’

34. ACT
Leverage: Ever More with Ever LessLeverage: Ever More with Ever Less
41

35. ACT
Power of The DreamPower of The Dream
42

36. 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

37. ACT
3737
Handling Objections with EASEHandling Objections with EASE
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 reason
3.3. SolutionSolution - Present Objection as a Reason- Present Objection as a Reason
to Go Aheadto Go Ahead
4.4. ExciteExcite them about the Rewards of Goingthem about the Rewards of Going
AheadAhead
Empathize – Ask Qn – Solution - Excite

38. ACT
3838
Stratagems in ConfrontationStratagems in Confrontation
7.7. Create something out of nothingCreate something out of nothing
8.8. Advance through a secret pathAdvance through a secret path
9.9. Watch the fire from AcrossWatch the fire from Across
10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile
11.11. Sacrifice small for BigSacrifice small for Big
12.12. Exploit Small things along the wayExploit 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

39. ACT
Google! 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

40. ACT
4040
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 FeltAgree with their objections smilingly (Feel Felt
Found)Found)
3.3. Smile and ask questions that draw out theirSmile and ask questions that draw out their
biggest painbiggest pain
4.4. Smile first before asking for the saleSmile first before asking for the sale
5.5. Praise first then criticizePraise first then criticize
笑里藏刀
Always propose non-threatening solutions

41. ACT
4141
18. Nab the Root of the Issue18. Nab the Root of the Issue
1.1. Tackle cause of salespeople not performing: lackTackle cause of salespeople not performing: lack
of belief in themselves and the systemof belief in themselves and the system
2.2. Identify Key reason for objection and remove itIdentify Key reason for objection and remove it
with Guaranteeswith Guarantees
3.3. Improve sales closing ratio by improving yourImprove 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

42. ACT
4242
26. Criticize Indirectly26. Criticize Indirectly
1.1. Give client 3 choices and praise the cheaper oneGive client 3 choices and praise the cheaper one
for giving value for money in the short termfor giving value for money in the short term
2.2. Negotiate for better deal by provoking themNegotiate for better deal by provoking them
3.3. Say “Isn’t that interesting” if you want to criticizeSay “Isn’t that interesting” if you want to criticize
politelypolitely
4.4. BMW salesmanBMW salesman
指桑骂槐

43. ACT
4343
27. Play Dumb27. Play Dumb
1.1. Ask Questions no matter whatAsk Questions no matter what
2.2. When customer ask you question, answer withWhen customer ask you question, answer with
questionquestion
3.3. ‘‘Manager’ corrects salesperson’s mistakeManager’ corrects salesperson’s mistake
4.4. In sales follow-up, pretend no stock when prospect hasIn 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 questioned
2.2. Make your customers ownersMake your customers owners
3.3. Instead of counter offering, come up with total new offerInstead of counter offering, come up with total new offer
4.4. Hold Road shows instead of waiting for clients to comeHold Road shows instead of waiting for clients to come
5.5. Preempt prospect’s objectionPreempt prospect’s objection
6.6. Throw in an Irresistible Offer if you think they may objectThrow in an Irresistible Offer if you think they may object

44. ACT
4444
Stratagems for DesperateStratagems for Desperate
SituationsSituations
31.31. Beauty TrapBeauty 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 Ploy
34.34. Self Injury PloySelf Injury Ploy
35.35. A Series of Inter-connected PloysA Series of Inter-connected Ploys
36.36. If All Else Fails, Escape is the BestIf 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’ scheduleShow 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)

45. ACT
4545
36 Stratagems36 Stratagems 三十六计三十六计 (Translated Andy Ng)(Translated Andy Ng)
Stratagems in Winning PositionStratagems in Winning Position
1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage
2.2. Attack another to Save your TargetAttack another to Save your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the ExhaustedWait at Ease for the Exhausted
EnemyEnemy
5.5. Loot a House on FireLoot a House on Fire
6.6. Sound East to Attack WestSound East to Attack West
Stratagems for ConfrontationStratagems for Confrontation
1.1. Create Something out of NothingCreate Something out of Nothing
2.2. Advance through a Secret PathAdvance through a Secret Path
3.3. Watch the Fire from AcrossWatch the Fire from Across
4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile
5.5. Sacrifice Small for BigSacrifice Small for Big
6.6. Exploit small things along the WayExploit small things along the Way
Stratagems for AttackStratagems for Attack
13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake
14.14. Inject Life into the DeadInject Life into the Dead
15.15. Lure the big guy out of his comfortLure the big guy out of his comfort
zonezone
16.16. Let go to recapture laterLet go to recapture later
17.17. Throw out small to Attract BigThrow out small to Attract Big
18.18. Nab the Root of the IssueNab the Root of the Issue
Stratagems for Confused SituationsStratagems for Confused Situations
19.19. Remove Key SupportRemove Key Support
20.20. Fish in Troubled WatersFish in Troubled Waters
21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside
22.22. Closed Door AttacksClosed Door Attacks
23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near
24.24. Seek help from Ally to attack bothSeek help from Ally to attack both
Enemy & AllyEnemy & Ally
Stratagems for Gaining GroundStratagems for Gaining Ground
25.25. Replace Strong support with WeakReplace Strong support with Weak
SupportSupport
26.26. Criticize IndirectlyCriticize Indirectly
27.27. Play DumbPlay Dumb
28.28. Remove Ladder after AscentRemove Ladder after Ascent
29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers
30.30. Turn from Guest to HostTurn from Guest to Host
Stratagems in Desperate SituationsStratagems in Desperate Situations
31.31. Beauty TrapBeauty 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 Ploy
34.34. Self Injury PloySelf Injury Ploy
35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems
36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

46. 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
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
31. 美人计
32. 空城计
33. 反间计
34. 苦肉计
35. 连环计
36. 走为上
______________________________________________________________________

47. ACT
4747
Secret Art of War to CloseSecret Art of War to Close EveryEvery
SaleSale
1.1. Secret behind The Secret Art ofSecret behind The Secret Art of
War: Win Without FightingWar: Win Without Fighting
2.2. Importance of Dao or PurposeImportance of Dao or Purpose
3.3. Art of Deception in The 36Art of Deception in The 36
StratagemsStratagems
4.4. The 6 Situations and theirThe 6 Situations and their
StratagemsStratagems
5.5. How to make people Say Yes AllHow to make people Say Yes All
the Timethe Time

48. ACT
6 Ways to Ask Yes6 Ways to Ask Yes
QuestionsQuestions
1.1. Convert your Statement into Question byConvert your Statement into Question by
adding ‘nt’ or ‘ok?’ at end of statementadding ‘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 answerGive people 3 choices, and put the answer
you want in the middleyou want in the middle
4.4. Ask Double Negative QuestionAsk Double Negative Question
5.5. Ask them to rate your proposal from aAsk them to rate your proposal from a
scale of 1 to 10, with 1 being ok and 10scale of 1 to 10, with 1 being ok and 10
being perfectbeing perfect
6.6. Throw back their question with a YesThrow back their question with a Yes
QuestionQuestion

49. ACT
The Ultimate in Art of WarThe Ultimate in Art of War
Victory is The Only OptionVictory is The Only Option
Entire Nation = Whole Body, Mind, Heart &Entire Nation = Whole Body, Mind, Heart &
SpiritSpirit
全 上，破 次之 全 上，破 次之 全旅 上，破旅次國為 國 ﹔ 軍為 軍 ﹔ 為
之 全卒 上，破卒次之 全伍 上，破伍次之﹔ 為 ﹔ 為
是故百 百 ，非善之善也 不 而屈人之兵，善之善者也。戰 勝 ﹔ 戰
63

50. ACT
The Power of Your DreamThe Power of Your Dream
We will Get There! 64

51. ACT
Your Single Very Important PointYour Single Very Important Point
36 Stratagems for Sales is about36 Stratagems for Sales is about
Deception with Dao that CreatesDeception with Dao that Creates
Win-Win for All …Win-Win for All … 65

52. ACT
SecretSecret Art of WarArt of War toto
CloseClose EveryEvery SaleSale