The document provides coaching on how to be successful in sales. It discusses that success is simple - say the right thing enough times to enough of the right people. The right thing involves using questions in conversations to understand emotions, not just telling about products. It's important to say it enough times through follow up and building habits. The key is also saying it to the right people - those with influence, through social media, asking more people, and getting referrals. The overall message is that sales success involves qualitative conversations that transfer energy to the right audiences.

1. ActiveChoicesCoaching.com
1
Success in Sales is Simple
Say the right thing enough times to enough of the right people

2. Success in Sales
is Simple
Active Choices Coaching

3. Lifetime of Sales Experience
Helped my clients earn over $100M in
commissions/earnings
Coach to the Top 1%
Thousands of Hours of Coaching Experience
Active Choices Coaching

4. Success in Sales is Simple
Say the right thing enough times
Say it to enough of the right people
Active Choices Coaching

5. Active Choices Coaching

6. WHAT THE RIGHT THING ISN’T
Active Choices Coaching

7. Feature - Benefit
TELLING about a product or service
Education on a product or service they don’t
need or want
A conversation without emotion about your
product or service
Active Choices Coaching

8. WHAT THE RIGHT THING IS
Active Choices Coaching

9. Using Questions in a conversation
Understanding what emotions play a role in
someone’s decision process
Understanding how emotions will affect
whether or not someone “buys”
Building the habits that pay off long term
Active Choices Coaching

10. SAY IT ENOUGH
Active Choices Coaching

11. Follow up and Follow Through
Building the habits that pay off long term
Building the systems that maintain
consistency
Active Choices Coaching

12. TO THE RIGHT PEOPLE
Active Choices Coaching

13. Audience Size vs Influence
Say “it” to those that matter most
Say “it” to more people through Social Media
Ask more people get more Yesses
Get referrals by having others say it for you
Active Choices Coaching

14. SALES IS THE TRANSFER OF ENERGY
There are fundamental laws of the
universe that affect energy.
DON’T BREAK THE LAWS
Active Choices Coaching

15. WHAT THE RIGHT THING ISN’T
Active Choices Coaching

16. Feature - Benefit
TELLING about a product or service
Education on a product or service they don’t
need or want
A conversation without emotion about your
product or service
Active Choices Coaching

17. Feature - Benefit
Active Choices Coaching

18. Feature: My product can make you
look younger
Benefit: By looking younger you will
be able to get the person of your
dreams to date you
Active Choices Coaching

19. Feature: My product helps you lose
weight
Benefit: It’s important to maintain a
healthy weight so that you live a long
and vital life
Active Choices Coaching

20. Active Choices Coaching
Feature - Benefit

21. Telling is NOT Selling
Active Choices Coaching

22. The person that talks less in a sales
conversation WINS
Remember the acronym: W A I T
Why Am I Talking?
Active Choices Coaching

23. Active Choices Coaching
Telling

24. Sales is the transfer of energy. When
we are telling we are pushing energy at
someone. When we ask questions we
are pulling them in WITH their help
Active Choices Coaching

25. Educating someone on a
product they don’t need
Active Choices Coaching

26. There’s a reason that people use
the expression “That person
could sell snow to Eskimos.”
Active Choices Coaching

27. If you are not asking questions to
discover whether a prospect needs
your product you are missing the
whole point.
Active Choices Coaching

28. Educating someone on a
product they don’t need
Active Choices Coaching

29. A conversation without emotion
about your product or service
Active Choices Coaching

30. Logic makes a person think.
Emotion gets them to ACT
Active Choices Coaching

31. Two types of emotions in every sale.
Pain & Pleasure
Active Choices Coaching

32. 90% + of your prospect’s decisions will
be made moving away from pain
Active Choices Coaching

33. You are going to look so good in that
new skimpy bathing suit this summer!
Active Choices Coaching

34. What are you not able to do with your
family because of your weight that you
wish you could do?
Active Choices Coaching

35. How much longer do you want to sit on
the sidelines of life watching everyone
else have fun because of your weight?
Active Choices Coaching

36. Which one of those questions would
have gotten you to act?
Active Choices Coaching

37. A conversation without emotion
about your product or service
Active Choices Coaching

38. WHAT THE RIGHT THING IS
Active Choices Coaching

39. The importance of using Questions
Understanding WHAT emotions play a role in
someone’s decision process
Understanding HOW emotions will affect
whether or not someone “buys”
Active Choices Coaching

40. Questions
Questions are the greatest “multitool”
in a sales person’s toolbox
Active Choices Coaching

41. Law of the Universe
Law of the
Vacuum

42. Law of the Vacuum
Active Choices Coaching
Law of the Vacuum: The universe abhors
a vacuum and will rush to fill all spaces
both metaphysical and physical

43. Law of the Vacuum
Active Choices Coaching
Using questions in a conversation
CREATES a vacuum. It makes the
prospect “lean in” to the conversation
about your product or service.

44. Lw of
theVacum

45. Lw of
theVacum

46. Lw of
theVacum

47. Lw of
theVacum

48. The more powerful the question the greater
the vacuum that is created. The greater the
vacuum that is created the more your
prospect will want to answer that question!
Active Choices Coaching

49. Understanding WHAT emotions play a role in
someone’s decision process
Understanding HOW emotions will affect
whether or not someone “buys”
Active Choices Coaching

50. Logic makes people think.
Emotion makes them act.
Active Choices Coaching

51. No Emotion No Sale
Active Choices Coaching

52. Pain vs Pleasure
Active Choices Coaching

53. Pain vs Pleasure
Active Choices Coaching
People will ALWAYS say that they are seeking PLEASURE
when in reality 90+ % of the time they are making decisions
based on moving away from PAIN.

54. Pain vs Pleasure
Active Choices Coaching
Foreclosure notice on your front door
Owning the house of your dreams

55. Pain vs Pleasure
Active Choices Coaching
Which of these 2 questions would most likely
make you act?

56. Pain vs Pleasure
Active Choices Coaching
How much longer are you going to let life pass
you by as you sit on the sidelines and watch?
Are you ready to feel your best?

57. Active Choices Coaching
Ask a question to get your prospect to tell YOU
about the value of YOUR product or service
instead of you telling them
Using Questions

58. Active Choices Coaching
Q: What would be the benefit of drinking wine without toxins in it?
Q: How might it help your body to use toxic free products?
Q: What would it do for you if you had a real estate agent working on your
behalf at no cost to you?
Q: What would having a coach, who has helped others like you achieve the
same thing, do for your results?
Using Questions

59. Active Choices Coaching
Ask something about the pain of their “problem” not being solved
Q: What do you think it’s costing you each month that you aren’t getting
those results? How long has this been going on?
Using Questions

60. Active Choices Coaching
Ask them what would be most important about getting started ….. (using your
product or service)
Q: If you were to get in to coaching tomorrow what part of your business would
you want to address first? What’s important about that to you?
Q: If you started formal coaching tomorrow what would be the most important
thing you would like to achieve in the next 30 days?
Using Questions

61. Active Choices Coaching
Ask them if they would be interested in getting started in the next 24 hours in
solving that problem! Ask the question with the emotional benefit.
Q: Are you ready to get started on having a business that accomplishes all of
your goals and makes you feel like an equal contributor to your family?
Q: Are you ready to get off the sidelines and living the healthy life you’re
capable of and one that makes your children/spouse/partner/friends proud?
Using Questions

62. Active Choices Coaching
Write out 3-5 questions that you can ask to get other
people to tell YOU about the benefits of YOUR product or
service. Keep these handy so that you can quickly
access them until they become a habit.
Exercise

63. Using Questions to
handle Objections
Active Choices Coaching

64. Request for more information
Identify & Isolate
BEST handled by the prospect NOT you
Close + Ask for the sale EACH TIME you handle an
objection
Active Choices Coaching

65. Active Choices Coaching
An objection is a request for more information. NO doesn’t
mean they don’t want to buy your product or service. No
means they don’t have enough information to know WHY they
should buy your product or service.
Using Questions

66. Active Choices Coaching
Identify & Isolate
“Other than the “X” (cost/use/time/etc), is there
anything else that is holding you back from getting
started?”
Using Questions

67. Active Choices Coaching
Let the Prospect handle THEIR objection
“I understand cost is a concern. Who do you think
are the types of people that have purchased this and
what benefits do you think they are receiving?”
Using Questions

68. Active Choices Coaching
Let the Prospect handle THEIR objection
“As you just said the people that have done this are
receiving “X”. Are you ready to have what they
have/experience what they are getting out of it?
Using Questions

69. Active Choices Coaching
Write out your 5 most common objections. Then
prepare 2-3 questions that you can ask for each
objection. Practice these until they roll off the tip of
your tongue.
Exercise

70. To get referrals
Active Choices Coaching
Using Questions

71. Brain likes specifics
Active Choices Coaching
Using Questions

72. Brain Likes Specifics
Do you know anyone that is ……
Active Choices Coaching

73. Brain Likes Specifics
Do you know anyone that is……..
Who do you know from work, or school that ….
Active Choices Coaching

74. Ask a Question!
Active Choices Coaching
Who do you know from work or your neighborhood that feels like their health is
keeping them from enjoying life?
Who do you know from work, or school that deserves to feel more confident
about how they look?

75. Active Choices Coaching
Write out no less than 3 questions that you can ask to
people that you know/have influence with to get them
to send you referrals.
Exercise

76. Closing
Active Choices Coaching

77. Closing
Active Choices Coaching
What? By When?
5 Times

78. Are you ready to get started …..
Active Choices Coaching
What do think the best next step is?
Remember: Never forget the WHEN
When do you think we should … so that you
aren’t sitting on the sidelines any more?

79. Active Choices Coaching
Write out no less than 5 questions that you can ask to
people to ask for the sale. These should vary from
being very subtle to very direct.
Exercise

80. Say the right thing ENOUGH TIMES
Active Choices Coaching

81. Follow up FIRST
Make Follow Up a PRIORITY
Build the habits that pay off long term
Building the systems that maintain consistency
Active Choices Coaching

82. ENOUGH TIMES = FOLLOW UP!
Active Choices Coaching

83. “The fortune is in the FOLLOW UP.”-
Jim Rohn
Active Choices Coaching

84. Active Choices Coaching
75% 75% of business
comes from
Follow Up

85. Following up is a skill. Like any skill
it can be learned to the point of
becoming a habit.
Active Choices Coaching

86. Follow Up FIRST
Active Choices Coaching

87. Make Follow Up a Priority
Active Choices Coaching

88. Four Stages of a Habit
Active Choices Coaching

89. Four Stages of Competence
Unconscious
Incompetence
Conscious
Incompetence
Conscious
Competence
Unconscious
Competence
1 2 3 4

90. First Two Stages of Competence
Unconscious
Incompetence
Conscious
Incompetence
1 2
Awareness

91. Transitional Stages of Competence
Conscious
Incompetence
Conscious
Competence
2 3Active Choices

92. Final Stages of Competence
Conscious
Competence
Unconscious
Competence
3 4Time
On Task
Over Time

93. Say it to enough of the right
people
Active Choices Coaching

94. ENOUGH of the right people
Active Choices Coaching

95. SALES IS THE TRANSFER OF ENERGY
Active Choices Coaching

96. The smaller the audience size, and the more
influence you have, the more energy you will be
able to transfer. The larger the audience and
the less influence you have the less energy you
will be able to transfer.
Active Choices Coaching

97. “Tea Party” 8/10 = 80%
Audience of 1 Million/ 10 people = .001%
Medium Audience with influence 20/50 = 40%
Active Choices Coaching

98. Say “it” to those that matter most
Say “it” to More People through Social Media
Ask more people get more Yesses
Have others say it for you
Active Choices Coaching

99. Have an Emotional Need
They are a Multiplier
You have influence with them
Active Choices Coaching

100. Multipliers = High Influence +
Small Audience
Active Choices Coaching

101. Active Choices Coaching

102. Active Choices Coaching

103. Four Box
Exercise
Active Choices Coaching

104. Active Choices Coaching

105. Hell Yes or No
Multipliers get your absolute best
AAV Always Add Value
Active Choices Coaching

106. Multiplier: Someone that I put energy
in to and feel that I get a greater than
equal return of energy from.
Active Choices Coaching

107. Your bus will be a direct reflection of
the standards you hold.
Active Choices Coaching

108. Be TOUGH on your STANDARDS
NOT on your PEOPLE
Active Choices Coaching

109. Active Choices Coaching
Identify your top Multipliers through the Four Box
Exercise
Exercise

110. Say “it” to those that matter most
Say “it” to More People through Social Media
Ask more people get more Yesses
Have others say it for you
Active Choices Coaching

111. Social Media = Low Influence +
Huge Audience
Active Choices Coaching

112. Social Media
Active Choices Coaching
Grow your Sphere
Be Social
Connect

113. Active Choices Coaching

114. Social Media
Active Choices Coaching
Grow your Sphere
Be Social
Connect

115. Social Media
Active Choices Coaching
Be “OUT” going
FB Lives
Friend Lists
Interviews
FB Groups
FB Storys

116. Active Choices Coaching
20
10 + Comment
5 Direct Message

117. Facebook Lives
Active Choices Coaching
Chance for others to “interview” you
Keep it under 6 minutes when possible
Light & Sound matter

118. FB Lives
Active Choices Coaching
The videos will become your own content
Turn off mirroring on Camera
People will be influenced by your challenges

119. Friend Lists
Active Choices Coaching
Beat the algorithms
Do a 20:10:5 much faster
Sorting is a process not an event

120. Interviews
Active Choices Coaching
Place other’s interests ahead of yours
Review technology and questions
Use Zoom to make things easy
Be Yourself

121. Facebook Groups
Active Choices Coaching
“Own” it
Be genuine & contribute consistently
Don’t be “that person”
Key to a great group is don’t be the only
one posting in it

122. Facebook Storys
Active Choices Coaching
Go out to everyone
People “self select”
Pretty counts

123. ENOUGH of the right people
Active Choices Coaching

124. Sales is a numbers game, pure and simple.
The more times you hear NO the more times you
will hear YES
Active Choices Coaching

125. Active Choices Coaching
Relationship Between
Failure and Success
Failure SuccessYou

126. Active Choices Coaching
Relationship Between
Failure and Success
You SuccessFailure

127. Speed of Failure
+
Speed of Implementation
= Speed of Success
Active Choices Coaching

128. One of the single greatest reasons people fail in
sales is that they don’t hear the word NO
enough times. Make a goal of getting a certain
amount of NOs every single day.
Active Choices Coaching

129. Quick Question for you:
I just spoke with my coach and we set a new goal. My
goal is to speak with one person every day that is
thinking about (insert result(s) of using your product or
service) My question is “Could that person be you or
maybe someone you know?
Active Choices Coaching

130. Active Choices Coaching
Use the “Quick Question” script. Write it out with
your product or service. Use the script enough times
that you get at least 10 NOs in the next 24 hours.
Exercise

131. WHAT THE RIGHT THING IS
Active Choices Coaching

132. Using Questions in a conversation
Understanding what emotions play a role in
someone’s decision process
Understanding how emotions will affect
whether or not someone “buys”
Building the habits that pay off long term
Active Choices Coaching

133. SAY IT ENOUGH
Active Choices Coaching

134. Follow up and Follow Through
Building the habits that pay off long term
Building the systems that maintain
consistency
Active Choices Coaching

135. SAY IT ENOUGH
Active Choices Coaching

136. Follow up and Follow Through
Building the habits that pay off long term
Building the systems that maintain
consistency
Active Choices Coaching

137. TO THE RIGHT PEOPLE
Active Choices Coaching

138. Audience Size vs Influence
Say “it” to those that matter most
Say “it” to more people through Social Media
Ask more people get more Yesses
Get referrals by having others say it for you
Active Choices Coaching

139. ActiveChoicesCoaching.com
139
Success in Sales is Simple
Say the right thing enough times to enough of the right people