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FREE SALESTOOLS

Free Sales Tool: Page:What is Sales Superstar 2

About Tim Mulcahy 3

The 12 Fundamentals 4

The 15 Golden Rules of Canvassing 5

Presentation Checklist 8

Designing the Perfect Script 10

Dream Goals Worksheet 11

Action Goals Worksheet 12

Master Goals Worksheet 13

Sales Superstar CD Set 14

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FREE SALESTOOLS

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Welcome to Sale Superstar, the sales training program that’s going to improve your sales, your earnings, your career, your business and your life.

Take your sales to a brand new level. Sales Superstar, will teach you how to sell with our complete professional sales training system. Our sales course offers the fundamentals in sales training. Whether you are a beginner or pro you can achieve superior sales skills and sales techniques in a competitive selling environment.

Improve your Sales, Income, Career, and Life!

Sales Superstar is a complete professional sales training system

For beginner to Pro; perfection of The Fundamentals is Key!

Sales Superstar will immediately transform you!

This program is so powerful, you will be transformed into a Sales Superstar almost instantly. Welcome to Sales Superstar,

it’s about time you take your sales to a brand new level!

Attract More Clients

Close More Sales

Make More Money

Achieve Your Goals

Master Prospecting

Master Cold Calling

Create Compelling Scripts

Deliver Winning Presentations

Overcome Objections With Ease

Close Sales At A Higher Level

Become a Sales Superstar!

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Meet Tim MulcahyTim Mulcahy is one of the leading direct marketing entrepreneurs in North America. A rags-to-riches story, Tim has helped develop many sales people into millionaires. His successful career in direct marketing and the develop-ment of motivational programs spans over 30 years.

Tim’s passion for high achievements in business, sales and health led him and a dream team of professionals to develop cutting-edge, personal health software - The Synergistic Personal Training System - available at www.truestarhealth.com. Using this software, millions of people have developed personal health and fitness programs utilizing the five key areas of health – Nutrition, Exercise, Vitamins, Sleep and Attitude. When you pur-chase Sales Superstar, you will receive a FREE Personal Health Coach and access to Truestar Health and its life-transforming, personal health software.

Tim co-founded Ontario Energy Savings Corporation, devel-oped the sales training and motivation program and played a significant role in organizing and growing the company from a start-up in 1997 to a TSX publicly-listed company, Energy Savings Income Fund, with a current market capitalization of approximately $1.5 billion. This is a company that grew mainly from its outstanding and record-breaking success in direct and door-to-door sales.

U Weight Loss is Tim’s latest co-business venture with Dr. James Hyssen, co-founder of Herbal Magic. U Weight Loss is currently the fast-est growing commercial weight loss company in North America and the Sales Superstar principles are im-plemented in the training program.

Increase sales or your money back GUARANTEED!

Tim MulcahyFounder, Sales Superstar

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The 12 Fundamentals of Selling

The fundamentals of selling are taught nowhere else but at Sales Superstar. Once sales people gain an understanding of the fundamentals of selling and implement them into their sales presentations and daily regimen, the growth curve and ultimate success accelerates rapidly.

There are 12 Fundamentals of Selling which are broken into 2 categories: The 7 Fundamentals of a Perfect Presentation and The 5 Fundamentals of Sales and Earnings Growth.

The 7 Fundamentals of a Perfect Presentation

1. Body Language/Energy Level/Transference of Feeling

2. Rapport

3. Third Party

4. Gain Control

5. Create Need

6. Build Value

7. Assume the Sale

The 5 Fundamentals of Earnings and Sales Growth

1. Goal Setting

2. Work Habits

3. Role Modelling

4. Responsibility

5. Momentum

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The 15 Golden Rules of Canvassing

1. Canvassing is FunIt’s healthy because there you are, walking and talking, meeting new people, adding to your knowledge of human nature (which is generally good) and day after day, gain-ing a better scope and perspective on life than money can buy

2. Establish RapportRapport is the key to successful canvassing or any sale process. Comment on the weather, flowers, house, automobile, kids, animals, etc. and establish a positive rap-port

3. Dress ProperlyDress properly for the weather at hand. Even if you are momentarily uncomfortable because of weather conditions, do not disclose this to the person at the door. You will often be invited in out of the cold. The goal is to appear confident, in control and non-threatening to the person’s private space.

4. Get Right to ItGet right to the door; don’t hesitate! Action makes you positive; inaction makes you negative. Nothing will sharpen your skills more than going out there and getting leads. Each new lead builds momentum.

5. Don’t Waste Time. Only Go to Houses where People Are HomeDon’t waste precious time going to houses where it appears that no one is home. Look for signs such as an empty drive-way, or darkened interior.

6. Use Powerful, yet Relaxed Body LanguageGet yourself into a powerful, but also relaxed state. Visualize your most successful canvassing experience and utilize.

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7. Show and TellPeople believe more in what they see than of what they hear. Keep your binder open and point to third party references and to ads or sales materials. Also use your bro-chure and other sales materials in a show-and-tell manner.

8. Use Third Party ReferencesUse third party references to strengthen your credibility and to build a sense of ur-gency and excitement. Nobody wants to be the first person to do something. Mention ads in newspapers, on the radio and on TV.

9. Vary Your Script According to Time of Year to Justify the Reason For Your VisitVary your script based on the closest holidays or special events. Subtly create ur-gency every step of the way. Always let your prospect know that you’re around for a special reason. For example, say “The holidays are coming and we are offering a free personal coaching session so that you can learn about the best nutrition, exer-cise and vitamin plans in order to look and feel better over the holidays and into the New Year!”

10. Smile and WaveWhen you are at the door and see someone through the window, acknowledge them with a friendly smile and wave.

11. Be FriendlyProspects respond to you based on how you act towards them. Initiate the contact with a positive attitude and keep it throughout your presentation.

12. Assume the CloseAlways “assume the close” and work steadily toward commitment with soft-close questions such as, “Which time is best for you? tonight or tomorrow?” Break eye contact and assume the close; begin to write.

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13. When Booking Appointments, Obtain Two to Three Phone NumbersMake sure you get two to three phone numbers so you can confirm the sales deal.

14. After Closing, Resell and ReassureReassure your contact that he/she made the right choice by lightly reselling. For example, once you get the lead/booking ask: “What are your main areas of inter-est?” Follow up on their answer with reassuring messages such as, “Since your main interest is our exercise program, we’ll be sure to have one of our exercise coaches available when you come at 7”

15. Build MomentumThe first few leads of the day are always the toughest. Be conscious of this and move beyond any blocks by gathering momentum throughout your presentations at every new door. Once you have the lead and have solidified it, keep moving to the next opportunity. This is why it’s so important to canvass for three-hour shifts. As you build confidence and get stronger, you will begin to book more appointments. Your enthu-siasm will build along with your leads. Get the booking and move on. Canvassing not only builds momentum, but also creates something from nothing and this is always a very empowering process.

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Presentation Checklist

Daily Checklist

I am constantly visualizing my goals and am prepared for my day of prospecting and selling.

Yes NoI listened to Sales Superstar in the morning and prepared for a Superstar day.

Yes NoI made sure I was in a positive, high-energy, yet relaxed and confident state as I started my first presentation of the day.

Yes NoI dressed appropriately today, taking care to represent my company professionally, always appearing before my prospects well-groomed and in clean, respectful clothing.

Yes NoI did not pre-judge any client and stayed com-mitted to presenting with the opportunity my product or service promises.

Yes No

Presentation Checklist

I created a high level of rapport and put my cli-ent at ease while making him/her feel special; this continued throughout the presentation as I continued to build the Emotional Bank Account.

Yes NoI took control early in my presentation and maintained it throughout, creating high levels of Rapport, powerful Body Language and Energy Levels.

Yes NoI used third party references early and often in my presentation, describing others who had chosen my products or services recently and I continually used the phrase, “That’s why every-body’s doing it.”

Yes NoI used assumption throughout the presenta-tion to “paint pictures” as if the prospect had already purchased and was experiencing the product or service.

Yes No

This Presentation Checklist is the perfect tool to use before and after your presentations. It incorporates all the Fundamentals of Selling and ensures that you use them in all of your presentations.

The online version of this checklist provides a score out of 1000. The higher your score, the better! By reviewing and scoring yourself, you will quickly identify the areas you need to improve and by following through on every level, you will continue to create growth and success!

For this ebook version, try to answer as many ‘yes’ as you can!

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Presentation Checklist Presentation Checklist (Cont’d)

I used powerful, relaxed body language and “squared” in on my prospect in a confident, non-threatening way.

Yes NoI had all my sales materials within easy viewing distance of my client.

Yes NoI spoke clearly, but at a faster than normal speed.

Yes NoI consciously created a sense of urgency by utilizing assumption, thrid party mentions, ex-cited tonality and powerful body language.

Yes NoI worked for my order by making certain that my prospects today understood all the benefits of our products and services before launch-ing into the final value summary and close. If I received objections, I continued to work for the order by recreating Need.

Yes NoI built value early and often in my presentation by stating a monetary value that far exceeded the price of my offer. I also provided as many benefits as possible so the perceived value far exceeded the price.

Yes No

I used mini closes as I moved through the writ-ten summary.

Yes NoI made sure that the sacred paperwork was available and handy as I approached the mo-ment of truth.

Yes NoI broke eye contact and assumed the close, making certain that I did not ask a closing question that ended in a yes or no.

Yes NoI immediately went back to Rapport as I assumed the sale and began to fill out the paperwork.

Yes NoIf I received objections, I handled the objec-tions smoothly without becoming discouraged or frustrated, and did not show either in my body language.

Yes NoI made certain that I always used every last close in every presentation as I know that the promise of a callback often leads to disappoint-ment and a life left unchanged.

Yes NoI spent a few moments of additional Rapport after completing the sale.

Yes No

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Designing The Perfect Script

Part of prospecting or designing any sales presentation includes designing the Perfect Script. Although you may have concerns about sounding too “scripted”, this is not the case at all as having a script allows you to sound natural. The main reason for losing control and not sounding natural is not having a script.

There is a certain format that follows the Fundamentals of Selling and holds the key to success. Having a script and a format to your presentation allows you to react to situa-tions, and to keep you grounded in the spectrum of the sales presentation by following the Fundamentals of Selling. If you don’t have a script, you’ll be taken way off base and you won’t know how to come back if the script and the format/fundamentals are not com-pletely understood in your mind. If you decide to vary the script, you must still follow the format and the fundamentals.

Scripts must utilize design templates for your own product or service. If you would like further professional assistance, listen to this section of Sales Superstar, or contact us at 1.888.70.CLOSE.

The tools that must be included in your script in order to give a perfect presentation are:

* Body Language, Energy Level and Transference of Feeling

* Rapport

* Third Party

* Initial Benefit Statement (IBS)

* Show and Tell (if in person)

* Reason Why

* Gain Control

* Create Urgency

* Create Need

* Build Value

* Assumption

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WHAT ARE DREAM GOALS?

Dream Goals are the big picture items that you strive for. Do you want to own a boat? Buy a cottage? How about earning a Million Dollars a year?These Dream Goals will help serve as inspiration for planning out your monthly, weekly and daily actions. There is no particular order for these, and the only limitation is your imagination!

MY DREAM GOALS

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WHAT ARE ACTION GOALS?

Action Goals are the smaller goals or milestones that you strive for on an ongoing basis. By completing these Action Goals you will be well on your way to achieving your Dream Goals.

Action Goals can be as small as working on your sales script to something as big as closing 50% more sales or making 50% more sales calls.

MY ACTION GOALS

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MY MASTER GOAL SHEET

HOW DO I USE THE MASTER GOAL SHEET?

The Master Goal Sheet is used to break down your Big Picture Goals into more manageable segments.

1. List your top 3 to 5 Big Picture Goals.2. Figure out your yearly sales and income target to achieve these goals.3. Using that figure, you can fill in the Quarterly, Monthy, Weekly and Daily Target boxes.4. Once your Daily Target is set, use the Daily Action Goals to define the steps you need to do in order to reach that target.

By using this simple sheet, your Big Picture Goals will become a reality!

MY BIG PICTURE GOALS

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MY DAILY ACTION GOALS

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MY TARGETS

Yearly Target:Sales:

Income:

Quarterly Target:Sales:

Income:

Monthly Target:Sales:

Income:

Weekly Target:Sales:

Income:

Daily Target:Sales:

Income:

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The first volume in the Sales Superstar Series lays down the proper foundation and exact steps to sales perfection. Beyond being just a simple map it propels you forward into action. It includes: How to believe in your Product and Yourself, The Fundamentals of a Perfect Sales Presentation, and The Fundamentals of Personal Sales and Earnings Growth.

This series creates a foundation that will allow you to quickly excel whether you are a beginner, inter-mediate or pro. It is recommended that you listen to this series prior to progressing to Volume 2.

Learn How To: Attract more clients Close more sales Make more money Achieve your goals Become a Sales Superstar

Leverage the sales fundamentals you mastered from Volume 1 and take yourself to the next level!

Learn exactly how to successfully prospect and cold call, how to handle objections, telemarketing techniques, and most importantly how to Close at an extremely high level.

Volume 2 addresses many intangibles including, How to get out of a Slump, Harnessing the Power of Failure, Having a Breakthrough, and How to Find the Best Area.

Learn How To: Master prospecting and cold calling Create compelling scripts Deliver winning presentations Overcome objections with ease Close sales at a higher level Become a Sales Superstar

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Go online to SalesSuperstar.com for more information and pricing for the Sales Superstar Series.Increase your sales or 100% Money Back. GUARANTEED!

Order both volumes at the same time for substantial savings!

VOLUME 1:The Fundamentals of Selling

VOLUME 2:Prospect, Present and Close

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