Equip your sales people with the corrected methods anchored on buyer psychology!

Acquire the skill seed implants in the 3 most critical selling skills:

  1. Sales Encounter Control
  2. Surgically-precise Discovery
  3. Argument-less Persuasion

The seminar will help participants challenge obsolete methods and replace them. Selling science will be made to replace non-replicable art. The updated selling framework will be introduced and anchored upon. Then each of the 3 skills will be discussed followed by immediate skill drills to allow familiarity and to begin replacing the old methods.

Preliminary Part: Anchoring on Solid Foundation- Buying and Selling Frameworks & Processes

  • 4 buy-in windows
  • The black hole of selling-where 70% of lost sales are found
  • 3 main critical components of a buy-in and sub components to calibrate towards closing more effectively
  • 4 Selling Scenario Clusters
  • Universally natural buy-in phases (in the context of both business organizations and individuals)
  • Matching the buy-in phases with a client-centric selling process that is also seller-profitable

Part 1A: Skill # 1 Learning Input-Sales Encounter Control

  • Why use sales encounter control?
  • Sales encounter control framework
  • 3 simple steps

Part 1B: Skill Drills for Sales Encounter Control
Part 2A Skill # 2 Learning Input- Surgically-precise Discovery

  • Why and how critical discovery is to a sale
  • Interactive discovery framework
  • Quick check if participants know the basics: open and close-ended questions
  • More advanced question design: straightforward, leading, conditional, phraseological compounding, etc.
  • Surgically precise questions to unearth various problems and opportunities as well as mission-critical information and feelings

Part 2B: Skill Drills for Surgically-precise Discovery
Part 3A Skill # 2 Learning Input- Argument-less Persuasion

  • Why presenting, handling objections and closing is a failure?
  • Why Feature-Advantage-Benefit selling is also a failure?
  • Persuasion framework
  • Buyer-friendly, argument-less steps to persuasion
  • Overlaying the natural conversational skin over the logic-emotion backbone

Part 3B: Skill Drills for Argument-less Persuasion
Learning Summary and Skill Development Tips

Utilizes the following:

  • Interactive Inputs
  • Real Stories (Sales Cases)
  • Buddy drills
  • Class-observed and critiqued Role Plays
  • Class Discussions

Case examples from the following products / industries may be cited:

  • Advertising
  • Automotive
  • Agriculture
  • Banking
  • Construction
  • Consumer Durables
  • Direct Selling
  • Distribution
  • Energy
  • Events Marketing
  • Fast Moving Consumer Goods (Food & Beverage, Personal Care, Cosmetics)
  • Forwarding
  • Insurance
  • Media
  • Network Marketing
  • Pharmaceuticals
  • Professional Services
  • Technology
  • Telecom

Case examples of the following scenarios shall be discussed:

  • Debunking the process: present, handle objections and close
  • Reengineering FAB
  • Replacing hard closing techniques with a superior process
  • Prioritizing entry through the 4 buy-in windows
  • How the buyer’s mind and heart works
  • Adjusting buy-in component calibration while selling
  • Controlling sales encounters given the degrees of buyer assertiveness
  • Formulating and using surgically precise questions
  • Using a phraseological compound to determine need
  • Listening effectively
  • Argument-less, conversational persuasion in 1 minutes or less


  • Veteran sales people who have not taken this Mansmith-exclusive program (regardless of how many sales training programs they may have taken)
  • New sales people (to immediately set them on the right path or to dismantle early the obsolete methods passed on to them)
  • Superiors handling sales people or sales organizations
  • Entrepreneurs

Each participant will:

  • gain knowledge of updated selling frameworks and processes
  • understand the buy-in thought process
  • acquire skill seed implants on:

Sales Encounter Control

  • ability to suavely manage the flow and substance of client meetings
  • without the client being conscious (or resistant) given that they have handed over
  • control to the salesperson

Surgically-precise Discovery Skills

  • ability to execute time-efficient surgical probing and listening skills,
  • using the appropriate architectures of conversational communication,
  • that maximizes critical information gathering very much more precise than the
  • extremely basic open and close–ended questions,
  • to draw out problems and opportunities with the least amount of questions and time
  • Argument-less Persuasion
  • ability to use an argument-less method of convincing customers,
  • utilizing customer-centric sequencing and phrasing
  • that sounds and feels like just a normal human conversation,
  • and takes only seconds to a minute to execute,
  • securing both a customer-satisfying and seller –positive result with
  • be able to immediately apply framework, process and skill implants in skill drills
  • earn confidence points that multiplies individual effectiveness

The company will gain:

  • increase in sales transaction closing ratio
  • faster closing turnaround
  • more productive sales personnel (less sales calls to complete deal closure and then more customers called upon /sales coverage per sales person/ more time for establishing a stronghold with key customers)
  • better customer satisfaction and loyalty at a profit
  • financial advantages from a more effective and efficient sales handling of customers when the other non-sales team members also attend
  • higher level of interdepartmental understanding, cooperation and support for one another.

Partner and Chief Sales Strategist

26 year-plus veteran of Training, Coaching and Consulting. 28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.