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    Selling Like Magic
    Selling Like Magic
    Selling Like Magic
    Ebook149 pages1 hour

    Selling Like Magic

    By D. Angelo Ferri

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    About this ebook

    What does the Close Up Magician and the Sales Professional have in common? We are both engaged in the management of a human interaction. How we manage that interaction will determine the level of our success. How are your prospecting skills? Do you have a practiced presentation? Do you ask questions that uncover need and anticipate hidden objections? How do you establish rapport? How do you ask for and get referrals? Do you know how to clearly explain the features adn benefits of your product or service, all this and more is the subject of my book.

    My e-book demonstrates transferable skills such as presentation skills, questioning skills, and more. Work Book included.

    LanguageEnglish
    PublisherD. Angelo Ferri
    Release dateJan 23, 2019
    ISBN9780463856826
    Selling Like Magic
    Author

    D. Angelo Ferri

    Thank you for taking a look at my profile page. Welcome! My magic e-books are dedicated to my teacher Slydini. It is my sincere hope that some Magicians will take up a serious study of his Art and pass it on to another generation of Magicians. My e-book: The Glass through the Table is a free download, my way to introduce you to the Magic of my teacher, Slydini. . Ever since I was a kid I’ve been fascinated with Magic, those old time private eye movies, especially the Maltese Falcon starring Humphrey Bogart, playing cards, and all things Italian. One night, while walking through the San Francisco Financial District, the idea for my own detective stories came to me. I’ve written two e-books that will teach you how to play some great Italian Cards games. My e-book: Scopa is a free download, my way to introduce you to my detective and the Italian Card Game Scopa.

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      Book preview

      Selling Like Magic - D. Angelo Ferri

      Selling Like Magic 2019 Edition Revised

      by D. Angelo Ferri

      Distributed by Smashwords

      Copyright 2019

      D. Angelo Ferri

      Dedication

      Prologue: You’re a Magician and you are going to help me sell?!

      Introduction Daisy BB Gun with a Scope and a Flying Tiger Model Airplane

      Part One: Everyday Isn’t Christmas

      Self-Discipline

      Your Reason Why

      Attitude

      Visualization

      Self-Image / Expectations / Affirmations / Association

      Important Things to Feel and Do

      Goal Setting

      Part Two Basic Skill Set

      Prospecting / Cold Calling

      Telephone Prospecting

      Establishing Rapport

      Management Your Prospects Expectations

      Rehearsed Presentation vs ‘Winging It’

      Client Retention / Being Remembered /Being Well Thought Of

      The Power of Questions

      Presentation

      Closing Techniques

      Part Three: The Magic Show

      Fear

      Silence

      Practiced Presentations / Listen To Hear

      Sometimes Saying No Is Better Than Saying Yes

      Final Thoughts

      D. Angelo Ferri

      Work Book

      Your Reason Why

      Attitude / Gratitude

      Visualization

      Suggested Reading List

      Dedication

      One day I told my teacher I intended to become a full time professional magician.

      He said: Forget it! I was very hurt by his remark. But why, I’m not good enough?

      You are already better than most professionals. You don’t know how to suggest to yourself.

      This; from a 78-year-old Italian man with a sixth grade education.

      I didn’t know what he was talking about. I came to realize he was talking about me managing my emotions.

      Being a professional magician is not the easiest thing in the world to be. In addition to everything else, I have to sell my show.

      Selling requires certain skills that can certainly be developed but not everyone is willing to; or has the time to develop.

      How you talk to yourself, how you ‘suggest’ to yourself as you acquire these skills will determine how quickly you acquire them and how successfully you employ them.

      I believe there are two indispensable ingredients that must be present if you are going to succeed in selling or anything for that matter.

      They are faith and self-discipline.

      I find it impossible to know which one to rank ahead of the other.

      You must have the faith, the belief, that by modelling the success habits of those who came before you and achieved great success, that you will be a great success.

      You must have the self-discipline to do all of things you have to do to become a great success and you must do these things, whether you like them or not.

      This book is dedicated to my Magic Teacher Slydini, it is dedicated to all the great sales professionals who taught me, and it is dedicated to your success.

      Prologue: You’re a Magician and you are going to help me sell?! HOW!??

      When I perform (give a presentation) some people doubt the things I say. Some question my motives. Some become fixated upon a single point and I can’t go any further until, I put their mind at ease upon that point. I know to be successful I must employ empathy, anticipate concerns and address them before they are expressed to me. Also, in my work, I sometimes want to arouse suspicion or concerns. Does any of that sound like selling to you?

      A Close Up Magician works with his audience seated directly in front of him or very close by. Our audience knows that in order for us to be successful we must deceive them, fool them. There are people who enjoy Magic. There are people that view Magic as a challenge. They don’t want to be fooled. They will question everything I say and do. If not outwardly, certainly inwardly. They will answer my questions with half-truths or perhaps with questions of their own.

      I believe that sales professionals and I have at least one very important thing in common; we are both engaged in the management of an interaction with another person or persons.

      Our objective is to bring about a desired result and enjoy the associated benefits and financial rewards. Our ability to bring about that desired result will depend upon how successfully we manage that human interaction.

      When I present at a sales meeting I ask the sales professionals in attendance to be mindful of how what I say and do makes them feel.

      When you present, what you say and do, triggers, feelings, associations, and opinions in the minds of your prospects. The better you are able to manage those feelings, associations, and opinions in the minds of your prospects the more successful you will be.

      Much of the mental manipulation I employ is the direct opposite of what I would want to do if I were selling. I am aware of how I am making my audience think and feel. So in an ‘around the corner way’ watching my show and experiencing those feelings for themselves, sales professionals can get a better insight as what not to do, as well as what to do.

      When I began to take magic lessons my teacher started with his fundamentals, upon which everything was built.

      I found myself practicing things I could not imagine had anything to do with the performance of a magic trick.

      I came to understand that none of these fundamentals existed in isolation. They were all parts of an integrated system designed to make me into the magician I wanted to become.

      I respectfully suggest to you that all of things you are about to read are parts of an integrated system.

      Further everything I am offering here I have learned from top sales professionals, from reading highly regarded books, by attending seminars, and school of hard knocks experience.

      I took the things I was taught and then, little by little, learned to used them to achieve my goals.

      Introduction

      Daisy BB Gun with a Scope and a Flying Tiger Model Airplane.

      I was a little kid in the 1950’s. I loved to read the Batman and Superman Comics. On the back cover of those comics were ads from a company that sold greeting cards, flower and vegetable seeds.

      There were pictures of all the prizes you could earn. The more you sold, the bigger the prize.

      I spotted a Daisy BB Gun with a scope, and a Model Airplane, a Flying Tiger, the one with the eyes and teeth painted on the front of the plane. It had a gas engine, it flew! That was for me!

      I sent away for the cards and seeds. After school and during summer break I walked door to door selling.

      I kept track of the houses I called on and asked people if they knew anyone who would like my seeds and greeting cards.

      At night I’d look at the pictures of the Daisy BB Gun and the Flying Tiger and imagine I was playing with them.

      I couldn’t have expressed it to you this way back then but I had set a goal.

      I had a strong reason why I was willing to skip the playground after school and go knocking on doors.

      I visualized myself shooting my BB gun and flying my plane.

      I believed that if I knocked on enough doors; I’d get my BB Gun and my Flying Tiger; and I did!

      Part One: Everyday isn’t Christmas

      Self-Discipline

      Self-Discipline can be defined as the ability to control one’s feelings, to overcome weakness, the ability to pursue what one thinks is right despite temptations to abandon it.

      That’s one way to put it.

      For me it’s more like: I have to make myself do the things I know I have to do, like them or not. I have to because, by doing those things, I’ll get what I want out of life.

      I was attending a sales training seminar and the speaker began by saying that he was going to give us some very valuable information, but that information would be worthless to us if we didn’t have the self-discipline to use it.

      He went on to say he believed that Self-Discipline was the number one ingredient for success, because if you didn’t have the discipline to use what you’ve learned, what good are the things you’ve learned?

      That made a lot of sense to me but how was I going to become self-disciplined.

      What had other people in my position done to acquire this supremely important trait?

      When I got older and it was time to go out and make a living, my biggest obstacle was fear.

      I was afraid of what might happen if, in spite of my best efforts, I did not succeed.

      After all I had bills to pay, there are easier

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