(​ Sales is a volume business, always have more balls in

air!)

6 rules to more Sales:-

•1- never hyper focus on one ball! , Do not live or die
with one sale! 
•2- you never wonder whats next because your next
deal is already in works!
•3- you are surrounded by opportunity! Making
connections, gaining referrals, always reaching for
new ball!
•4- it takes much energy to manage one ball as it takes
to manage 2,3,5,or 6 balls! 
•5- you need to know which balls to handle first ,
which balls to deal with quickly & which balls require
more time & attention!
•6- you don't blindly toss balls in air! You care about
where each one lands!

Serhant Secret #1
The secret to your success will be revealed in
hindsight. You won’t recognize it until you’ve already
lived it.

( SERHANT recommend improv Classes)

Chapter 2- The power of YES

face time matters in sales! People can ignore text &

emails! 

Sometimes sales can mean playing by other person's

rules! Crush you ego! 

•be a carefull listener cause people are always saying

things & giving information about what they need!

•there will be objections with every single sale , the

goal is to turn negatives into positives! 

Please Please Please learn improv! (Okay i will do it)

-------------------
Serhant Secret #2
Choose success first, no matter what—then back
yourself into a career.
-------------------

LET FEAR DRIVE YOUR SUCCESS

•NONE OF THIS WORKS WITHOUT CONFIDENCE

Chapter 2- The Power of Yes 
_________________
Serhant Secret #3
Never underestimate the power of a face-to-face
meeting. Sometimes emails and texts are not enough
to get a deal closed.
_________________
Serhant Secret #4
Closing a deal means keeping your ego in check at all
times.

Serhant Secret #5
There will be an objection with almost every single
sale. The goal is to turn negatives into positives.

Some important questions to ask yourself to help

your client!
Is there something I can do right this second to make
my client’s life easier? Do I need to schedule
appointments at a time that’s more convenient for
her, even if that means early mornings or late nights?

 Does this person need a friend? I’m not saying

become their best friend in, like, a weird way. But is
this process new to your client? Do they need more
handholding?

 Does your client need to be gently prodded into

action? Are they only going to make a move if they
think the window of opportunity to buy what you are
selling is about to slam shut?
 __________
#Nine Reasons to Sign Up for an Improv Workshop*
NOW
1. Improv opens you up so that you can make genuine
connections with people. You’ll feel more comfortable
and secure talking to new people.

2. Improv will help you think quickly on your feet.

You’ll instantly be able to come up with a solution to
any problem or any objection a client might have.

3. When you practice improv, your brain is always

firing YES. Not making a deal—not getting to a place
of yes—is no longer an option.

4. Practicing improv will quickly show you what your

strengths and weaknesses are.

5. You learn to relate to your scene partner, and,

ultimately, every deal is just another scene.

6. Improv forces you to listen before you react.

Listening to your clients and hearing what they want
are key to closing sales.

7. When you get really good at improv, you can

control the narrative. You can use this skill to control
the direction of your deals.

8. Improv can help conquer shyness.

9. It’s hilarious.
_________________________________________
Remember that getting to YES can mean:

 Playing by someone else’s rules.

 Learning to quickly turn negatives into positives.

Keep building your confidence.

 An improv class can give you an edge—it’s a secret

sales weapon.

 Your confidence will build with each risk you take.

 _________________________________________
• Chapter 3- work for the deal!

ZERO FEAR: HOW TO TRANSFORM PEOPLE INTO

CLIENTS
Serhant Secret #6
People don’t like being sold, but they love shopping
with friends

Serhant Secret #7
Connection first, product second

Serhant Secret #8
Social currency matters. The more people you meet,
the more business you’ll do.

Serhant Secret #9
Don’t always sell the most expensive product. 
(Figure out what's best for the customer)

*****
You Are Relentless: Relentlessly positive, ready, and
quick. Your work is your passion and this is evident
through every interaction you have with clients.

 You Have Empathy: Your ego will not help you close a
deal, but having empathy will. Buying something is
an emotional experience. Don’t be afraid to put
yourself in their shoes—it might be the very thing
that helps you close the sale.

 You Are Patient: Be impatient for results, but always

be patient with your clients.
 You Listen: You don’t just reply, you respond. Learn
to let your customers talk first. Listen and carefully
comprehend what they’re saying before giving a
thoughtful response.

 You Bring Value: You use your knowledge and

expertise about your product to help connect a
customer with what they want.

 You Have Respect: For your customer, your product,

and the process. You are honest and authentic in all
your actions.
 *******
Serhant Secret #10
You can’t negotiate with someone’s wallet, but you
can negotiate with their feelings.

THE SERHANT WAY

Salespeople are always making connections—they are
ready to talk to people in line at stores, at parties, on
the street! Just about anyone in the world is a
potential client.

Connections must be genuine and sincere:

 Sales isn’t about delivering a line; it’s about making

meaningful connections.
 Think of talking to new customers as just talking to
new friends.

A successful salesperson works for the deal:

 You are not a used car salesman. Used car salesman

are aggressive and pushy; they work for the sale.

 You are not a tour guide. Tour guides just point to

things; they work for the client.

Salespeople who close deals:

 Are relentless.

 Have empathy.

 Are patient.

 Listen.

 Bring value.

 Have respect.
Tongue Twisters.

If you want to speak clearly and confidently, practice

tongue twisters. Get used to really moving your
mouth and your tongue when you talk. Enunciate!
Say the following over and over. It can be
surprisingly difficult, but as you practice you’ll soon
see how your words come across loud and clear.

Here are a few to get you started:

 He threw three balls.

 The great Greek grape growers grow great Greek

grapes.

 Unique New York. Unique New York.

 Red leather, yellow leather, red leather, yellow

leather.

 This is the sixth zebra snoozing thoroughly.

_________________________________________
Chapter 4- The Master of Follow up

HOT: Hot clients are ready to buy something now.

They have a time line set. You are in touch with them
every day. You’re keeping them posted on any
product developments or sales. You are making it
clear you are working hard for them.

WARM: Warm clients are thinking about buying

something. They are buy-curious. You are in touch
with them once a week, also keeping them posted on
developments and sales.

COLD: Cold clients are not actively looking to buy, but

that doesn’t mean you don’t follow up. You are still in
touch with cold clients once or twice a month. When
they do decide to buy something, there you are, like
magic!

Serhant Secret #11

Always treat clients like they are brand-new.

F-1: The FOLLOW UP 

F-2: THE FOLLOW-THROUGH
F-3: THE FOLLOW-BACK

THE SERHANT WAY

The Three F’s Rule is one of my most valuable sales
secrets, and I don’t understand why everyone isn’t
doing it all the time! Block out time in your calendar
for follow-up, and watch how new business
practically lands in your lap.
THE FOLLOW-UP

1. Never expect people to get in touch with you.

2. Follow up until you get a YES or you read their

obituary.

3. Follow up with active clients every. single. day.

4. Follow-up is smacking the ball—it’s the first step.

THE FOLLOW-THROUGH

5. Do what you say you’re going to do.

6. Create accountability if you need to.

7. Never forget you don’t just have clients; you have

relationships.

8. Follow-through drives the ball where you want it to

go.

THE FOLLOW-BACK
9. Keep in touch with past clients.

10. The relationship does not end at the closing.

11. Touch base with clients you lost.

12. Follow-back is your opportunity to get the ball

back into play.
_________________________________________
Chapter 5-The Seven Stages of Grief Selling

****Stage One: Excitement*****

In the excitement stage a buyer is focusing on all the
positives of the product—and how it will change their
lives for the better. They are falling in love.

 Signs you’re in the excitement stage include:

comments such as “I love this,” “Oh my God, I’m so
happy I’m getting this,” “This is the greatest day of my
life.” Fist pumps. Tears of joy.
 ****Stage Two: Frustration*****
 In the frustration stage the buyer is focused on the
negatives; they are suddenly seeing everything that is
wrong with the product. They haven’t pulled out of
the deal, but they’re annoyed. This phase could also
be called the blame phase, since most buyers start to
blame other people (most often that’s us) for their
frustration.
 Signs you’re in the frustration stage include:
impatient phone calls and texts, emails asking why
things are taking so long, threats to back out of the
deal.
 ****Stage Three: Fear*****
In the fear stage the buyer starts to feel afraid of what
he’s taken on. “Can I handle this?” “Did I spend too
much?” “Do I really need this?” They are actively
questioning their decision to make the purchase.

 Signs you’re in the fear stage include: angry,

incessant phone calls and texts; emails in the middle
of the night featuring multiple exclamation points;
swearing; yelling; more tears—but now the sad and
angry kind.
****Stage Four: Disappointment*****
In the disappointment stage, the magnitude of the
purchase starts to weigh on the buyer. They start to
seem overwhelmed, anxious, and distant.

 Signs you’re in the disappointment stage include: the

client feeling regret and remorse, forgetting that this
apartment/car/wedding gown, etc., was the one that
made them feel all tingly inside, ignoring your texts
and emails.
 ****Stage Five: Acceptance*****
In the acceptance stage the positives start to flow
back. The buyer starts to remember the journey
they’ve gone through to procure this amazing item!
The fear melts away and the joy slides back.
 Signs you’re in the acceptance phase include: happy
spouses and children in for pop-up office visits,
thank-you notes or gifts, peace, quiet, and calm.
 ****Stage Six: Happiness*****
In the happiness stage the customer is bursting with
excitement. The joy is on par with the last day of
school, Christmas morning, or the day your mom
says, “Fine, you can get a puppy.”

 Signs you’re in the acceptance phase include:

constant emails about when the product will arrive.
They connect you to their friends who they think
should buy from you. The happiness phase is the best
time to ask for referrals.
**** Stage Seven: Relief*****
 In the relief stage, the customer is now comfortable
with the purchase. Any obstacles faced, all the highs
and lows no longer matter. The purchase was also
their idea the whole time! Imagine that.

 Signs you’re in the relief stage include: bragging,

boasting, “It’s such a good thing I bought that when I
did,” “I can’t believe that guy paid even more than
me! What a sucker!”

THE SERHANT WAY

Understanding and learning to identify the seven
stages of the sale will not only help you close deals
faster, but it will make your life much easier.
1. Excitement: Wow, I love this. I’d better get ready
because my life is about to change.

2. Frustration: Wait! I can’t control every part of this;

who can I take out my frustrations on? I know! The
guy who is selling me this suit, car, refrigerator, or
engagement ring!

3. Fear: What if I find something better? What if there

is a better deal to be had? Is this the best thing for
me?

4. Disappointment: I did it. I spent all that money. I

know I could have done better.

5. Acceptance: Well, hell. I did it. Life is short.

6. Happiness: Actually, this is going to be awesome!

I’m happy about this.

7. Relief: I’m so glad that’s over! It was definitely the

right thing to do!

THE SERHANT TOOL KIT OF EMOTIONS

Empathy: “We’ve all been there.” Put yourself in their

shoes.
Assurance: “We are in this together.” Reassurance
that you are in it until the end.

The Three P’s

 Push: Gentle prodding

 Pull: Gentle taking away

 Persist: Consistent reminders that this is the best

product.

The Element of Surprise

 How can you present the information in the best

light? Make a positive sandwich. Stick the negative
between two pieces of positive. Sure, the negative is
the real meat of the sandwich, but you can’t get to it
without biting into the delicious positives first.

 What actions can you take to surprise clients with

your dedication?
____________

 
Serhant Secret #12
Checking boxes is for to-do lists, not for getting deals
done.

Chapter 6 - You need to get F,K,D (finder , keeper,

Doer)

13-Plan your day the night before!

Make difficult phone calls! Don't avoid challenges! 

Have a full packed schedule! Work every minute of

the day!

14-push yourself! You can control the chaos!

The finder- working to create new business!

Expanding!

The keeper- make budgets, strategies! Manages

projects!

The doer- executes the plans! Does things!

15-catch half the ball before it hits the floor!

 Chapter 7 - 4 tenets of work! 
 

Tenet #1: The Why

WHY DO YOU DO WHAT YOU DO?

Tenet #2: The Work

WHAT DO YOU DO EVERY DAY TO EXPAND YOUR
BUSINESS?

Tenet #3: Your Wall

WHAT ARE YOU RUNNING FROM?

Tenet #4: The Win

WHAT ARE YOU DOING THIS FOR?
_________________________________________
POSITIVITY: THE OIL THAT KEEPS EVERYTHING
RUNNING
_________________________________________
Chapter 8 :- Be the One Who…

•Ryan never forget that I’m not really selling a

product; I’m selling a product’s story!

------------------
Serhant Secret #16
Go beyond the facts. When selling any product, sell it
with a story. You’ll close more deals and quickly.

EVERY PRODUCT HAS A STORY—YOU JUST HAVE TO

FIND IT

USING A STORY TO CRAFT A CREATIVE PITCH

•Step One: Clearly Define Your Challenge

•Step Two: Dig In
•Step Three: Plant the Seed
------------------

PRODUCT KNOWLEDGE EQUALS POWER

**********
Serhant Secret #17
If you want to learn how to sell a meal, you’ve got to
spend some time in the kitchen. If it’s possible to see
how your product is produced firsthand, do it!
**********

USING THE PRODUCT TO CRAFT A CREATIVE PITCH 

°Step One: Clearly Define Your Challenge
°Step Two: Dig In
°Step Three: Plant the Seed
EVERY SALESPERSON NEEDS A HOOK

Establish Your Base Camp: Create a Hook and Get

Ready to Climb!

WHEN YOU’RE AT WORK, YOU ARE AT WORK

-------------
Serhant Secret #18
No customers in front of you? This is an excellent
opportunity to get work done.
-------------
WHAT’S THE ICING ON THE CAKE?
Remember the story of patty & Sarah 
( Pay attention to people behaviour & what they like ,
what they crave & then provide it with them )

THE SERHANT WAY

Don’t be afraid to inject creativity and fun into your
pitches. Using creativity and stories to sell your
product is an excellent tool that will give you a
unique edge over your competition.
Crafting a Creative Pitch: Three Easy Steps

1. Identify the challenge.

2. Dig In: What’s the history of your product? Or, how

is your product produced?

3. Plant the Seed: Grow the nugget of information into

a pitch.

Be the One Who: Every Salesperson Needs a Hook

1. Establish Your Base Camp: Create a Hook and Get

Ready to Climb

2. Go with the Wind: Be Flexible

3. Shout It from the Mountaintop

4. Climb Higher: Don’t Look for the Business You

Already Have

5. Embrace Longevity: Enjoy the View from the Top

Using Your Creative Side to Close a Deal

1. Listen carefully and observe.

2. What’s the icing on the cake?

----------------------------
Serhant Secret #19
Salespeople often find themselves in the middle of
situations that feel impossible—but there’s always a
solution. Every deal is a deal if you can figure out
how to bridge the gap.
-----------------------------
NEGOTIATING TACTICS THAT CAN KEEP YOUR BALL
IN PLAY
If it seems like you are miles away from an
agreement, don’t be afraid. There are many ways to
bridge the gap and find a mutually agreeable
situation.

 Always make a counteroffer. You can’t get anywhere

without a counter.

 Remind clients there is always a cost for time. Time is

expensive.

 You can’t predict the market. You can’t assume there

is always a better offer.

 Can the parties involved split the difference?

 Can you as the salesperson offer an additional
incentive? Can you lower your commission? Pay for a
cost associated with the deal yourself? Remember,
$10 is better than $0!

Play the Fears.

 Talk about the Wall—Not Buying and Not Selling.

 Remind the buyer of the risks. Not buying could

mean a missed opportunity to buy something they
love, get a good price, or purchase something they’ve
been seeking for a long time.

 If you deal with sellers, remind them that going to

the market is always risky.

 Emphasize to both parties that the deal can be made

right now.

Keep the Conversation Moving.

 To push a ball back into the wind, keep the dialogue
moving—even if your client is reluctant to keep
talking.
 Listen carefully and craft an appropriate response to
your client’s concerns.

 Spread the win around: What else can be thrown

into the deal to make everyone feel like they are in a
winning situation? Example: I once got two parties
who were at odds to agree to a deal when the seller
threw in the dining-room set for free.

_________________________________________
Serhant Secret #20
One of the reasons you can’t live or die by one sale is
because you have a life. I will do absolutely
everything in my power to close a deal, but I learned
at my wedding that I did not want to be ironing out
deals while my children were being born, or on my
deathbed
-------------------------------------------
SIX REASONS BALLS FALL AND KILL YOUR DEAL
#1: Failure to Communicate
#2: You’re Replying, Not Responding
#3: You’ve Set Unrealistic Expectations
#4: You Don’t Know Your Shit
#5: Your Approach Is Stale
#6: You’re Overly Focused on the Money

---------
Serhant Secret #21
When I don’t get a piece of business, I want to know
why. Why not me!? I’m awesome! The truth is, there
are some factors you just can’t control, and you
shouldn’t waste energy obsessing over them. Move on
and go for other balls.
---------
Serhant Secret #22
Remember that there is always an action you can
take. There is always something you can do, right
now, to change the outcome of your career.
---------

THE SERHANT WAY

Balls will always fall. That’s okay—sometimes there’s
nothing you can do. But incorporate these simple
techniques into your sales practice to maximize your
chances of keeping them up in the air.

Negotiating Tactics to Help Keep Your Ball in Play

 Bridge the gap.

 Play the fears.

If you’re dropping a lot of balls, you need to do a self-

check. Are any of the following an issue?

Common Reasons Balls Get Dropped

1. Failure to communicate.

2. You’re replying, not responding.

3. You’ve set unrealistic expectations.

4. You don’t know your shit.

5. Your approach is stale.

6. You’re overly focused on the money.

Just don’t quit. But in case you are thinking about it

(but don’t)…

When You Feel Like Quitting, Ask Yourself:

 Are you setting reasonable expectations?

 Is inaction stressing you out? Remember your Why.

 When is the last time you gave yourself a reward?

 ______________
 PRACTICE YOUR CRAFT
It’s human nature (usually) to want to reply instantly
when someone speaks to you. But in sales, how you
respond (note I said respond, not reply!) to a
customer can make the difference between closing a
deal or losing a customer. It takes practice to do this.
It requires you to fight your natural urge to talk. If
this is a problem you struggle with, here are two
exercises that can help you.

YOU SAY NOTHING EXERCISES

1. Just seriously say nothing for 20 minutes. Stay

silent. Do you have any idea how difficult this is? I
mean, I’ve never done it myself, but I imagine it
would be really hard. Joking aside, this exercise can
really help you think before you speak so that you
can respond to clients in a thoughtful manner.

2. Sell something silently. Try selling anything—your

car, your dog, your husband—to a friend. You can
only use facial expressions and hand gestures to
express why this purchase should be made. It’s hard!

∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆∆
Chapter 10-Do It Right NOW

1. There is no obstacle too big for me to climb over.

2. Do the most important things first.

_________________________________________
•You need to give people a reason to show up
•Use Your Sphere of Influence to Find a New Way to
Distinguish Yourself

There is always a way to invest back into your career,

even if you are just starting out. You just have to do it.
---------------------
Do more :-
_________________________
The end
_________________________