1.
THEARTOFPRESENTATION THE PRACTICALGUIDETO PERSUASION

2.
AGENDA
1.TACTICSINSELLING
2. BODYLANGUAGE
3.NICEPPTCREATION
P.S. NO LAPTOPSAREALLOWED

3.
7 STEPS THAT EVERY SALESMAN USES TO GET YOUR MONEY
TH E A RT OF PRESENTATI ON JASON KWA N
TACTICSINSELLING

4.
PROCESSTOA SUCCESSFULSALES
STRUCTUREOFSELLING
1
• Question
• Shocking Fact
• Shocking Statement (e.g. cold knowledge)
• Humour/ a joke à When your audience
laughs, change to a serious topic
2
HOOK
• Top 3 Common Mistakes
People Make Leading to a
Problem (PAIN POINTS)
• What should be their right
mindset (perspective)?
• “ Some people will ____,
resulting in ____. However,
if you’re __(Qualities)__, I’d
suggest you to ______, and
you’ll result in ____.”
• Open-Loop on the Solution
.
MISTAKES/PAINPOINTS/
MISCONCEPTIONS
Indirectlyaskingforaclose

5.
3
• Product Introduction (Solution) à Limit the options
• *Future Pacing: Use imaginative questions: “If ____ happens,
what do you think/ feel?” (Get information subtlely and create an
imagination of the future result in your audience’s mind)
• Features and Benefits
• Evidence: Demonstration, Examples, Facts, Exhibits, Analogies,
Testimonials, Statistics, Stories
• Suggestion: Use Video to show the result after using the product
4
THEMAGICSOLUTION
• Compare with your competitors’ product
• List out flaws (e.g. İneffectiveness) that people
don’t know about other products. Yet, still
mention the advantages of other products to
increase objectivity.
• List your USP (e.g. Certification, Years of
Experience, Effect)
PRODUCTCOMPARISON
5
• Number of Users
• Testimonials (e.g. Quotes/ Video)
• Stories
SOCIALPROOF
Slightly-directlyaskingforaclose

6.
6
7CLOSE
• Have Standard for your company, product and yourself.
• Always specify your believes and standards
• Qualify others by setting boundaries- be clear when to say NO!
• E.g. Urgency in timeline, stock shortage, too many other customers,
can only accept minimal orders
QUALIFICATION
TH E A RT OF PRESENTATI ON JASON KWA N
• Mention Pain of Not Taking Action: “If you continue to do/ live that
same way, you will (Bad Consequence).”
• Slightly “push” the person away when he has demand- take away
what they want.
• Scarcity: “You can only order less than 5,000 pieces”
• Urgency: “The offer is only within 48 hours, with exclusive
bonuses.”
• Break down the cost into months/days, and compare the cost with
other products (e.g. Saving $10 per day you’ll be able to affort it)
directlyaskingfora close
Rapport8
• Understanding each other
• Normal conversation
• Mirror a person
• Gıve compliments

7.
TH E A RT OF PRESENTATI ON JASON KWA N
“YOURGOALISTOAFFECTONE’SEMOTIONFIRST”
SUMMARY-STURCTUREOFSELLING
1)HOOK 5)SOCIALPROOF
7)CLOSE
2)MISTAKES/ PAINPOINTS
6)QUALIFICATION
4)PRODUCTCOMPARISON
3)THEMAGICSOLUTION
8)Rapport

8.
TH E A RT OF PRESENTATI ON JASON KWA N
“ENTHUSIASM IS CONTAGIOUS”
BODYLANGUAGE

9.
INPRESENTATIONANDSELLING
ATTITUDE
Assume people want to buy
your product so badly
It’s ON
Don’t seek your audience’s
approval. You’re already
enthusiastic and clear about
what you’re talking about
Self-assurRance
You’re not selling. You’re
promoting a message that you
think everyone should know.
Let the person persuade
himself to buy your stuff.
ATTRACT
TH E A RT OF PRESENTATI ON JASON KWA N
ENTHUSIASM
Have enthusiasm slightly
higher than your audience-
otherwise you’ll look too try
hard and scare them away.

10.
TONALITY&POSTURE
Emphasize the Key Points
Use one finger to point to the top or whip to emphasize an
important point
TH E A RT OF PRESENTATI ON JASON KWA N
Walk Around
Don’t stick to the stand. Stand in front of the audience,
walk across the stage from time to time.
Extend your Body
Lengthen your spine and widen your shoulder to take up
space.
Eye-Contact
Look at a batch of audience for 5-10 seconds. Then move
to the next batch, in an “Infinity Sign” order.
Sound Casual
Sound casual like it’s no big deal when it comes to closing
a deal. It’s like telling your bff something you’re very
excited about.
Be Certain
Talk like you’re telling something factual, undeniable.You
believe what you’re talking about can change someone’s
life.
Speak Up
Project your voice slowly and loudly, even the person in the
last row can hear every single word clearly. Work on
prononciations.
Rhythmatic
Speak with emotion and have a certain rhythm. Use pauses
after every key point for your audience to sink in. The stage
is yours, take your time.

11.
STUNNING VISUALIMPACT
NICEPPTCREATION
TH E A RT OF PRESENTATI ON JASON KWA N

12.
AGreatTemplate /STORY BOARDING helpS!J
5Tips for stunning powerpoints
1. Use Full
Screen/ Half
Screen HD
Photos with
Minimal Words
2. Use Transparent
Layers to Create
Contrast with
Words
4. Pay attention to:
- Font Color (White/
contrasting color is
awesome)
- Font Type
(Georgia/ Lobster
1.3/ Levi)
3. Use Icons for
Point Forms
5. Max. 3 Points per
Slide
TH E A RT OF PRESENTATI ON JASON KWA N

13.
BONUS:ADVANCEDTECHNIQUES
TH E A RT OF PRESENTATI ON JASON KWA N

14.
QuestioningTechniques
1
Double Bind Questions: Do you want A or B? (e.g. Do you want to continue
living a mediocre life, or you’re ready to turn over a new page?) à Leaving no space
for the audience to think of an alternative.
2
Yes Ladder: Keep getting a “yes” from your audience, from small questions to
bigger requests. This will naturally create trust and obedience within your audience. E.g.
Do you have a dream when you’re a child? Do you think you’re able to do more with
your life? Etc.
When you bumped into a “No”, repeat the same phase the person just said. E.g. When
the person says, “No, I don’t like ice cream.” You say, “Yes, You don’t like ice-cream.”
3
No Ladder: Keep asking an obvious “No”. E.g. You want to sell a computer. “Have you
never used a computer?” “You should not have considered xxx” “It’s too early to talk about
xxx” “ You should not have wanted to change xxx”
4
Rejection Handling:
1. Obstacle : “Which part of the programme are you more unsatisfied with?” à If
you client doesn’t want to answer, say “If you find it hard to answer, it’s okay, no
need to force yourself.”
2. Positive Reinforcement: Focus on “Can [Product] really help [You/ your
company]?”
TH E A RT OF PRESENTATI ON JASON KWA N

15.
ByDr.Cialdini
ThescienceofpersuaSion
1
Reciprocity
Be the first to give, before you receive.
e.g. Give a. Personalised b. Unexpected gift to
people. Mentioning that “ to only you- nice
people”
2
3
4
5
6
Scarcity
• The benefits
• What’s unique about your product
• What people stand to lose if they don’t persue
Authority
• Be credible knowledgeable experts
• Diploma
• Uniform
• Have an accomplishment intro to your colleague
(mention credentials & experts first)
Consistency
• Small commitments at the beginning à Yes
Ladder
• Voluntary, Active and Public commitment
Liking
• Similar to us
• Pay compliments to us
• Cooperate to mutual goals
• Exchange personal information, identity
common interest before business negotiation
Consensus
• Actions of others (Social Proof)
• E.g. “15% of our guests in the room reuse their
towels, please do so as well.”
TH E A RT OF PRESENTATI ON JASON KWA N

16.
THINK DIFFERENT (APPLY ADS): CLICK HERE
COPYWHATTHEMASTERSDO
Links
ELONMUSK
TH E A RT OF PRESENTATI ON JASON KWA N
“HOW TO SELL ANYTHING” (NOAH KAGAN): CLICK HERE
APPLE PENCIL (HOW TO SELL SOMETHING THAT DOESN’T FEEL COOL): CLICK HERE
IPHONE INTRODUCTION 2007 (PRODUCT COMPARISON AT 1:00:45): CLICK HERE

17.
ANYQUESTIONS?
TH E A RT OF PRESENTATI ON JASON KWA N

18.
CONTACTME!
+852 91235658
jasonkwan2000@gmail.com
Jasonkwan2000@hotmail.com
TH E A RT OF PRESENTATI ON JASON KWA N