For anyone who sells to real people
They didn't say no to your product. They said no to a fear you never heard.
Learn how to sell to anyone spending their own money. An 88-page digital playbook from Sam Kaye.
Sam K Sells
The People Playbook
The basics of selling to everyday people.
Sam Kaye
You've heard all of these this week
Most salespeople answer the words.
The closers answer what's underneath. When someone is spending their own money, what's underneath is almost always fear.
What they said
"I need to think about it."
What it often means
Something doesn't feel right yet, and they don't want to say what.
What they said
"I have to talk to my husband."
What it often means
She's afraid of how this will sound at home tonight.
What they said
"I can get it cheaper."
What it often means
They're afraid of getting taken.
You can't logic someone out of a fear. You can only make it safe to say it out loud.
Sam says
What's inside
The basics of selling, start to finish.
88 pages. Plain talk. Eleven short chapters, twelve industry plays, and a Test Lab to prove what works for you.
Why People Buy
- The Five Fears behind every no
- The question that uncovers why they're looking now
- The Kitchen Table Test
- The 90-second reset before you talk to anyone
The System
- Open, discover, position, handle and close
- The ten biggest objections, with what to say
- Follow-up, referrals and honest reviews
- Phone, door, showroom, kitchen table, text and email
The Twelve Plays
- Two pages for each consumer industry
- The opener, questions, objections and close
- The terms you need to sound like you belong
- The rules that protect your name
The Test Lab
- 20 sales tests to run on real conversations
- Six role plays and a scorecard
- A 30-day challenge
- A one-page cheat sheet and a final exam
Twelve plays
Find your world.
Each industry has its own play, built around what people are really buying.
Free preview
Three lines to try tomorrow.
They're free. There are plenty more inside.
Not that
"Can I help you?"
Say this
"What brought you in today?"
Not that
"Let me tell you about our product."
Say this
"What made you look now?"
Not that
"But it's worth the price because..."
Say this
"Compared to what?"
Is this book for you?
Yes, if you
- Are new to sales or thinking about starting
- Sell to people at home, in a store or by phone
- Keep hearing "let me think about it"
- Manage reps who need the basics
No, if you want
- Tricks that need the customer to stay confused
- Fake deadlines and pressure lines
- A promise of how much you'll make
- Results without practice
Meet Sam Kaye
Sam Kaye is the founder of Sam K Sells and a sales trainer based in South Florida. With more than a decade on the phones and on the training floor, he is the author of The Game of Trust, The Closer's Playbook and The Cold Calling Playbook.
Trust is the job.
Instant digital download
The People Playbook
$29.99
- The complete 88-page eBook in PDF
- 11 chapters on the basics of selling
- 12 consumer industry plays
- The Test Lab: 20 tests, role plays, a 30-day challenge and an exam
Questions
This book is for education. It isn't legal, tax, financial, insurance or medical advice, and it doesn't promise any income or result. Results depend on many factors, including your product, market and effort.