1. Copyright © Larry Kendall, Ninja LLC 1985-2012

2. The Goal of Ninja Selling “Increase your income per hour so you can have a life! “Increase your income per hour so you can have a life!”

3. Copyright © Larry Kendall, Ninja LLC 1985-2012 Your “Ninja Tool Kit”

4. Copyright © Larry Kendall, Ninja LLC 1985-2012 Three Success Keys Your “Mindset” Your “Mindset” Your “Skillset” Your “Skillset” Your “Actions” Your “Actions”

5. Copyright © Larry Kendall, Ninja LLC 1985-2012 Your Mindset

6. Copyright © Larry Kendall, Ninja LLC 1985-2012 Energy Transfer “Two Guitars”

7. Copyright © Larry Kendall, Ninja LLC 1985-2012 Energy Transfer - Your “Vibe” Generated by: What you are thinking What you are thinking What you are feeling What you are feeling

8. Copyright © Larry Kendall, Ninja LLC 1985-2012 How important is your “Vibe”? In Sales? In Sales? In Trust? In Trust?

9. Copyright © Larry Kendall, Ninja LLC 1985-2012 The Power of Your “Vibe”

10. Copyright © Larry Kendall, Ninja LLC 1985-2012 A 10 Second Experiment

11. Copyright © Larry Kendall, Ninja LLC 1985-2012 Emotional Energy HIGH LOW High Negative LowNegative High Positive LowPositive - +

12. Copyright © Larry Kendall, Ninja LLC 1985-2012 Shawn Achor - Harvard Psychologist “Happiness is not a result of a sale. A sale is the result of happiness.” Shawn Achor

13. Copyright © Larry Kendall, Ninja LLC 1985-2012 Your Skillset

14. Copyright © Larry Kendall, Ninja LLC 1985-2012 Ninja Principle #1 Stop Selling!

15. Copyright © Larry Kendall, Ninja LLC 1985-2012 Pursuer-Distancer Dance

16. Copyright © Larry Kendall, Ninja LLC 1985-2012

17. Stop Selling! Start Attracting!

18. Copyright © Larry Kendall, Ninja LLC 1985-2012 How do we attract? Have something of value.

19. Copyright © Larry Kendall, Ninja LLC 1985-2012 People Pay $ For Two Things Solve a problem (pain) Solve a problem (pain) Feel good (pleasure) Feel good (pleasure)

20. Copyright © Larry Kendall, Ninja LLC 1985-2012 How Do We Discover Their Pain/Pleasure?

21. Copyright © Larry Kendall, Ninja LLC 1985-2012 Socratic Method Ask the right questions & listen. Ask the right questions & listen. Customer has “time of possession”. Customer has “time of possession”.

22. Copyright © Larry Kendall, Ninja LLC 1985-2012 F.O.R.D. = Life Family/Friends Family/Friends Occupation Occupation Recreation Recreation Dreams Dreams

23. Copyright © Larry Kendall, Ninja LLC 1985-2012 Listen for Change Pain Pain Pleasure Pleasure

24. Copyright © Larry Kendall, Ninja LLC 1985-2012 Pain Questions: “What is your greatest challenge in your business right now?” (pain) “What is your greatest challenge in your business right now?” (pain)

25. Copyright © Larry Kendall, Ninja LLC 1985-2012 Pleasure Questions: “If you could wave a magic wand and have your business just the way you want it ….” (pleasure) “If you could wave a magic wand and have your business just the way you want it ….” (pleasure)

26. Copyright © Larry Kendall, Ninja LLC 1985-2012 Traditional Sales Process Connection Connection Presentation Presentation Closing Closing

27. Copyright © Larry Kendall, Ninja LLC 1985-2012 Ninja Sales Process Connection Connection Information Information Solution Solution Presentation Presentation

28. Copyright © Larry Kendall, Ninja LLC 1985-2012 Number one retail store? ($ sales per square feet)

29. Copyright © Larry Kendall, Ninja LLC 1985-2012

31. Apple Sales Process Connection Connection Information Information Solution Solution Presentation Presentation

32. Copyright © Larry Kendall, Ninja LLC 1985-2012

33. It is not what you say. It is what you ask. It is what you ask.

34. Copyright © Larry Kendall, Ninja LLC 1985-2012 The Ninja Way “Ask” not “Tell” “Ask” not “Tell” “Pull” not “Push” “Pull” not “Push” “Probe” not “Pitch” “Probe” not “Pitch” “Consult” not “Present” “Consult” not “Present” “Solve” not “Sell” “Solve” not “Sell” “Serve” not “Sell” “Serve” not “Sell”

35. Copyright © Larry Kendall, Ninja LLC 1985-2012 Your Actions

36. Copyright © Larry Kendall, Ninja LLC 1985-2012 People prefer to work with people they: with people they: Know Know Like Like Trust Trust Flow Flow

37. Copyright © Larry Kendall, Ninja LLC 1985-2012 Law of Precession “Bodies in motion tend to operate on each other at 90 degree angles.” “Bodies in motion tend to operate on each other at 90 degree angles.” – R. Buckminster Fuller

38. Copyright © Larry Kendall, Ninja LLC 1985-2012 Precession

39. Copyright © Larry Kendall, Ninja LLC 1985-2012 Precession

40. Copyright © Larry Kendall, Ninja LLC 1985-2012 Precession There Opportunity Here

41. Copyright © Larry Kendall, Ninja LLC 1985-2012 “Life happens at the level of movement – not words.”

42. Copyright © Larry Kendall, Ninja LLC 1985-2012