The Right Things To Say

to secure the sale

TIPS, TECHNIQUES, PHRASES AND TEMPLATES

THE TOP SALES HANDGUIDE

 copyright notice
This sales handbook, the ones to come, and the
content are copyright of Natania Smith © Natania
Creates 2022. All rights reserved.

Any redistribution or reproduction of part or all of

the contents in any form is prohibited other than the
following:
you may print or download to a local hard disk
extracts for your personal and non-commercial use
only.

You may not, except with our expressed written

permission, distribute or commercially exploit the
content. Nor may you transmit it or store it in any
other website or other form of electronic retrieval
system.

2
the essentials
01

Welcome!

02
How To Ask For The Sale
03
How To Close The Sale
04
How To Follow Up
05
Let's Recap
 HI, I'M NATANIA CREATES!
No more struggling of not knowing what to say when you're talking to a future
buyer.

In this sales hand guide, I am laying it ALL out on teaching you what I say to
secure a sale. Using these conversational templates, tips and phrases, I've
secured over 50K in sales.
You’ll learn
How to ask for the sale
How to close the sale
The wrong words you should avoid
How to follow up with future clients to secure future sales
This is available for preorder only! You will get an email on Nov 27, 2020 with
the eBook!

Your business coach,

NATANIA CREATES

YOUR SALES HANDGUIDE WWWW.NATANIACREATES.COM

CHAPTER
02
How To Ask
For The Sale
You'll learn how to ask for the sale without feeling
like a salesperson and turning your ideal client off.
No cold pitching required!
 CHAPTER 02

How To Ask
For The Sale
Yay! You made it to the part of starting
your business, marketing your offer and
now you have someone interested about
your service. In this chapter I am going to
be teaching you just how to close the sale.

Before I teach you how to close a sale I want to first

make sure we understand the decision process buyers
take when they are thinking of purchasing from us.

I'll be giving you a series of plug and play templates

that you and literally copy and paste for your
convenience!
However, I highly advise that you tweak these phrases
to your specific business and use words that feel most
authentic for you so when you do sell, you sound like
yourself. You don't want over 100's of women all
using the same script and then it sounds all the same.

I have combined sales psychology and my high level

marketing tips and weave them into these
conversational templates. I have cracked the code of
knowing what makes someone buy. Knowing which
words to string together side by side will allow you. to
present your best foot forward in selling your business
to a potential buyer and ultimately, teach you how to
close the sale.

YOUR SALES HANDGUIDE WWWW.NATANIACREATES.COM

 C H A P T E R 1

How To Ask For The Sale

PROSPECTIVE BUYER HAS PEAKED INTEREST

Congratulations! You created and launched a service or a product that you know your
ideal client is interested in. You're marketing your business on your social media feed,
01 Instagram stories and Facebook too! You can see who is watching your stories and those
who are engaging back with your call to action, CTA. Your ideal buyer is definitely
interested.

ACTIVE RESPONSE FROM ENGAGEMENT

We want to convert lookers into buyers so this is where you have to pitch your
business, in a subtle, comfortable and non-sleazy way. Do not COLD PITCH your
business (slide into their DM's and ask if they want you to buy from you). Rather, pitch

02 your business in a way that invites YOU into the space of your buyer through
invitation only.

Here's how you do it: paint a picture in your dream client's mind on social media in a
carousel post. This is where you SELL the perks of your offer and then ask your
audience in a poll on IG/FB stories, "Would you be interested in learning more about
[INSERT NAME OF YOUR OFFER?]. Poll: SEND ME A DM (yes) or NO I DON'T WANT
IT (no).
This is your first script to copy and paste (or reword to sound more like you). You are
pitching your business by invite only.

03 ASK FOR THE SALE

Now it's time to ask for the sale, but again, by invite only! Your IC has invited you to
send them a DM. That means they want to learn more about your offer. They want to
hear how your business is going to provide exceptional service, they will be WELL TAKEN
CARE OF, and you are going to solve their pain point! Send them a VN.

CLOSE THE SALE

After you confidently pitched your business, you asked for the sale now it's time

04 to close the sale and secure it! in the bag! In this step, you are focusing on
reassuring your client (especially if the investment starts at 4 figures) as they are
nervous to buy from you but took a leap of faith and again, they want to feel
well taken care of.

YOUR SALES HANDGUIDE

WWWW.NATANIACREATES.COM
Step 1: After they replied back to your poll or your CTA and you have permission to
DM them:

"Hey ________(take their first name), I saw that you replied back to my poll about
[INSERT NAME OF THE OFFER]. I am so excited to work together/have you get your
hands on [INSERT NAME OF THE OFFER]."

Give a short description of your business in 1-2 sentences MAX. Anything longer
than that will feel pushy.

Don't send this next message until you have seen that they have read the previous
message.

*Ideal client has read your message*

"What questions can I answer about [INSERT NAME OF THE OFFER?]"

The ideal client starts to ask questions about:

- how does it work?
- when does it start/ when would I get it?
- how much is it?
- what will you do for me?

Now it's your job to succinctly and effectively communicate the value of your offer.
All questions your IC can even think of should already be answered thoroughly in
detail on your sales page/website. You should have a FAQ section so they can read
this information themselves but it's okay to reiterate some general details.

"Yes! I can definitely/certainly/absolutely help you with [INSERT THE PAIN POINT
THEY STRUGGLE WITH]."
Sale psychology + marketing trick: The underlying formula that will influence them to
buy is you must use confident and certain language when selling. Why? Because in
initial phase of the buyer's journey, they are airing on the side of caution before they
give up their hard earned money to you.

They are doubtful of you. They aren't sure if you will actually deliver.

Using language that is definitive, clear and affirmative creates confidence in your ideal
clients mind and increase trust and trust is what will influence them to buy. This is the
psychology of sales.

Step 2: Talk about your ROI or credibility.

"My last/past/current client/student did/made/got [INSERT A WIN WITH A

NUMBER].

Ex: "My past student made $6,000 in the Scale For Profit Bootcamp in less than 4
weeks from applying the strategies. She made back her investment and literally scale
for profit. here's her Instagram if you want to check it out for yourself."

Then insert a screenshot of the testimonial.

Insert real client wins
CHAPTER
03
How To Close
The Sale
Now let's secure the sale in the bag!
By now, this person you're talking to has a pretty good idea of what your business is
about, how you will specifically help them, and they have felt you out to see what
type of person you are.

Now it's time to convert them from being on the fence into being a buyer. In this
phase of the sales psychology because we know what they are thinking (which is
hesitancy and apprehension but they are taking this leap of faith now it's your job to
reassure them and close this sale.

"Here's how this is going to work. We start on X day and finish on Y day. It's an
investment of Q$ with a payment plan of D$...."

In this step, your job is to map out the framework from start to finish, of the entire
process of you and them working together. They want to see your process and
logistics. They want to see what role they will be playing to reach the finished
product/end goal.

"I am ready to move forward! [TALK ABOUT YOUR EXCITEMENT HERE]

I can send you an invoice made to be paid by the end of tonight."

 Sale psychology + marketing trick: Do not present your offer like it's optional. Don't
say 'if you are ready, that creates doubt. Give them one option which is to work with
you. This subconsciously creates one option in their brain to make your pitch an easy
yes. If they don't want to move forward it's your job to figure out why.

Are they not ready? Do they want to stay comfortable and stuck? >Show them how
they are choosing to stay stuck which is preventing them from reaching their goals.

"I know you want to accomplish/reach/hit [INSERT GOAL] and [INSERT OFFER] will
definitely help you get there. Don't let a 3/4 figure investment stop you from reaching
that." or "Is it worth staying stuck?"

Are they scared about the number to invest? > Give them a custom payment plan
with a small deposit.

"I totally understand that it can be scary to make this investment. (Using compassion
and empathy to level the ground).

I've had past clients who got started with as low as X$ today. Would you be
interested in that too?"

(This is where you show them they too are not the only ones who started with a
custom payment plan and there's no shame or judgement about it).

Right before you ask them to buy and make a commitment, summarize the benefits of
your offer to remind them of the value you're providing. When you know they are. a
good fit it's perfect to remind them why they should move forward so they are one
step closer to their end goal.
CHAPTER
04
How To
Follow Up
How to follow up with a lead that initially
showed that they were interested and
what to say!
Oof! The dreaded ghost.

Tell me if this has happened to you...

- you talked about your business and they seemed really excited
- they asked you tons of questions and then they just stopped replying
- you can see that they read your last comment and they just ghosted you..

Don't worry friend. I know the feeling all too well and here's what you're going to do to
mitigate this.

Not all prospects are ready to buy. Stats say you get 4 no's before you get 1 yes so do
not worry about a no or being ghosted.

Here's a follow-up script I love to use (and hey, chances are I have used this on you too!)

"Hey ______. I am just circling back to see if you were still interested in signing up for
[INSERT YOUR OFFER]. No sweat if you aren't but I figured I asked!"

""There's a limited number of spots left; about X actually and I would hate for you to miss
the shot for you and I to get you to where you want to be."

Sales psychology + marketing tip: use urgency to secure your sale. If there's no deadline
what's the rush? Show them there's a deadline by building and reinforcing urgency when
you try to close the sale.

"Hey______. I hope I am not bothering you! I just wanted to know if you got a chance to
see my previous message about [INSERT YOUR OFFER]. Are there any questions I can
answer for you?"

"Hey _____! If I don't see you INSERT ACTION, I'll follow up by the end of the night."
CHAPTER

Let's
05
Recap
Here's my last few tips on becoming
a better seller no matter what you're selling.
Let's Recap CHAPTER
05
The key to landing your next sale is going to be from knowing how to read the
room. As you continue to be chatty about your offer, you'll naturally be able to
discern which stage a prospect is at.

At any given moment you have 3 prospects on your feed looking at your
business:

1. One is dating your business. They won't make a move for 6 months - 1
year. They are feeling you out and want to learn as much about your
business as you are the owner before they make a single purchase. TIP:
You should always have a low ticket offer or a freebie to let people come
into your business under pressure and risk-free.
2. One has been looking at your business and will make a purchase within
the next 30 days. They need more credibility to finally take them off the
fence from lurking to buying. TIP: That means you should be posting your
testimonials on a weekly basis.
3. One will purchase from you within 24 hours but they need a sense of
urgency to make the move. TIP: This is where you combine marketing and
psychology of sales to create a clear and bold visual or graphic that offers
an exclusive deal that is time-sensitive.

Now you know the 3 types of potential clients who are on your website and
social media channels at any given moment.

So now that you read this sales hand guide I am challenging you to put this into
practice and start selling! Always remember that at the end of the day, you're
speaking to real people with real problems. They are coming to you because
you have something you carry. Never forget to add a personal touch within
these templates because at the end of the day, it's you and how to sell yourself
that will land your next sale.