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About Tim Mulcahy

The 12 Fundamentals

The 15 Golden Rules of Canvassing

Presentation Checklist

Designing the Perfect Script

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Dream Goals Worksheet

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Action Goals Worksheet

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Master Goals Worksheet

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Sales Superstar CD Set

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What is Sales Superstar

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Welcome to Sale Superstar, the sales training program thats going

to improve your sales, your earnings, your career, your business
and your life.

Become a Sales Superstar!

Attract More Clients

Master Cold Calling

Close More Sales

Create Compelling Scripts

Make More Money

Deliver Winning Presentations

Achieve Your Goals

Overcome Objections With Ease

Master Prospecting

Close Sales At A Higher Level

Take your sales to a brand new level. Sales Superstar, will teach you
how to sell with our complete professional sales training system. Our
sales course offers the fundamentals in sales training. Whether you are
a beginner or pro you can achieve superior sales skills and sales
techniques in a competitive selling environment.

Improve your Sales, Income, Career, and Life!

Sales Superstar is a complete professional sales training system
For beginner to Pro; perfection of The Fundamentals is Key!
Sales Superstar will immediately transform you!

This program is so powerful, you will be transformed into a

Sales Superstar almost instantly. Welcome to Sales Superstar,
its about time you take your sales to a brand new level!

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Meet Tim Mulcahy

Tim Mulcahy is one of the leading direct marketing entrepreneurs in North
America. A rags-to-riches story, Tim has helped develop many sales people
into millionaires. His successful career in direct marketing and the development of motivational programs spans over 30 years.
Tims passion for high achievements in business, sales and health led him
and a dream team of professionals to develop cutting-edge, personal health
software - The Synergistic Personal Training System - available at
www.truestarhealth.com. Using this software, millions of people have
developed personal health and fitness programs utilizing the five key areas
of health Nutrition, Exercise, Vitamins, Sleep and Attitude. When you purchase Sales Superstar, you will receive a FREE Personal Health Coach
and access to Truestar Health and its life-transforming, personal health
software.
Tim co-founded Ontario Energy Savings Corporation, developed the sales training and motivation program and played a
significant role in organizing and growing the company from
a start-up in 1997 to a TSX publicly-listed company, Energy
Savings Income Fund, with a current market capitalization
of approximately $1.5 billion. This is a company that grew
mainly from its outstanding and record-breaking success
in direct and door-to-door sales.
U Weight Loss is Tims latest co-business venture
with Dr. James Hyssen, co-founder of Herbal
Magic.
U Weight Loss is currently the fastest growing commercial weight loss
company in North America and the
Sales Superstar principles are implemented in the training program.

Increase sales or your

money back GUARANTEED!
Tim Mulcahy

Founder, Sales Superstar

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The 12 Fundamentals of Selling

The fundamentals of selling are taught nowhere else but at Sales Superstar. Once
sales people gain an understanding of the fundamentals of selling and implement
them into their sales presentations and daily regimen, the growth curve and ultimate
success accelerates rapidly.
There are 12 Fundamentals of Selling which are broken into 2 categories: The 7
Fundamentals of a Perfect Presentation and The 5 Fundamentals of Sales and
Earnings Growth.

The 7 Fundamentals of a Perfect Presentation

1. Body Language/Energy Level/Transference of Feeling
2. Rapport
3. Third Party
4. Gain Control
5. Create Need
6. Build Value
7. Assume the Sale

The 5 Fundamentals of Earnings and Sales Growth

1. Goal Setting
2. Work Habits
3. Role Modelling
4. Responsibility
5. Momentum

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The 15 Golden Rules of Canvassing

1. Canvassing is Fun

Its healthy because there you are, walking and talking, meeting new people, adding
to your knowledge of human nature (which is generally good) and day after day, gaining a better scope and perspective on life than money can buy

2. Establish Rapport

Rapport is the key to successful canvassing or any sale process. Comment on the
weather, flowers, house, automobile, kids, animals, etc. and establish a positive rapport

3. Dress Properly

Dress properly for the weather at hand. Even if you are momentarily uncomfortable
because of weather conditions, do not disclose this to the person at the door. You will
often be invited in out of the cold. The goal is to appear confident, in control and nonthreatening to the persons private space.

4. Get Right to It

Get right to the door; dont hesitate! Action makes you positive; inaction makes you
negative. Nothing will sharpen your skills more than going out there and getting
leads. Each new lead builds momentum.

6. Use Powerful, yet Relaxed Body Language

Get yourself into a powerful, but also relaxed state. Visualize
your most successful canvassing experience and utilize.

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Dont waste precious time going to houses where it appears

that no one is home. Look for signs such as an empty driveway, or darkened interior.

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5. Dont Waste Time. Only Go to Houses

where People Are Home

The 15 Golden Rules of Canvassing

7. Show and Tell

People believe more in what they see than of what they hear. Keep your binder open
and point to third party references and to ads or sales materials. Also use your brochure and other sales materials in a show-and-tell manner.

8. Use Third Party References

Use third party references to strengthen your credibility and to build a sense of urgency and excitement. Nobody wants to be the first person to do something. Mention
ads in newspapers, on the radio and on TV.

9. Vary Your Script According to Time of Year to Justify the

Reason For Your Visit

Vary your script based on the closest holidays or special events. Subtly create urgency every step of the way. Always let your prospect know that youre around for
a special reason. For example, say The holidays are coming and we are offering a
free personal coaching session so that you can learn about the best nutrition, exercise and vitamin plans in order to look and feel better over the holidays and into the
New Year!
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11. Be Friendly

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When you are at the door and see someone through the
window, acknowledge them with a friendly smile and wave.

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10. Smile and Wave

Prospects respond to you based on how you act towards

them. Initiate the contact with a positive attitude and keep it
throughout your presentation.

12. Assume the Close

Always assume the close and work steadily toward commitment with soft-close
questions such as, Which time is best for you? tonight or tomorrow? Break eye
contact and assume the close; begin to write.

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The 15 Golden Rules of Canvassing

13. When Booking Appointments, Obtain Two to
Three Phone Numbers

Make sure you get two to three phone numbers so you can confirm the sales deal.

14. After Closing, Resell and Reassure

Reassure your contact that he/she made the right choice by lightly reselling. For
example, once you get the lead/booking ask: What are your main areas of interest? Follow up on their answer with reassuring messages such as, Since your main
interest is our exercise program, well be sure to have one of our exercise coaches
available when you come at 7

15. Build Momentum

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The first few leads of the day are always the toughest. Be conscious of this and move
beyond any blocks by gathering momentum throughout your presentations at every
new door. Once you have the lead and have solidified it, keep moving to the next
opportunity. This is why its so important to canvass for three-hour shifts. As you build
confidence and get stronger, you will begin to book more appointments. Your enthusiasm will build along with your leads. Get the booking and move on. Canvassing not
only builds momentum, but also creates something from nothing and this is always a
very empowering process.

Presentation Checklist
This Presentation Checklist is the perfect tool to use before and after your presentations. It
incorporates all the Fundamentals of Selling and ensures that you use them in all of your
presentations.
The online version of this checklist provides a score out of 1000. The higher your score, the
better! By reviewing and scoring yourself, you will quickly identify the areas you need to improve
and by following through on every level, you will continue to create growth and success!
For this ebook version, try to answer as many yes as you can!

Daily Checklist

Presentation Checklist

I am constantly visualizing my goals and am

prepared for my day of prospecting and
selling.

I created a high level of rapport and put my client at ease while making him/her feel special;
this continued throughout the presentation as I
continued to build the Emotional Bank Account.

Yes

No

Yes

No

I made sure I was in a positive, high-energy,

yet relaxed and confident state as I started my
first presentation of the day.

Yes

No

I dressed appropriately today, taking care to

represent my company professionally, always
appearing before my prospects well-groomed
and in clean, respectful clothing.

Yes

No

I did not pre-judge any client and stayed committed to presenting with the opportunity my
product or service promises.

Yes

No

Yes

I listened to Sales Superstar in the morning

and prepared for a Superstar day.

No

I took control early in my presentation and

maintained it throughout, creating high levels of
Rapport, powerful Body Language and Energy
Levels.

Yes

No

I used third party references early and often in

my presentation, describing others who had
chosen my products or services recently and I
continually used the phrase, Thats why everybodys doing it.

Yes

No

I used assumption throughout the presentation to paint pictures as if the prospect had
already purchased and was experiencing the
product or service.

Yes

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No

Presentation Checklist
Presentation Checklist (Contd)

I used mini closes as I moved through the written summary.

I used powerful, relaxed body language and

squared in on my prospect in a confident,
non-threatening way.

Yes

No

I had all my sales materials within easy viewing

distance of my client.

Yes

No

I spoke clearly, but at a faster than normal

speed.

Yes

No

I consciously created a sense of urgency by

utilizing assumption, thrid party mentions, excited tonality and powerful body language.

Yes

No

I worked for my order by making certain that

my prospects today understood all the benefits
of our products and services before launching into the final value summary and close. If I
received objections, I continued to work for the
order by recreating Need.

Yes

No

I built value early and often in my presentation

by stating a monetary value that far exceeded
the price of my offer. I also provided as many
benefits as possible so the perceived value far
exceeded the price.

Yes

No

Yes

No

I made sure that the sacred paperwork was

available and handy as I approached the moment of truth.

Yes

No

I broke eye contact and assumed the close,

making certain that I did not ask a closing
question that ended in a yes or no.

Yes

No

I immediately went back to Rapport as I

assumed the sale and began to fill out the
paperwork.

Yes

No

If I received objections, I handled the objections smoothly without becoming discouraged

or frustrated, and did not show either in my
body language.

Yes

No

I made certain that I always used every last

close in every presentation as I know that the
promise of a callback often leads to disappointment and a life left unchanged.

Yes

No

I spent a few moments of additional Rapport

after completing the sale.

Yes

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Designing The Perfect Script

Part of prospecting or designing any sales presentation includes designing the Perfect
Script. Although you may have concerns about sounding too scripted, this is not the
case at all as having a script allows you to sound natural. The main reason for losing
control and not sounding natural is not having a script.
There is a certain format that follows the Fundamentals of Selling and holds the key to
success. Having a script and a format to your presentation allows you to react to situations, and to keep you grounded in the spectrum of the sales presentation by following
the Fundamentals of Selling. If you dont have a script, youll be taken way off base and
you wont know how to come back if the script and the format/fundamentals are not completely understood in your mind. If you decide to vary the script, you must still follow the
format and the fundamentals.
Scripts must utilize design templates for your own product or service. If you would like
further professional assistance, listen to this section of Sales Superstar, or contact us at
1.888.70.CLOSE.

The tools that must be included in your script in order to give a

perfect presentation are:
* Body Language, Energy Level and Transference of Feeling
* Rapport
* Third Party
* Initial Benefit Statement (IBS)
* Show and Tell (if in person)
* Reason Why
* Gain Control
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* Build Value
* Assumption

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* Create Need

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* Create Urgency

MY DREAM GOALS
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

WHAT ARE DREAM GOALS?

Dream Goals are the big picture items that you strive for. Do you want to own
a boat? Buy a cottage? How about earning a Million Dollars a year?
These Dream Goals will help serve as inspiration for planning out your
monthly, weekly and daily actions. There is no particular order for these, and
the only limitation is your imagination!

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MY ACTION GOALS
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

WHAT ARE ACTION GOALS?

Action Goals are the smaller goals or milestones that you strive for on an
ongoing basis. By completing these Action Goals you will be well on your way
to achieving your Dream Goals.
Action Goals can be as small as working on your sales script to something as
big as closing 50% more sales or making 50% more sales calls.

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MY MASTER GOAL SHEET

MY TARGETS

MY BIG PICTURE GOALS

Yearly Target:

1.

Sales:

2.

Income:

3.

Quarterly Target:

4.

Sales:

5.

Income:

Monthly Target:
MY DAILY ACTION GOALS

Sales:
Income:

1.

Weekly Target:

2.

Sales:

3.

Income:

Daily Target:

4.

Sales:

5.

Income:

6.

HOW DO I USE THE MASTER GOAL SHEET?

The Master Goal Sheet is used to break down your Big Picture Goals into
more manageable segments.
1. List your top 3 to 5 Big Picture Goals.
2. Figure out your yearly sales and income target to achieve these goals.
3. Using that figure, you can fill in the Quarterly, Monthy, Weekly and Daily Target boxes.
4. Once your Daily Target is set, use the Daily Action Goals to define the steps you need to do in
order to reach that target.
By using this simple sheet, your Big Picture Goals will become a reality!

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VOLUME 2:

VOLUME 1:

Prospect, Present and Close

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The Fundamentals of Selling

The first volume in the Sales Superstar Series

lays down the proper foundation and exact steps
to sales perfection. Beyond being just a simple
map it propels you forward into action. It includes:
How to believe in your Product and Yourself, The
Fundamentals of a Perfect Sales Presentation, and
The Fundamentals of Personal Sales and Earnings
Growth.
This series creates a foundation that will allow you
to quickly excel whether you are a beginner, intermediate or pro. It is recommended that you listen to
this series prior to progressing to Volume 2.

Leverage the sales fundamentals you mastered

from Volume 1 and take yourself to the next level!
Learn exactly how to successfully prospect and
cold call, how to handle objections, telemarketing
techniques, and most importantly how to Close at
an extremely high level.
Volume 2 addresses many intangibles including,
How to get out of a Slump, Harnessing the Power
of Failure, Having a Breakthrough, and How to Find
the Best Area.

Learn How To:

Learn How To:

Master prospecting and cold calling

Create compelling scripts
Deliver winning presentations
Overcome objections with ease
Close sales at a higher level
Become a Sales Superstar

Attract more clients

Close more sales
Make more money
Achieve your goals
Become a Sales Superstar

Go online to SalesSuperstar.com for more information and pricing for the Sales Superstar Series.

Increase your sales or 100% Money Back. GUARANTEED!

Order both volumes at the same time for substantial savings!

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