TO : JORGE U. SAGUINSIN
Senior Managing Director
SUBJECT : NEW MINDSET IN SELLING AND REACHING TARGETS
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Basics of Selling is the foundation of selling; the solid foundation. If we master the basics we can never go wrong. Anyone can sell, but according to John Calub, he wants to professionalize the selling industry with good customer service with RIGHT MINDSET and RIGHT SKILLS by changing the image.
The title "Ultra - Magnetic Selling" is getting people to come to you by using techniques that are so irresistible (getting people notice you) Just like in our memorial park; People will come to us easily if our memorial park is irresistible, clean, nice landscaping and excellent customer service. Dapat napapansin lagi ang park hindi sa mga pangit na bagay kundi sa mga magagandang bagay at tanawin.
Purpose Driven Selling:
The Great Sales Paradox - "I have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people to get what they want". Our selling purpose should be to help people get the good feeling they want about what they bought and about themselves. If they get what they, you will also get what you want. The service must exceed what they have paid, hindi dapat hard sell. People don't buy our products, services or ideas, they buy how they imagine using them will make them feel.
Genius Creation Principles - "Your word is your bond". Always stick to your word.
Golden rule in selling: "Things being equal, people will do business with and refer business to those people they know and trust". We must create good reputation. What happened here in HGGMP is that we failed to build and maintain a good reputation. We must always bear in mind that THE GREATEST ADVERTISEMENT IS THE SATISFIED CUSTOMERS. We must always give VALUE which is the extended service na dala ng aming personalidad.
SALES PROCESS:
1. Ask, ask, ask - walang mawawala kung magtatanong.
2. Reject, Rejection & Failure - Rejection is only an event, not the person. So we must not take it personally if we were rejected. There is no such thing as failure only results.
SW - Some Will
SW - Some Won't
SW - So What
SW - Someone's waiting...NEXT!
The positive approach of looking or viewing rejection. We must stick to our mind na sa bawat hindi bumibili, kumikita ako, kasi sa banda paroon meron pa ring bibili kaya huwag mawalan ng pag-asa. Remember: "Winners never quit because quitters never win".
THE MILLION PESO PROSPECTING TECHNIQUES
1. Creative Prospecting Techniques - styles in prospecting is not working HARD but working SMART;
2. Z-A Phone List techniques - start from Z to A, kasi karamihan ng telemarketer sa 1st and 2nd page nag-sisimula, kaya lahat yon natawagan na;
3. The way to man's heart is through his stomach - give food to your big accounts prospects like pizza, cake. Makakuha din ng referral dun.
4. Evangelization / Free education - ano pwede ituro sa tao na related sa product.
QUALIFYING:
1. Ask, ask, ask - what do they have now?
2. What do they enjoy about what they have now?
3. What would they alter or improve in what they have now?
4. Who is/are the decision makers for your offerings?
5. What is their budget range?
6. Product's target market?
THE CLASSIC SALES FUNNEL:
Honestly, i was not aware of this classic sales funnel not until it was discuss by John Calub. I find this more effective that our simple prospects list:
1. Suspects - is the above funnel
2. Prospects - already contacted; set appointment, determined kung may opportunity ba
3. Cover the bases - determine who makes the decision in buying; buying influence
4. Close - the best few; sales is expected
POWER PRESENTATION: To make a power presentation, the marketing staff must be able to communicate what the product has, how it works and how it looks like. What in it for the customer? Ano ang kanilang mapapala dito kung sila ay makikinig?
1. Features - be able to determine the features of the product or specific parts of the whole that we are selling;
2. Advantages - Explain in many ways how your product gives your prospect an edge if they avail it.
3. Benefits - the value of the product and what is the bottom line results can be expected. "What this means to you is that you can have big savings when you avail this.
4. Use evidence when presenting:
a. Facts in the presentation kit - "The good news sir, is that we have 11 branches and we were awarded with the Global Brands as
Excellent Memorial Park &Interment Service company" (make sure it is true and visible)
b. Analogy - comparative analysis
c. Testimonial - patotoo
d. Statistics - a graph showing the growth or dramatical increase of development; figures;
e. Examples - showmanship; may drama, exaggerate benefits, may dating dapat ang brochure;
f. Exhibits - be creative
g. Demonstration
REPLACE INFLAMMATORY WORDS WITH GO AHEAD WORDS
1. Cost Total Investment
2. Down payment Initial Investment
3. Monthly Payment Monthly Investment
4. Deal Wonderful Opportunity
5. Contract Agreement
6. Sign Approve
7. Buy Own / Avail
8. Sold Happily Involved
9. The Company We
CONVINCING WORDS:
1. Discover 6. Health 11. Safe
2. Good 7. Love 12. Save
3. Money 8. New 13. Own
4. Easy (Investment Terms) 9. Proven 14. Free
5. Guaranteed 10. Results 15. Best
CLOSING - is helping a prospect make a decision that is good for him/her; opening new business for the company, new income for your self; and clients for a life time.
1. Watch out for the buying signals:
a. Verbal Buying signals - when the person is asking a lot of questions; slow down the pace; when they correct you (wrong spelling, date)
b. Non-Verbal Buying signals - When they lean side forward; Nodding.
2. When asking for the final answer -Sir, ready na po ba kayo na i-approve ang agreement? If he doesn't talk, shut up just wait for him.
HANDLING OBJECTIONS:
1. Ang mahal naman...
F- feed it back "Sir, tama po ba narinig ko na may kamahalan ang investment dito?" Tama po kayo. (Cite benefits na makukuha nila, or bakit nila nasabi na mahal.)
I - isolate, aside from price ano pa po ang ibang concern ninyo?
A - Agree, "Sir, tama po kayo,may kataasan nga po ang value ng investment sa amin.
P - Probe, Sir matanong ko lang po, bakit po kayo namamahalan? Sa palagay nyo po, magkano ang dapat na price?
A - Answer, ah Sir, kasi po (Cite the difference from the other product that it is being compared, features, advantage and benefits)
Use reduction to ridiculous-breakdown using investment terms to get the daily amount.
Oblique comparison
Positive reframing - gusto nyo pong bumili dahil_____benefits, yon naman po ang importante, di po ba?
C - Confirm.
We must remember that an objection is either a smoke screen or a request for more information.
TEST CLOSING QUESTIONS:
1. Tie down - Sir, kung bibili po kayo ng lot na katulad nito, di po ba doon na sa matagal na sa industry, d po ba?
2. Inverted tie-down - D po ba sir, mas maganda kung stable na yong company nabibilhan?
3. Alternate Advance - Pag nagtatanong dapat laging dalawa ang pagpipilian: Sir, ano po mas gusto nyo, lawn lot ot senior single niche?
Kailan po tripping nyo? saturday or sunday? umaga o hapon?
4. Involvement Question - Sir, kung sakali po, ano may plano po ba kayong i-loan ang lot na i-invest ninyo?
5. The porcupine - Bakit po mam, importante po ba sa inyo yon?
6. Sharp Angle - pag humingi ng favor, hingi din ng favor using 'IF".
With these additional learning and review, we will be able to produce more sales. We will become people magnet. We will achieve our target and we will increase our sales and our income.
FYI.
Kailan maituturo sa mga kasamahan at SA?
ReplyDeleteKailan maiimplement?