21 Powerful Ways to Close a Sale by John Calub - Seminar Report

"I listen and I forget, I see and remember, I experience and I understand" - a Chinese proverb To : People Department From : Rhodora M. Garcia Subject : 21 Powerful Ways to Close a Sale by John Calub =================================================================================== Last July 31, 2012, I was given an opportunity to attend a free Seminar entitled 21 Powerful Ways to Close a Sale by John Calub held at SM Megamall. First and foremost, I noticed and I was wondering why it is free only to realize that it was John Calub’s strategy of effective prospecting. I was also impressed to watch him being featured in Korina Sanchez’s T.V. program named Rated-K. His life story is a living testimony of what he said “Adversity causes other people to break down but it also causes other people to break record.” As a Top Sale Performer, he can truly sympathize with sales people. He shared not only his ladder of success but as well as his past failures and how he overcame his struggles. He’s indeed a coach and he walks his talks. I have learned that the principle of true persuasion is to create a positive emotion, it’s about putting value to your product. It has to be applied properly and your prospect needs trust towards you. Selling was defined as “the ability to make known your goods to people to a point of creating a desire, an opportunity or an interest.” Even in Professional selling, he did not avoid to discuss about “Reject, rejection and Failure” in which his great example was the founder of KFC, that he only gained a yes answer after 1,009 no’s that’s why I commend such a great understanding of true principle of sowing and reaping. As the Speaker said, “rejection is only an event, NOT A PERSON.” And to be able to face this rejection, I will remember a suitable response for each event or encounter with prospect: SW – Some will, Some won’t, So what, Someone’s waiting It’s important to always ask for referrals. It was also reiterated to ASK, ASK, ASK after a sales proposal / presentation to close a sale. As part of mastering the art of selling, Mr Calub mentioned to look for the top salesman. And I can’t help to remember my diligent former Manager in PhilAm Life Insurance Company, she’s not just urging me to sell, she used to go with me with her own vehicle. No matter how successful she already is, she still set an example to me which is a field training. She treated me well and she communicate well. Mr. Calub also shared how to handle objections: F – Feed it back – they trust you if they know you are listening I – Isolate – Identify concerns A – Agree – Repeat statement P – Probe – Clarify why it is expensive A – Answer – show evidence, statistics, testimonials C – Confirm – Customer’s lack of information causes rejection Test Closing Questions: Tie down – a question at the end of a sentence that demands a yes answer Inverted tie down – putting the tie-down on the front for more warmth. Alternate advance – A question with 2 answers, either answer is a minor agreement. Involvement question – a question the buyers must ask themselves after they own your product or service. When the customer’s response is “I’ll think it over.” You have to clarify what is it. Is it regarding the price, term, mode of payment? When the prospect says, “your price is too high” you can apply the reduction to ridiculous – breakdown using investment terms to get to a daily amount. I am glad for the opportunity of attending the seminar, this is an added skill for my personal mastery and to be able to contribute for the success of the company through professional selling and genuine customer service.