Why do we need to be dedicated to sales?

BE a BIDDA: "BELIEVE, INSPIRE, DREAM, DO ACHIEVE"

May 18, 2016

 1.  Goals:

1,  To achieve  __sales units for Patak Patak na DP Promo of  _ for all SBUs

2.  To awaken our desire to sell

3. To recruit  _ sellers and upgrade our sale capability

2,  Reality:

We sold only 14 plots in April?   Can we survive with that?  Majority of our staff are involved in providing customer service (CSS 2) and prospecting and selling (CSS I)  We have vehicles and several GCs and GT to help make our products available to the customers. We pour in millions (and have poured in millions in investment for the development, making available the memorial park to customer)  We employ various media to make people aware of our products.  We have rich history and tradition to make our public like our product.

Ano pa ang kulang?  Ano ang problema bakit mahina ang ating benta"

Is it about flagging desire and passion for our product

 There is definitely a big room for improvement for all of us.  Of all the rooms, the greatest and biggest room for all is the room for improvement.  We can be better and greater than we are now.  It is all about being better.


3.  WTDN Action

   1.  Reviewing our motivation and our affect for the memorial park

        1,  Are you afraid of the dead?

        2.  Are your proud of  your job?  Of Holy Gardens memorial park?  Do you appreciate what it is doing for you and your family?

        3.  Do you believe in the Vision Mission Beliefs and Principle  of  Holy Gardens?  Why cant you even memorize and recite this/

REMEMBER YOUR MISSION IN LIFE IS WHAT YOU ARE DOING NOW.  GOD PROBABLY PUT YOU IN THIS JOB BECAUSE THIS IS WHERE YOU ARE NEEDED MOST..You are here because:


        1.  You are needed here;

        2.  You can make significant contribution to its performance

        3,  In the process, you help people get our of their grief and sorrow upon the death of their loved ones:   You can help remove their sorrows with:

             1.  Great customer service

             2. Tributes

             3.  Program

             4,  Flowers

             5.  Music

             6.  Motiif

             7.  Program

             8.  Memory board

             9  Memory dispaly

2. Importance of a memorial park in a town/city

    1.  It adds to the prestige and stature of the city or a municipality.  A place is viewed as progressive when it has one or several memorial parks

    2. It levels up the honor and dignity of the people in the town/city;

    3.  It becomes a magnet for development.  Our memorial parks served as anchor development for Calamba, Oton, and Pangasinan.  More important developments came because of us.

3.  Value of selling:

      1.  Sales/selling makes the world go round. Without sellers, there would be no movement of goods from the producers to buyers.  There could be no matching between production and needs of the buyers. No sales, no economic activity

     2. Selling is an honorable and lofty vocation. In the book "The Worlds Greatest Salesman"  the main character, Habib was a witness to the birth of Jesus Christ.  Even in olden times, the businessmen, entrepreneurs occupied a high position in society.  Today, because of the scams and dishonesty of some sellers, the sellers, marketers are viewed as shady and untrustworthy people

     3.  Selling provide jobs and employment to many people quick. It helps solve poverty and unemployment

     4. Selling creates excitement and innovation in the business world.  New products and innovations are created because sellers learn and convey to the producers what buyers want.

     5.  Sellers get 80% of the margins of products;  producers and others get only 20%.  Is it not great to know that?

     6  Because of what we do as sellers:

          1.  There is certainty rather uncertainty

          2. There will be food on the table rather than hunger

          3. There will be roof over our head;

          4.  There will be money for education

          5.  There will be taxes to be paid to the govt which:

                1. will pay salaries of millions of govt employees (the biggest employer in the country)

                2.  will pay for the infrastructure project of the govt

                3. pay for social services

                4.  have money for the crooks and grafters

           6.  Businesses become successful and sustainable.  Without sellers, no memorial parks can ever survive.  No businesses can survive without sellers.

           7.  Sales is the top line of the financial statement.  It is the most important activity in any business organization.  There cant be no ap or payment of suppliers and employees without sales.  Thus it must be given top priority. It is the most important key result areas.   (Thus marketing and R&D are the two most important functions in any business.   Marketing to sell, and R & D to discover new products for the customers)

REMEMBER A BUSINESS IS AN ENTITY THAT CREATES CUSTOMERS. If the business is unable to gather customer, because it has not sellers, it is a natural consequence.

4.  Thus we need to relearn selling and be good at it.  There is no other choice.  THIS IS OUR LIFE. IF WE DO NOT DO THIS OUR BUSINESS FAILS AND ALL OF #6 DISAPPEAR. Let is be the best in what we do as sellers.


As a part of this organization, you must behave and act like you are member of the family.  You must care for and feel for the success and future of the family.  You must strive so that we will have sales, do not let sales go to competition.   If we do we will have less or no food on the table.  It is a duty and honor to serve your family.  Thus we strive at all cost to sell

5.  Cause and effect, Ishikawa, fishbone diagram for selling

     The CE diagram is a linear approach for discovering and finding solutions why there are problems in business like low sales and productivity.  We can have four fish bones (tinik) that hinder the purpose or outcome.  Then we can have stats on what are the top causes and focus on the said item to eliminate the hindrance and thus lead to greater sales.

Thus we can enumerate for example why our park is not selling that much:

Equipment:/Machinery

       Lack of vehicle
       No aircon and dirty vehicle
       No cooler in the vehicle
        Dirty and inoperable interment equipment
        AV for interment not working properly
                  DVD
                  Player
                  Loudspeaker
                  Amplifier
                  Wires
                  Mikes
         Videoke:

                  Loudspeaker
                  Amplifier
                   Song book
                   DVD
        TV in office for ads not working
        Tables, furniture in the office
         Chairs
         Hotel standards cr
         Irrigation equipment
         Cleaning/grass cutting equipment

        Carpet
        Lowering device missing, inoperable
        Trailers and 4x4 for interment
        /CP computer not working
         No internet;  no cp signal

Materials:

        Tarpaulin
         Leaflets
         Brochures
         For interment:

        flowers,
        epitaph,
        coolers
        24 balloons
         Ty card
         food
         drinks
         funeral pack
         memory board
         memory display
         memorabilia

Manpower:

       CSS I
       CSS 2
        CMO
        Sellers (Agents)
        ISG
        GT and GC

Methods:

      Product Knowledge
      Closing technique,
       Prospeting
       Handling objections
       Tarp and brochures lay out
       Recruitment of sellers
       Training
        Sales meeting
         CRM
        Processing of documents
        Payment of commission
        Sales Management
        Sales motivation and leadership
        Memorable interment
        Prompt delivery of documents
        Promotion
        Branding
        Below the line:

               Use of social media
               Events.
        TPM and regular inventory of equipment/machinery
        5s of chairs, motif, carpet, interment equipment



7 steps to successful selling by Brian Tracy

Building Trust And Credibility: 7 Steps To Successful Selling

 Sales Success  Ask Questions,  building trust,  effective listening

There are seven steps to the sales process. These steps have to be followed in a logical sequence, like dialing a telephone number, or you don’t get through. Ask questions, use effective listening skills, and answer any objections the customer may have and you will soon be on your way to closing the sale.

Selling out of sequence kills the sale. You can do all the right things, but if you do them in the wrong order, just like preparing a recipe, you will not be successful.

1. Prospecting

This is the process of finding qualified prospects who can and will buy and pay for your service within a reasonable period of time.

The key to excellent prospecting is to think through exactly what your product or service does to improve the life or work of your customer, then seek out people in the marketplace who want and need that benefit or result.   When you meet with that prospective customer, instead of talking, you ask a series of questions to determine in advance if this person is a “prospect” or merely a “suspect.”

2. Building Trust

Prospects today are overwhelmed with too much to do, and too little time. As a result of past experiences, they are skeptical, suspicious and often distrustful of salespeople and sales efforts.

FREE FINANCIAL REPORT: The Way to Wealth

The best way to build trust and rapport with customers is to ask questions focused on the customer and then use your effective listening skills throughout the conversation. Many salespeople talk themselves out of sales every single day but it is very hard to listen yourself out of a sale.

If you mention or discuss your product, service or price before you have established a high enough level of likability, trust, and credibility with a prospect, you will kill the sale. The prospect will tune out and will lose all interest in doing business with you. This is why you must be patient at the beginning and ask questions, listening closely to the answers, as a way of building trust.

3. Ask Questions

Based on the interviews with tens of thousands of prospective customers, this is the turning point in the sales process. It is only when you ask questions, carefully organized, to accurately determine that this person has a genuine need for your product or service, that the sale can proceed.

The best part is that, the more questions that you ask in attempts to fully understand the needs of the customer, the more the customer relaxes, believes you, and trusts you. The more the customer believes and trusts you, the more the customer believes that the product or service is the right one for him or her.

The Keys To Effective Listening Are Simple

First: Ask questions and focus on helping the customer.

Second: Use effective listening when speaking with the customer, do not interrupt.

Third: Pause before you reply to show the customer you are carefully considering his words or answers.

Fourth: Question for clarification. Ask “How do you mean?” before launching into your reply. Listen intently to the answers.

Remember, by using effective listening you are building trust. The more you listen to the answers to the questions you have asked, the closer you move toward a possible sale.

4. The Presentation

Your ability to present your product or service in a logical and orderly way is the “inner game of selling” where the sale is made. It cannot be left to chance.

Once it is clear that the prospect wants, needs and can benefit from your product or service, your job is to show the prospect that your product or service is the logical solution to his or her problem or need.

5. Answering Objections

There are no sales without objections. Objections indicate interest. You should write down all the reasons that a qualified prospect might give you for not proceeding with your offer, and then develop logical answers for those objections. When the customer brings up the objection, you pause, question for clarification, and then answer the objection in such a way that the customer is completely satisfied.

6. Closing The Sale

Closing the sale is a logical step in a professional sales process. You first assure that the customer has no lingering questions or objections and then you invite the customer to make a buying decision. This should be simple, straightforward and stress-free.

There are practiced, professional ways of asking for the sale that are ideal for different products and services. One of your jobs is to learn how to close the sale painlessly and professionally and move on to completing the paperwork and delivering the product or service.

7. Getting Resales And Referrals

The final step in the sales process is taking such good care of the customer that the customer buys from you again and again, and tells his or her friends.

The key to getting referrals is to “be referable.” Respond quickly to customer needs or problems. Ask for referrals after each customer interaction. Follow-up and report back to the customer with what happened when you contacted the referral.

The good news is that every salesperson in the top 10% today started in the bottom 10%. All sales skills are learnable. You can learn any sales skill you need to learn to achieve any sales goal you can set for yourself. There are no limits except the limits you place on yourself.

Your ability to sell more, better, faster, and more efficiently than before is the key not only to your personal success as a salesperson, but to the success of your company, as well.

Thank you for reading this article on building trust and using effective listening to grow your sales. By training your salespeople to ask questions and to become results oriented you can achieve ultimate success.  Please share this article with others and comment below!

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