As I have attended
the John Calub seminar last week, I came to realize that as a marketing
graduate, my knowledge gained from the University is really not enough compared
to the knowledge that I will be learning
after school. And thru joining such prestigious seminar of John Calub, I can
feel that I am rich....Rich to the power of knowledge…
Here
are the important things that I have learned during the seminar:
Selling- is the ability to make known of
your product or services to people, it is creating the desire, opportunity and
interest.
Professional Selling- is creating the best
interest of the other people, achieving the visions which are the customers or
the clients. Making your customers, your greatest priority.
The Sales Processes:
1.
Prospecting
2.
Contacting
3.
Qualifying
4.
Presentation
5.
Handling Objections
6.
Closing
7.
Referrals
SALES SUCCESS PRINCIPLES
1. ASK, ASK, ASK
So much to gain, nothing
to lose. (magtanong ka! Walang mawawala kung magtatanong ka!)
2. REJECT, REJECTION &
FAILURE
Rejection is not a person
it is just an event. There is no such thing as failure, it is just a
result. If facing some rejections from
selling, don’t just quit… just let it go.
Remember the 4SW’s:
SW-some will,
SW-some won’t,
SW- so what?
SW- someone’s waiting!
BUYING SIGNALS
ü
Watch out for buying signals
a.
Verbal Buying Signals
Ø Asking a lot of questions-interested to buy
Ø Slows down the face- satisfied with the product information
Ø No reactions when you already write something on the order or
reservation form-
b.
Body Language
Ø Leaning slightly forward
Ø Sitting on the lid of chair
Ø Cross hand/ cross legs body languages
Ø Hands on the elbow
Ø Head scratching
Ø Head noggin (affirming)
ü
When asking the final decision.
Asked question
then listen. (Shut up!)
“He who asked the
last question is always the person who controls.”
HANDLING OBJECTIONS
“OBJECTION is
simply a request for more information.”
A.
Feed it back – repeat what the
customer says. The customer will trust you if they will know that you are
listening. “Lowering the defense wall”.
B.
Isolate -- Identify exactly what the problem is.
Like price or location.
e.g. “Yun lang po ba ang problema?”
C.
Agree –“The customer is always
right.” Customer’s natural reaction is to disagree, if you do not agree, this
for sure will causes an argument.
D.
Probe— Asked the customer of
what makes them disagree.
e.g. “Bakit po ba kayo namamahalan? Base po ba saan yan?
E.
Answer—Presentation materials,
evidence, facts, example exhibits, statistics, product study, testimonials.
F.
Confirm—if you have already answered
his objections then you have to ask them if they are satisfied with your
quality explanations.
Test
Closing Questions
1.
Tie Down – Demands “YES”
answer. Don’t asked question for an open-ended answer.
e.g. “Kahit naman
po mahal sa amin, kita naman po na maganda talaga yung service, di po ba Sir?”
2.
Inverted Tie Down -- Placing
the tie down question on the beginning of the statement for more warmth.
e.g. “Di po ba Ma’am, maganda
talaga yung unit?”
3. Alternate Advance—a question with two
choices of answer but both can give good benefits to the company.
4. Involvement Question—identifying the hot
or cold buyer. Find a question that you can be sure that your customers already
own your product or services.
5.
The Porcupine-- a question with a
question to keep control and lead to your next close.
6. The Sharp Angle -- the question that
gives gratitude.
CLOSING
It is about helping the
prospect in making decisions that is good for them.
“Closing Paradox” -
opening a new income for your company.
CLOSE THAT SALE
Reduction to
Ridiculous – Breaking down the amount to inverted terms to get the daily
amount.
e.g.
Instead of giving the customer the huge amount of total lot price, give them
the computation of monthly terms. (Monthly amortization)
Oblique
Comparison – Give an idea of something the buyer can do or give up in doing for
that amount.
Positive
Reframing – Shift back prospect attention and focus to the benefits.
OTHER POWER CLOSES
Ø Bring in the brass – Bring in someone in higher up
authority from your company.
Ø SPECIAL PROMO – Presenting the promo’s at the last stage of selling.
Ø SOMETHING OR SOMETHING – Present the final decision and follow up
alternate of choice. (“asked questions
na walang lusot”)
Ø FORCE ERROR – Always bring a reservation form.
If the prospect corrects you, it’s a positive sign. If
they resist you to write his name, then better keep your reservation form.
Ø PROS AND CONS – take a paper and pen then work together with your clients on
determining the pros and cons.
Ø HIGHER AUTHORITY CLOSE – Choose several clients with much success.
Ø APPEAL TO PRIDE - – Paint a picture of the prospect occupying a place of pride. Show the best of your presentation at the
end.
Ø FUTURE DATING – if the customer is not ready to buy your product then pin his name,
number and address. Then make a follow up some other time.
Ø DOORKNOB CLOSE – 5% chance/Grab. Make a little drama if you can’t really make a sale.
Asked something that the customer will be affected from. Because according to
the survey, 80% of the Filipino’s affects when they turning something or
someone down.
Ø APPEAL TO EMOTION – Use the Emotional Intelligence Theory.
ELLA S.A. Paterno
A/R Assistant
