Jaslinah presented on Power Communication and Power Closing before she explain the skills on how to handle clients objection especially during market crisis.

I start thinking if we can have all this skills earlier on, we will be able to close more clients. And actually all these skills are learnable. It is like when we learn how to calculate 1+1 = 2. It is difficult at first. But now if someone don’t know that the answer is 2, you will think he is stupid. It is so easy. As my education and career background in engineering and IT, I feel like learning the human skills also have some science in it. There is a step-by-step to approach people.

If you didn’t come to the training for some reasons, you must copy the presentation materials with your colleague or Farehin. I told the class that this training is worth RM2,800 outside. Jas has summarised the RM2,800 course that I’ve attended last Saturday till Monday in a brief and easy-to-understand. Imagine you get this training for no cost with special tea break FREE lagi. Materials pun tak payah bayar. The more you give, the more you get. That’s one of the reason why the rich get richer. They give more and more and they will get back 10 times what they have given.

Aaha…Look for our next training this Saturday 29-Nov-09 2pm to 5 pm at Public Mutual Training Room Level 2 Cheras. The topic is Telephone Techniques which include a recommended scripts on how a unit trust consultant/agent or perunding unit amanah can start communicating to his/her prospects.

As usual we start the Unit Trust Seminar at 11:00am in out office at Public Mutual Cheras. Initially only one person came to listen to our seminar on ways to become a business owner. What a challenge… It seems like many people have feel the impact on global financial crisis and follow the behaviour of majority. I like the style of Tony Fernandes on how he build his business. He always go against the crowd. While majority of airlines cut their routes and their staff, Tony do the other way round.

Alhamdulillah, in the middle of our presentation another 3 people came. So 4 people in total. Ukh..ukh. I still remember during bull market, there are more than 10 people come to our seminar to become unit trust consultants.

I would like to share that many of successful businesses today were build during crisis for example AirAsia, Microsoft etc etc. Even Warren Buffet tells us “be fearful when others are greedy” and “be greedy when others are fearful”.

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Arif is running a weekly Saturday (11:00am-12:10pm) FREE seminar on How & Why We Want You to be a Unit Trust Consultants which include comparison of unit trust companies in Malaysia. It is good for you to know the unit trust industry before you join any company as an agent. We limit each seminar for 10 participants only as there will be many questions from participants to be answered in a limited time. Kalau tuan/puan/cik nak hadir, daftarlah SEKARANG di http://seminar.myunittrust.com

Come on all Unit Trust Consultants (Just Group). Don’t miss the 2nd last training of 2008. Tomorrow 22 Nov 08 2pm to 5pm at Public Mutual Cheras. We will show you How to Handle Objection especially during financial crisis.

And don’t forget also our weekly Unit Trust Seminar tomorrow 22 Nov 08 start at 11am and finish at 12pm same place. We will share how you can move from employee to business owner. How you can build your own business with strong support from the group. Have you ever thought of having your own franchise business model. Register at www.myunittrust.com/seminar/index.html 

I’ve been away from 7 to 10 Aug 08 for a trip to Jakarta. 4 days & 3 nights there listening to Maulanas or Ustazs bayan (speeches) on the real success that we should track and follow. About 80,000 plus crowd around the world attending the ijtima’.

For many, success is like beauty. It is to the eye of the beholder. Some people says success is when you have a big car, big house, beautiful wives and so on and on. But Maulana says the real succcess is when you enter into Paradise. It doesn’t matter whether you have or you don’t have those big items. If success is due to those things many people would love to chase on, sympathy to the poor people because they can’t get success. And the fact that in the Paradise, the are many poor (in this world) than the rich (in this world). I am not saying you to become poor. I am saying we’ve got to let our brain to think far beyond this world.

What is the meaning of all the things that we have, that one day it is sure will be demolished. Either we will go first or our belongings go.

This message should be published earlier, but I’ve overlooked until my loved one asked me why I didn’t publish it. It was written somewhere in mid Aug 08 just after I came back from Jakarta.

I like the way Dr Lawrence conduct and control the seminar. There is small CHALLENGE early in the morning that when we enter the seminar room, register to the seminar, and have our seat, we need to fill in the blank of sentences in the workbook based on the posters pasted on the wall. 

My first group consists of me (Arif), Eddy, Paramjeet and Alka. Then we have our new group of me, Rosman, Nik and Puspa. They are from Avon company. Only two are unit trust consultants. One from Public Mutual and another from CIMB Wealth Advisor.

Jess open the seminar and introduce Dr Lawrence. Lesson One, try something different from others. When Dr Lawrence is introduced, he didn’t come forward but he plays a few selected movies (may be 80 movies) that are blended and refreshed to create SYNERGY and ENERGY, that remind you something, that associate you with something you have seen before. These create and generate interests, transfer the FEELING with energy. After that, then Dr Lawrence comes forward. But, he did not repeat to say I am Lawrence bla.. bla.. blaa… Great introdution. The gist of  his introduction is ENERGY. The Energy to excel = money. Passion begins with an absolutely positive mind.

Lesson Two, starting today we should have “NO COMPLAIN, NO BLAME, NO GOSSIP & NO EXCUSES”. Anything happen, it is my fault. Can you say it. ” Anything happen it is my fault. Lesson Three, He likes to repeat the words he said so that the audience follow him. This is called an AAP. An Active Audience Participative program.

Lesson Four, when we open our mouth, we must make sure that we add value to our listeners. Our word must have ENERGY. We must have PASSION to add value to others.  We must have PASSION to add value to our clients. We must have PASSION to add value to our unit trust consultants. We must have PASSION to add value to our loved ones. We must have PASSION to add value to our TEAM. We must have PASSION to add value to our …

Lesson Five, when we repeat something many times, it became habit, it became behaviour. It became PATTERN. What we need is change PATTERN. Many people have the knowledge, but they don’t have the PATTERN. We don’t want to know the theory. We want to learn the TECHNIQUES.

Lesson Six, he tell stories. The first story is about the King that would like to find a TEAM to build his new castle. Before he continues, he asks the audience ” Do you like to listen to a story? … He waits for the response from auudience… The idea is that he succcesfully get the audience participated automatically.  Furthermore, he wants the audience to say YES.

Lesson Seven, get small YESss before you get BIG YES!

Lesson Eight, by telling stories, you attract your audience. Your audience will easily remember stories than numbers, remember stories than theories. STORIES vs THEORIES. STORIES stores into your memory.

Lesson Nine, when he tells stories, he also use his hands. STORIES, hands movement and asking audience to guess what he is goig to say helps audience to remember deeper.

Lesson Ten, after the any new things he showed us, he wants us to discuss in our group on what we have learned from that, or what dou think the best point to have from many points that he presented. You see how he creates the environment so that people use their brain and discuss. This is brainstorming.

At the end of the frst day seminar, we have been given homeworks, 1. to call at least 3 people, read 2 chapters of his book, write we have learnt on the first day. Read and underline the notes.

In summary what we’ve learned (by the way our group name during the training is BOLOS) on the first day are:

1. 4 arrows of power communication (SHET)
2. 7 steps of selling skills (CINYSAP)
3. 4 types of salesman
4. The seminar is high-energy action-packed seminar which emphasise in audience participation, games, stories, example, team work, focus, alert, creative, read posters etc

4 arrows of power communication (SHET)

1. S for Strategy
2. H for High Energy
3. E for Eye Contact
4. T for Transfer of Feelings

7 steps of selling skills (CINYSAP)

1. C for Connection
2. I for Interview
3. N for Need (agreement on need)
4. Y for You (promote you & your com)
5. S for Solution
6. A for Action
7. P for Pour Cement

Rules of Selling (NTPESF)

1. Client love to say No
2. When he is Talking he is buying
3. If client ask the Price. Don’t answer on the spot
4. Check our Energy.Money is form of energy
5. Ask Feeling questions

4 types of salesman

1. machine gun
2. boring tape
3. malu-malu
4. jual murah

It doesn’t matter where you are coming from, if you were machine gun - you need to know that now is to change to better salesman (an XO consultant).

Besides the points above, all participants need to recite and memorise all posters pasted on the walls. Whenever there is a break, we recite it in front of the facilitator to get points. We also have our team cheers

Among posters that I remember:

1. No failure, wrong result, change strategy
2. I am a mental warrior
3. You are your energy
4. For things to change, I must change first
5. I know I can be better
6. No rapport no right to sell

Games that we learnt:

Video watched:

Audio:

1. Everything I do, I do it for you

We must have our sales culture oin our team i.e.:

1. we must be prepared
2. no blame, no complaint, no excuse
3. leader must take charge to ensure his membes are all prepared
4. no failure, wrong results - change strategy