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

2nd day of ASP training. Early in the morning, essay about Day 1 lessons is vetted by the facilitators. Azizah punished those who complain, did not arrange their seat properly and those who did not wear the name tag.

Lesson learn: when you do sales:

1. you 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

We practice & role play the 7-Steps of Selling Skills (CINYSAP) and use 4 Arrows of Power Communication (SHET)

We learn the 4-quadrant of people i.e. King, Warrior, Magician and Lover

During lunch break, we were ask to exchange call card to prospect as many as possible

We learn the Verbal Taichi

Share stories and tell about our dream.

Our homework for the 2nd day are:

1. to call our 3 persons that we love and tell them thank you for …
2. to prepare goals book

One of the homework given today for training I’ve attended 6-Nov-08 (Aggressive Sales Professional) conducted by Azizah Saad and Lizaimi is to recap what we have learnt for today and present it to them tomorrow morning. Our group members are Arif (me), Rozita, Hana, Hasliza and Khalil.

The training is about how we can be a better unit trust consultant. How to move from a lousy behaviour to an Extra-Ordinary behaviour. Many people join unit trust industry and they come from a wide range of background. Many of the time their previous experience does not equip them with necessary values to be a successful a unit trust consultant. Fortunately these values are all learnable.

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

1. 5 key patterns of the Aggressive Sales Professional (SUGBeK)
2. 4 arrows of power communication (SHET)
3. 7 steps of selling skills (CINYSAP)
4. 6 rules of selling (NTPESF)
5. how to build rapport (how to get kum cheng)
6. 4 types of salesman
7. Labor of love (Do what u love and love what u do by Che Det)
8. Star Wars Yoda Wisdom - try not. Either do or do not. All is in your MIND. Look at the ENERGY. If we don’t do, somebody else will.
9. The seminar is high-energy action-packed seminar which emphasise in audience participation, games, stories, example, team work, focus, alert, creative, read posters etc

5 key patterns of the Aggressive Sales Professional (SUGBeK)

1. S stand for Selling Strategies and Method
2. U  for Uncomfortable
3. G for Giver
4. Be for Best
5. K for Know what people want

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

6 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. After u finished your presentation, Shut up!
6. Ask Feeling questions

How to build rapport (how to get kum cheng)

1. re-use his word
2. friendly, smiling face
3. ask question to encourage them to talk
4. use sound to support
5. say his name 5 times
6. say thank you 3 times

Rapport does not need to be long.

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.

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:

1. change shoes (right to left and left to right)
2. throw the poker cards into a bowl
3. 3 types of hearts (S, M and L)
4. change place
5. change partner
6. chair exact location
7. time keeper
8. point (RM) keeper
9. find 5 people
10. team cheers

Video watched:

1. Che Det Labor of love
2. Yoda Master Wisdom
3. Tom Hanks rapport building

Audio:

1. Gemuruh
2. Fikirkan boleh
3. Exercise

Other things we learn is the interpretation of market share that Public Mutual holds roughly 40% of unit trust market share within Malaysian private unit trust companies. When we meet our prospect client, we may say out of 100 people that invested in unit trust, 40 will choose public mutual. How about you…

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Arif and his team are conducting a FREE one-hour Saturday morning
seminar on how they can help you shift from Employees Mentality to
Business Owner Mindset. FREE yourself from 9-5 job and listen to the
huge opportunity to grow as an entrepreneur. Register NOW at www.myUnitTrust.com/seminar.