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:
- 5 key patterns of the Aggressive Sales Professional (SUGBeK)
- 4 arrows of power communication (SHET)
- 7 steps of selling skills (CINYSAP)
- 6 rules of selling (NTPESF)
- how to build rapport (how to get kum cheng)
- 4 types of salesman
- Labor of love (Do what u love and love what u do by Che Det)
- 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.
- 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)
- S stand for Selling Strategies and Method
- U for Uncomfortable
- G for Giver
- Be for Best
- K for Know what people want
4 arrows of power communication (SHET)
- S for Strategy
- H for High Energy
- E for Eye Contact
- T for Transfer of Feelings
7 steps of selling skills (CINYSAP)
- C for Connection
- I for Interview
- N for Need (agreement on need)
- Y for You (promote you & your com)
- S for Solution
- A for Action
- P for Pour Cement
6 Rules of Selling (NTPESF)
- Client love to say No
- When he is Talking he is buying
- If client ask the Price. Don’t answer on the spot
- Check our Energy.Money is form of energy
- After u finished your presentation, Shut up!
- Ask Feeling questions
How to build rapport (how to get kum cheng)
- re-use his word
- friendly, smiling face
- ask question to encourage them to talk
- use sound to support
- say his name 5 times
- say thank you 3 times
Rapport does not need to be long.
4 types of salesman
- machine gun
- boring tape
- malu-malu
- 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:
- No failure, wrong result, change strategy
- I am a mental warrior
- You are your energy
- For things to change, I must change first
- I know I can be better
- No rapport no right to sell
Games that we learnt:
- change shoes (right to left and left to right)
- throw the poker cards into a bowl
- 3 types of hearts (S, M and L)
- change place
- change partner
- chair exact location
- time keeper
- point (RM) keeper
- find 5 people
- team cheers
Video watched:
- Che Det Labor of love
- Yoda Master Wisdom
- Tom Hanks rapport building
Audio:
- Gemuruh
- Fikirkan boleh
- 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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