How to be a Master Seller at Holy Gardens Memorial Park

Sales and Marketing Tool Kit

You can ..

HOW?

Be on fire!

Believe in the product and the company and the team

Know what you want?!!

Determine your rewards…

• College education for your children?

• A dream house?• Sala set dream package?• A dream vacation?• New appliances for the

house?

COLLEGE EDUCATION

DREAM HOUSE

LIVING SET SHOWCASE

DREAM VACATION

KITCHEN SHOWCASE

One or all of these can be yours if your desire is

strong, hard enough!

….and you are willing to work hard

work and devote lots of time…

Are you?

Do you want to discover some of the

secrets in selling Holy Gardens Memorial

Park?

Selling memorial products/service is

very specialized type of selling…

Not everybody is blessed with the skills

to sell this type of product.

There were top sellers in H and L and condo business but sold nothing when

recruited in memorial park selling…

1. Product knowledge

You cant sell something you do not know, experienced, nor own.

100% knowledge is essential

Main Value Proposition

A place where our loved ones

are remembered in a special way…

Why do they invest in Holy Gardens Memorial Park

Memorialization, immortalization

To perpetuate the name and legacy of the deceased; to be

remembered by others in eternity

This is an inherent need to be recognized and remembered –

practiced by the Pharaohs of Egypt and (even by politicians). The pharaohs had pyramids built to prepare their immortalization. (Politicians have buildings named after them while still alive using

people’s money)

As is writing a book or making grants to

schools and universities provided they are named after

the donors.

You worked so hard since birth, studying, working, making great achievements, and after all is said and done, the earthly remains shall be with the masses to be

with the wild grasses to be forgotten…. will that happen to you….?

Many are in denial that all that lives someday must

perish and leave his earthly remains…

All must have exit strategies.

A place where our loved ones

are remembered in a special way…

When the price of a memorial park and services are quoted, many prefer the cheaper ones. If they

were our parents, surely their services and the money they spent on our growth education, nurturing will be about 100x more than the memorial we will build for them…

1.Assignable2.Transferable3.Loanable up to 50% of purchase price4.Unique and memorable interment service5.Excellent customer service6.When covered by CAPF, with return of

payments; and amortization deemed paid in case of untimely demise of buyer. ( T & C applies)

Holy Gardens Memorial Park Group is a recognized leader in memorialization; with 11 offices and 31 years history

Please visit: www.holygardens.group.blogspot.com

www.facebook.com/holygardensgroup

2. Effective networking for results:

1. All your Ks - kamag-anak, kaibigan, kapamilya, kakilala, kontak

2. Former customers3. Former colleagues;4. Fellow sales execs

Networking:

1.At least 1,000 entries in your phone books;

2.Contact them regularly; be of help to them;

3.Not contact them when you just need them;

4.Treat them like friends5.Be reliable

Qualifying and establishing rapport

1.Who is your Primary Target Market (PTM)?

2.What is their profile; where can they be found?

3.What is the buying behavior; what are the needs?

4.“Ano ang unique about the PTM – ano ang kiliti?”

5.How do you connect and win their trust?

Not everybody likes or buys your products - suspects vs

prospects.

Traditional sales tactics like text

blast, leafletting in malls might not

work

Social media is the new tool kit of marketers

Prospecting at interments and paburol. They

work!

Casting your net far and wide?

Focused prospecting – quality prospects (focusing on PTM)

III. Self mastery - change yourself, master yourself and you will conquer the world, especially selling

What to master:1. Emotion2. Habits3. Perception of the world/people4. Handling objections5. Handling failure conflicts/frustrations

difficulties6. Attitudes7. Time management8. Managing your sales territory

Time management

1. Planning your itinerary: prospecting, setting appointments,

tripping, follow up and closing

2. Greetings to the customer;

3. Attending sales meetings

4. Self improvement

IV Mastery of sales techniques

1. Setting up of appointments – getting past secretaries, spam detectors, security

guards;

2. Making the initial contact

3. Establishing rapport

4. Making the sales presentation

5. Closing

Managing the sales territory:

1. Area covered2. Number of prospects

3. Schedule of coverage4. Schedule of visits/calls to existing customers;

5. Competition6. Assignment to downlines

7. Targets and timelines8. Expected income

Getting past the check points:

1. Befriending secretaries and security guards

2. Some little gifts;

3. Persuasive communication

4. Some white lies - using people of authority to access the buyer

Sell when the prospect is not busy:

Most sales person sell when the prospect is busy;

Most prospects are sold when they are not worrying preoccupied with their work:

Sundays, holidays, and after office hours

(Carl Sewell was right - be available after office hours, and even holidays and Sundays)

Establishing rapport - prospects buy when they buy from friends and not from strangers

1. Find commonality with the prospect – province, school, educational background, interests hobbies

2. Try to agree on many things and get him to say yes as well;

3. Many things in the office or home will tell you what are things that you can connect to: diploma, art works, memorabilia, furniture,

photos, photo albums

4. Dale Carnegie says be genuinely interested in people

5. Research the life of your prospect. Try to know about him before you make the sales call;

People buy; they are not sold

People buy in his time; they can not be rushed

Look for the buying signals (or when

they are not interested)

The prospect will buy when:

1.He she asks a lot of questions;

2.When he/she objects;3.If people they know bought

all ready;4.When they ask about price

and downpayment5.Terms, service, warranties

Go for the kill; CLOSE THE SALE.

Closing the sale – it is a proactive way of asking the customer to sign the

Sales Order Form or make the down payment.

It is a CALL TO ACTION

Some examples of closing:

1. No fear closing - the reservation will be returned to you in case you change your mind. But thousands have bought our

product and there have been no regrets.

2. It is now or never close - we will cover another area, or new itinerary next week, and when we come back, this lot may no

longer be available.

3. Just for you closing -This lot will be reserved just for you Mam. It is a prime location and you are lucky that this is still available. It was given up by former customer. When it is gone, it is gone.

Your “friend/relative just bought a lot” closing… Using envy as a tool, try to persuade to buy not be left behind

We will increase the price next month closing. Believe or not, this has closed many sales than any other technique.

List down other methods of closing that you can think of

Handling objections:1. I will consult my spouse first – A. Let us set a joint

presentation with your wife/spouse. Or may I know your concern – I may be able to address those

2. Let me consult my lawyer accountant first. - Certainly you have good lawyer/accountant sir. However, when it comes to memorial park, the best person to answer your concern is right in front of you. I know of a lawyer whose father also a distinguished lawyer was buried in a municipal cemetery, devoid of the honor and memorial that was due him

3. Come back next week – The presentation you made is reduced by 50% daily after it was made. By next week, he does not remember a thing. Encourage the prospect to clarify things. You do not have to come back next week. He may not really buy.

4. It is too expensive. As you know sir/mam, all good and beautiful things cost money. Cheap products lack quality. Holy Gardens Memorial Park may be pricey, especially the service, but every centavo is worth it, especially when your relationship with your loved ones, and the memorial you build around them is priceless

How will you handle your own objections?

If you cant handle objection, you cant close a sale.

Other tips/secrets for successful closing sales

The note/sms that goes a long, long way

1.Thank him for the sale;2.Greetings on important occasion. Maintain

a notebook/event scheduler for those important occasions; (or maybe like a birthday at FB, or other events related to your buyer/customer

3.Electronic greeting cards;4. Inspiring quotes

Be helpful - help out your customers if he has

problem (Sewell says treat your customer as if

he was friend

Be visible - Attend the socials, invitation of customers and be sure to bring food,

wine, or inexpensive gift

Be good and do good.

Protect your integrity. Join volunteer groups and social groups

helping others. It will give you good contacts and build your reputation as person of good

integrity. Avoid associating with persons of dubious character and

moral. Avoid ABC vices

Benefits, value of being part of the Holy Gardens team:

1. Competitive commission rates, opportunity to be promoted through sales performance and recruitment

2. Allowances for attending sales meeting, recruitment, and tenting;

3. Gifts for more sales

4. Opportunity for training and sharing at sales meeting

5. Recognition for job well done

Branding counts.

Holy Gardens Memorial Park plots and services are easier to sell because of branding and pleasant experience of the market with the brand.

Plenty of support1. Training and mentoring

2. Efficient processing of commissions

3. Prompt handling of complaints;

4. Park beautification

5. Transportation (when available)

6. Social media

7. Rewards and recognition

Competitive commission

rates

Allowances for tenting/sales

meetings

Rewards and recognition for sales

and achievement.

Specially prepared for Holy Gardens

THANK YOU!

HAPPY SELLING!