It is about sales techniques for sellers at Holy Gardens Memorial Park. It is intended for sellers and marketers of memorial park who find difficulty in selling the park

1. How to be a Master Seller at Holy Gardens
Memorial Park
Sales and Marketing Tool Kit

2. You can ..
HOW?

3. Be on fire!

4. Believe in the product and the company and
the team

5. Know what you
want?!!
Determine your
rewards…

10. • College education for your
children?
• A dream house?
• Sala set dream package?
• A dream vacation?
• New appliances for the
house?

11. COLLEGE EDUCATION

12. DREAM HOUSE

13. LIVING SET SHOWCASE

14. DREAM VACATION

15. KITCHEN SHOWCASE

16. One or all of these can
be yours if your desire is
strong, hard enough!

18. ….and you are
willing to work hard
work and devote
lots of time…

19. Are you?

20. Do you want to
discover some of the
secrets in selling Holy
Gardens Memorial
Park?

21. Selling memorial
products/service is
very specialized type
of selling…

22. Not everybody is
blessed with the skills
to sell this type of
product.

23. There were top sellers in H
and L and condo business
but sold nothing when
recruited in memorial park
selling…

25. 1. Product knowledge
You cant sell something you
do not know, experienced, nor
own.
100% knowledge is essential

26. Main Value Proposition
A place where our
loved ones are
remembered in a
special way…

27. Why do they invest
in Holy Gardens
Memorial Park

28. Memorialization,
immortalization

29. To perpetuate the
name and legacy of
the deceased; to be
remembered by others
in eternity

30. 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)

31. As is writing a book or
making grants to
schools and
universities provided
they are named after
the donors.

32. 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….?

33. Many are in denial that all
that lives someday must
perish and leave his earthly
remains…
All must have exit
strategies.

34. A place where our
loved ones are
remembered in a
special way…

35. 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…

37. 1.Assignable
2.Transferable
3.Loanable up to 50% of purchase price
4.Unique and memorable interment service
5.Excellent customer service
6.When covered by CAPF, with return of
payments; and amortization deemed paid in
case of untimely demise of buyer. ( T & C
applies)

38. 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

39. 2. Effective networking for results:
1. All your Ks - kamag-anak, kaibigan,
kapamilya, kakilala, kontak
2. Former customers
3. Former colleagues;
4. Fellow sales execs

40. 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 friends
5.Be reliable

41. 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?

42. Not everybody likes or buys
your products - suspects vs
prospects.

43. Traditional sales
tactics like text
blast, leafletting in
malls might not
work

44. Social media is the new
tool kit of marketers

45. Prospecting at
interments and
paburol. They
work!

46. Casting your net
far and wide?

47. Focused prospecting – quality
prospects (focusing on PTM)

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

49. What to master:
1. Emotion
2. Habits
3. Perception of the world/people
4. Handling objections
5. Handling failure conflicts/frustrations
difficulties
6. Attitudes
7. Time management
8. Managing your sales territory

50. 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

51. 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

52. Managing the sales territory:
1. Area covered
2. Number of prospects
3. Schedule of coverage
4. Schedule of visits/calls to existing
customers;
5. Competition
6. Assignment to downlines
7. Targets and timelines
8. Expected income

53. 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

54. 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)

55. 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;

56. People buy; they are
not sold

57. People buy in his time;
they can not be
rushed

58. Look for the buying
signals (or when
they are not
interested)

59. The prospect will
buy when:

60. 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 downpayment
5.Terms, service, warranties

61. Go for the kill;
CLOSE THE SALE.

62. 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

63. 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.

64. 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.

65. List down other
methods of closing
that you can think of

66. 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

67. 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

68. How will you handle
your own
objections?

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

73. Other tips/secrets for
successful closing sales

74. 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

75. Be helpful - help out
your customers if he has
problem (Sewell says
treat your customer as if
he was friend

76. Be visible - Attend the
socials, invitation of
customers and be
sure to bring food,
wine, or inexpensive
gift

77. 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

78. 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

79. 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.

80. Plenty of support
1. 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

81. Competitive
commission
rates

82. Allowances for
tenting/sales
meetings

83. Rewards and
recognition for sales
and achievement.

84. Specially prepared for
Holy Gardens

85. THANK YOU!
HAPPY SELLING!