How to increase sales by using Biblical Principles by Michael Q Pink Chapter 6, 7, 8

Providing outstanding amazing values through process clarity and improvement 

 

Chapters 6, 7, 8

    6.  Main value propositions and making a lasting first impression on you sales call

    7.  Asking questions and  discovering  prospects pain 

    8   Handling objections and closing the sale, negotiations

   DISCUSSIONS

   6.  Main value propositions and making a lasting first impression on you sales call

       1. Your MVP is the value you sell and provide to the customers.  It gives him/her  GAIN AND REDUCES AND OR REMOVE THE PAIN

       2  What is the  gain for a MP business  by the prospect-  setting loving and honoring memories at higher level  how:

                                1.  Paved roads, landscaping and lights, security

                                2.  Ceremonies during interment with music, flowers memory board, dalaw paburol

                                     markers

                               3.   Tributes and obits  

                               4.  Value for money in interments -  not basic - with merienda  (sana ginawa ninth and 40th day food giving )

                                                   

                               lessening pain              -   lessening grief, lessening insecurity by not having a plot during unexpected moments

                               1.  Insurance on balance if insureable, beyond contestability period, no pre existing conditio

                               2.  Great financing deals:    low dp, low monthly installments

                               3.  All legal and legit

    Making a lasting first impressions and control the sale: conversation

                            1.  You are supposed to control the sales transaction;  you are in control, you are the authority

                            2  You gain it in the first 4 seconds of meeting the prospect.  How?

                                                  1.  Dress well

                                                  2.  Know to speak well

                                                  3.  Be an expert:   100% product knowledge, memorize;   know the answer, be ready with brochures or

                                                      docs,  load in theh tablet or lap tap

                                                 4.  Arrive before time

                                                 5. Be the sharpest guy in the room

                            3.  Control the first 4 minutes of the presentation.   Impress gain trust on you, your product and the company

                           4.  Gain the attention of the prospect: with remarkable hooks:

                               1.  If you buy now at P85K, PRE NEED, YOU SAVE 36,000.   Our at need P121,000.

                               2.  We have a 3 monhs to pay dp;   pay P4k now to reserve, and 4K++ for the next 3 months.

                              3.  If you buy 4 lots, the 4th lot will be discounted at:

                              4.  If you buy GE now, we put in free the 12th lot (or free interment

  

    7.  Asking questions and  discovering  prospects pain 

                 Leading questions to lead to closing:   (Leading questions are prohibited in the court of law although yes or no  lang allowed)

                 Like leading a horse to a well so it can drink water (the close)

                 The questions should be simple, aimed, leading and timely

                       1.  Kailan po ba ninyo naisip bumili?   

                       2. Meron na ba kayong nakausap?

                       3.  Ano  ang balak ninyo:   gagamitin resale for profit?   Investent

                       4.  Para po ba sa family or angkan

                So that you can propose a solution/course of action.  It will be different if there for a family of four only or if it is a clan almost size of barangay

                      5.  Future needs po ba or soon

                      Discovering pain:

                      1.  Bakit po idinelay ang decision?

                       2.  Preferred payment mode po:   Credit card, cash, or installment

                      3.  Ano nakikita po ninyong balakid sa tranaction na ito

    8   Handling objections and closing the sale, negotiations

        Handling objections:

       1  Restate the objection

          "Matagal ang pagbibigay ng titulo?   Yon po ba

      2  Empathize    

          Tama po nariinig ninyo   Naddress na namin may forms na po kami at inaasikaso na ito.

      3.  Deny or offer solution

       Causes of objections:

            1  Lack of certainty   little information about price, product features, warranties etc.  Restate, explainn some more

            2.  Over the budget  - offer financing options or move on.

           3.  Lack of authority  - determine who can decide

           4.  Lack of features:   baka 2x interment hanap, single interment lang

          5.  Lack of need;

           6.  You

                    1. Lack of :

                           1.  Trust

                           2.  Rapport

                           3.  Respect  (the prospect got control of the narrative presentation

      CLOSING THE SALE  it should be result of intense questioning much similar to an MD diagnosing the patient.  Logically and sequentially

                  the next step is closing the sale, like writing the RX (the prescrition.   )

      1.   Restate the need;

      2.  After asking the question retate the solution that was brought up in the question period

                1.  Need analysis, evaluation

                2.  Conclusion

                3.  The docs, what plots etc, dp, when magbabayaran 

                4.  Nakita na ba lote

                5.  Signing docs/or for the payment

                6.  Delivery of docs, setting up the accounts

    NEGOTIATIONS 

          This applies to deals, and not often in selling because there i much process ingrained in selling process  However there are some tips

               Basic principles:

               1.  Everything is negotiable;

               2.  Win win

               3.  Good better best

               4.  Agree to agree, disagree to agree

               5.  Undertand the goal of the other party

               6.  Its like a game of chess;   for every piece there is an exchange;  give up a piece but demand something in return;

                    Nothing is free lahat may kapalit

               7.  Place more emphasis on the character of the other party rather than the numbers

               8.  Avoid military men or govt  officials   They are abusive and want more.    The corrupt environment has made it so

               9.   You have to rely more on trust respect and rapport

             10   The expert the certain guy, the guy who knows his numbers win.  

           

  

On Fri, Jun 19, 2026 at 12:13 PM Jorge Saguinsin <jorge@holygardens.ph> wrote:

UPPING SALES OUTPUT EXCELLENT SALESMAN BY MICHAEL PINK.... Contd:

        Chapters 2, 3 4 and 5

        Chapter 2.   Planning

        Chapter 3.  Building rapport, respect and trust

        Chapter 2

             1.  Before you can sell effectively, you must PLAN.   Planning isi imagining how things will play out under your control and direction

                  It is drawing a road map of what you will pass in your "planned journey"

                  It is anticipating things that will go right and wrong and being PREPARED.

                  It is preparing.

                 It is like preparing for a wedding.  All details 5w and 1h are thought true, listed  and acted upon

          2.  What do you plan for in selling:

               1.  Who is your primary target market?   Who is the prospect?  What is the profile.  Knowing this will save you time and effort

                    You call only on prospect who is most likely to buy.   You dont call on juveniles who like your FB post or scammers

              2.  Where do they live?  How do you access them?  You explore your channel

             3. Planning begins with the end in mind:

                 What is your target sales?   For the day, week, month, qtr, semester and year?

                 From there work back

            4.  What are the 4 ps to plan for:  COMPARED VS COMPETITOR

                 1.  Product -  location of the plot, lot number, block number  (HOW DOES THE COMPETITOR SITE COMPARE WITH OURS)   Are their features

                                       better than us

                 2.  Price:

                         Spot cash

                         Other discount available

                         DP, Monthly amortization   term:   1 2 or 3 years

                       HOW DOES OUR PRICING:   DP MA COMPARE WITH  THE COMPETITORS .  Are we better or worse/

               3   Promotions

                      What aid do you need to create awareness:    Google:    Google ads, blogger posts:    best pictures, videos

                                                                                                FB and Instagrams, DM

                                                          outdoors                       Tarps, 

                                                          activities                        Dalaw paburol, promo during dalaw paburol, leaflettign during interments

                                                                                                Exciting and one of a kind, complete interment

                                                                                               birthdate and death date anniversary activities

                                                          events                          mothers day, fathers day, fiesta, Rizal day, National Heroes day, Christmas, Undas

                                                         special deals                are there flash sale, combi, package, other frees that you plan regularly

               Your sales talk:   you have to prepare a script, memorize it if possible so that you can effectively and effeciently sales  If your are certain you will sell

               You must appear as an expert and be certain of what you are selling

                          1.  Your benefits   what are the benefits to be derived from your product,   What are your advantages?

                          2  Product features and types:

                              Lawn -     what are available, measurements, how many bodies, exhumantion,  price:   dp, ma, comparison with competition

                             SSN                                                   "

                             GE 

                        3.  Process:   on this sales, how do you close this;  docs to be signed:   reservation, ppa

                        4.  Generic advantages and reasons why you buy a memorial park NOW:

                                   1.   Someone who lives dies, its an eventuality, it a certainity;

                                   2.    Prices get higher

                                   3.    Supply is limited so buy now

                                   4.  Not many are building memorial park

                                    5.  We need a nice place to honor and show our love for dearly beloved

                        5  Why Holy Gardens?

                           1.  Dozen location nationwide

                           2.  40+ years in the business

                           3.  Constant innovator

                           4.  Amazing interment

                   4.  Placement

                           1.  SEAD

                           2.  Recruitment

                          3.  On line selling

                          4.  Guidelines

  CHAPTER 3   RAPPORT

         To start the sales process, you must connect with the prospect.    You have to talk and hook prospect:   face to face in calls, leafletting, at interments and

          paburol  If you dont connect, you have no prospect you cant sell.   Start of rapport:   dm, instagram, tiktok, text.  You must answer the phone text or call

          ASAP NOT LATER THAN THIRD RING

         RULES:

       1.  3CS (MENTIONED ELSEWHERE)     1.  Commonality   2.  Compliment    3   and being curious (interested in the prospect)

      2.   Being equal, the prospect will buy from you if they can connect, or they like you

      3.  They  mu st like:  

          YOU

          THE PRODUCT

          THE COMPANY

         (What are the things that could like about the 3 abovementioned?)

     4.  Some suggestions:

         1. Kill them with love; and kindness

         2. Be positive even if they no or disagree;  find areas of agreement, like agreement to disagree

         3.  Be loyal and emphasize long term;

         4.  Exude confidence and enthusiasm

         5.  Be humble;  ask questions; listen

         6.  Win/win for everyone 

         RESPECT

         1.  You earn respect you cant demand this;  respect begets respect

         2   Be knowledgeable, be an expert;

         3.  Be honest;  dont trick or pull a fast one on the prospect

         4.  MInd the small things, God is in the details

         5.  Underpromise, over deliver

       TRUST - when its broken, its broke be careful it is not broken

       1.  Trust begets trust;   you trust more rather than they trust you more 

       2.  You must be trustworthy first before you can be trusted;       

       3.  Low level questions precede high trust questions

       4.  Countability and responsibility  - KEEPING YOUR WORD.  Learn how to take the rap.  Be careful of how you talk and act

       5.  Underpormise, overdeliver.  

       6 Less talk, more action           

       7.  Honor what ever word is on the ad;  or whatever your staff, albeit wrong   has said  Shoulder the loss;   Ang nasabiy nasabi na

       8.  Show wisdom. This can be gained through study and reflection.  

       9.  Mind the customers position and shoes;  side with them without being traitor to the company  (recognize though that there are limits 

            that you can do for the prospects:   like selling for them, sexual favors etc.  

       N.B.

      1.  Please acknowledge.

      2.  Print a hard copy and ask sellers to sign 

      3   Write an undertaking that they will read reflect and apply this in their sales routine   

      

On Wed, Jun 17, 2026 at 11:21 AM Jorge Saguinsin <jorge@holygardens.ph> wrote:

To:      All

THRU MADEL AND TINA

SUBJECT;   FURTHER DISCUSSION ON HOW TO SELL MORE FROM BOOK " SECRETS OF AN EXCELLENT SALESMAN - Biblical Principles for Succeeding Sales

Date:  June 17, 2026

CC:    Sales training, admin plan, handbook blogs

Objectives:   1.  To increase sales which numbered only 59 from Jan to May 2026

                     2.   To motivate sellers:   CA, CSS1 and CSS to 2 increase skills for selling

Background:     1.   Failure to submit marketing plan asap, failure to act on this on a colegial basis

                         2.   -- attitude and even dishonest attitude in some sbus

                         3.   We built Holy Gardens group on CS and highly professional dedicated and disciplined knowledgeable staff;   (is it still true as of now)

                         4.  We have many problems because of:

                                1.  Dishonest sellers and employees

                                2.  Lack of skills

                                3. Lack of passion and depth of being a seller/employee of Holy Gardens

                                4. No character and integrity

                   

What:     REWRITING PREVIOUS KNOWLEDGE ON MARKETING AND SALE AND ADDING MORE

Background:

There is unending battle on how salesman should behave:   fox or sheep.  Most often the sales people are viewed as fox:   wily, out ot get your guts are dishonest and 

unreliable.   Or sheep:   honorable trustworthy, on high moral grounds.    We see some  thieves and are to be jailed soon.

1.  All selling techniques are based on historical figures and/or role models, and paradigm

    Ruthless and war and conflict crucibles

    1.  Attila  the Hun -  a technique based on ruthlessness, but truth, fairness and justice.   Being compassionate is not one of them.   Based on speed 

                                    and discipline

   2.  .  Sun Tzu - war strategies practiced in periods before the time of Jesus that have been applied in Middle Ages war and in modern warfare, and applied to selling and business

        The methods employed deep understanding of self, of deceiption, and cunning to win wars:   and if applied in business and marketing.  The book and principles train you

        to be a better thinker, negotiator

  3.  Machiavelli - author of the prince dealt about power, authority and politics.   The Principles emphasized:   AUTHORITY,  CONFIDENCE, and POWER TO GET SALES

      Spiritual

   4.    Worlds Greatest Salesman by Og Mandino -   a sales technique based on 10 scrolls, purportedly written by Hafid a camel boy who unable to sell a blanket, eventually

         gave the unsold  for free to the baby in a manger in Bethlehem.    The 10 scrolls are injunction to self improvement and development to develop superior selling skills

   5 and now:    SECRETS OF AN EXCELLENT SALESMAN  - Biblical Principles for Succeeding in Sales.    Hinges much on applicablity of the 10 commandments to sell, teachings

                      and quotation in the Bible

                1.  The word money is mentioned 300x in the Scriptures

                2.  In the GSB where this post taught, there was a prescribed report and discussion on Business and the bible   At the end of the day, your personal principles (as 

                     learned from your biblical and religious instructions) will determine whether you will be just fair and honest in your business dealings or at least conform to

                    laws (this we know is not happening to our political structures and governance,

                3.  Judeo Christian control the bulk of world's wealth, not Muslims or Buddhist or Atheist  Most are Jews and their wealth is based on teaching of Talmud

               4.  The majority of treastise on leadership management and being wealthy have been written by Pastors and other  religious  leaders

             SUGGESTED ACTION PLANS

                      1.  Read the Bible once a day

                      2.  Pray and be grateful

                     3.  Read treastise watch videos on Talmud and other religious tracts on business and Bible

                         Biblical Business Wisdom   Seek ye first the Kingdom of God and everything will come unto you

                        Scriptures about business success

                        7 Jewish Principles from Talmud

           The book:   OUTLINE

                 Selling based on 10 commandments

                 1.  Self improvement

                 2.  Cornerstone of selling success

                 3   Building rapport

                 4.  Building trust

                 5.  Mission 

                 6.  Handling objections

                 7. Closing

                 8   Negotiations 

                 9.  Paying attention to thoughts, words, action

Sales founded on understanding of 10 commandments

                                                                                                  I

                 I AM THE LORD THY GOD. you shall have no other gods before me.

                     1   Recognize the addiction in modern society;  they are the ones blocking your sales success:   drugs, deisre for pleasure:   alcohol, entertainment, luxury

                     2  No 1. addiiction is desire for recognition and significance.

                     3.  This is reflected by:  superior customer service, fast and dependable response

                     4.  No no reflection of poor recognition of significance:

                          1.  Lousy appearance

                          2.  Late for appointment

                          3. Not answering phones

                                                                                            II

                    YOU SHALL NOT MAKE FOR YOURSELF ANY GRAVEN IMAGE TO  WORSHIP   OR SERVE

                     1.  Follow your superiors so that you recognizing authority will learn how to wield authority

                     2.   Recognize who holds the power and authority in B2B environment, or in the family

                                                                                        III

                  YOU SHALL NOT TAKE THE NAME OF THE LORD THY GOD IN VAIN

                    1  You honor your customer (and presumably God, as you see God in the face of your brethren) by thinking of their benefit and welfare FIRST AND FOREMOST

                    2.  Picturing your prospects as having P or $ sign on their face is a great dishonor.  (This post experienced that a famous newshen considered me and another bike

                         rider as another content or another story) and this hurt

                   3.  As in How to Win Friends and Influence people, we honor our customers and prospects by honoring them, and the memories of their loved ones. We must

                       be genuinely interested in other people.     %%%%.  Thats our theme - HONORING MEMORIES  (also honoring customerss)

                                                                                    IV

                   REMEMBER SABBATH TO KEEP IT HOLY

                   Prospects and customers need rest and peace of mind

                  1.  Give them enough time for follow ups -   know when to follow up and stand back

                  2.  Give them peace of mind 

                       1.  By being reliable

                       2  Hindi mambibitin

                       3.  Docs and OR delivered promptly

                       4.  Accurate location of plots and answering inquiries promptly

                       5.  No drama and scandals

                                                                                    V

                                                             HONOR THY FATHER AND MOTHER.

                      Same as II.  Recognize authority.    Follow laws 6552, PD 657  EO 648,  Rules of Court, Obligation and contract.   RPC, Family Code,  Make your customers subscribe to 

                      this commandment too.   Following  PD 856  (Sanitation code -   GE structure height, exhumation) custody of body, 

                                                                                VI

                                                    YOU SHALL NOT MURDER

                    1.  The opposite is LOVE

                    2.  Understand and welcome differing opinions

                   3.   Replace conflict with service and forgiveness.  Harbor no anger and revenge

                                                                              VII

                                           YOU SHALL NOT COMMIT ADULTERY

                  1.   Some of your customers are preferred or are premium.  Keep it hat way.

                  2.  Some customers want to feel premium or favored over others.   (As in love -  NO 1 should be given preference)

                                                                           VIII

                                                  THOU SHALL NOT STEAL

                 1.   Do not pull a fast one on the customers with double sale, quick money scheme nor to your employers.   (selling for a third party, fake docs, double sales

                       or switching)

                 2  Follow imprest system.  Ideposito mga collection ng intact, huwag kukupitan for everyday expenses

                 3.  Report all sales transaction accurattely faithfully and regularly

                 4.  Do not pad your expenses and insert fake receipts

                 5.  Do not have business within the business

                                                                         IX

                         THOU SHALL NOT BEAR FALSE WITNESS AGAINST THY NEIGHBOR

                1.  Be honest

                2.  Memorize and be an authority on the contents of the documents and communicate this accurately to your buyers and prospect  one by one diligently so that

                     there will be no misudnerstanding later on;

               3.  Be accurate about lot location

               4   Be accurate with your files logs and master list

               5.  Answer gmails, dm asap and accurartely

               6.   Be honest even if others are not, will not,  and can not

                                                                      X

                                                  THOU SHALL NOT COVET

                1.  Same as VIII

                2.   But this involves other higher dark desires of staff;   eg.   WANTING MORE COMMISSIONS OR THAT THEY DESIRE MORE  leading to crimes:

                     1  fake co, fake P0, ghost deliveries, com from suppliers, or allocating  com to preferred agents or relatives  more php to themselves.    Or Gawa Paraan for most staff

                         FAKE BANK TRANSACTIONS

                    WE HAVE CCD TO DEAL HARSHLY WITH THESE.  AND LATELY LEGAL MEANS TO PUNISH THE OFFENDERS.   WE HAVE LAWYERS TO HANDLE THE LITIGATION 

                    THIS SHOULD BE DISCUSSED AND INDOCTRINATION TAKEN WITH OTHER SELLERS.    Many outsiders, not being trained are more prone to violate the ten command-                        ments

                   The wages of sin is Death.   Thus most of those suspectted of doing these experience deaths amongst them, or with their relatives in violent accidents.   While we do 

                   things for Gods glory:   pay taxes, provide jobs and employment, they covet.   And surely Divine Justice intervenes and acts

             

              

                     

              

The contents are property of the author and shall not be used without written consent