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.  

           

COMPILATION OF IDEAS AND THOUGHTS ABOUT BUSINESS MARKETING AND SELLING

           

 COMPILATION OF IDEAS AND THOUGHTS ABOUT BUSINESS,                                               MARKETING,  AND SELLING

Objectives:      1.  To collate in one spot all that needs to be learned about business, marketing and sales

                        2.  To make efficient training of CSS, CMO and other sales executives

Background    1.  Some sbus are not selling;  our sales and collection have steadily decreased.     We peaked 10 years ago.

                       2.  Dearth of knowledge by newbies

                       3.   We need SUNNAO - emptying our cup as we listen and as we work at Holy Gardens

                       4.  Two laws to be remembered:

                            KIDLIN law -  writing down and clarifying the problem solves 50% of  a problem or situation

                            WALSON law -- intelligence and knowledge precedes any situation, and the money and wealth that comes

    WHAT          COMPILATION OF IDEAS AND THOUGHTS ABOUT BUSINESS                                                      MARKETING AND SELLING

    1.  Definition of a business -  a business is an entity that creates customer.

        1.  Two functions are important in  a business:   marketing and innovation (R & D)    Marketing to make the customer aware and buy and r & d to follow changing customer wants and needs

             to satisfy him

        2.  Creating the customer involves prospecting and selling.   No prospecting and selling no business.    Customer is the one who pays

        3.  An sbu only function is to sell.   No sales ---> the sbu lose its reason for being

  2.   Why is selling an important activity?

      1.  It makes the world go round;  no sales no economic activity;    no economic activity -->  no food shelter satisfaction of peoples wants and needs

      2.  Economy is nothing more than a collection of various selling and buying activity.  It is not megadeal and mergers and acquisition, or mega govt projects

      3.   Selling is the major  wealth creating activity.  That is why marketing is a major activity that gets paid well.

      4.  Between producing and marketing marketing gets the bigger share of the economic pie (why traders make more money than farmers producers

      5.  And yet it only requires investment of saliva

An important process, sample of JPA, an important process in closing an agreement between a land owner and developer for a memorial park project

  Project Agreement Project

                     for the  Family for the Property Located at the Back of Holy 

(A continuance and renewal)

KNOW BY ALL THESE MEN PRESENTS

This agreement entered to by and between :

  of legal age residing at Barrio Muzon Taytay Rizal  representing himself and the rest of brothers and sisters, here known as the LANDOWNER

                                                         and

 Taytay Land Gardens Inc,(still being registered) a company organized and subsisting  under Philippine laws with principal office Angono Rizal, herein represented by Jorge Saguinsin and Madelene R Saguinsin Sanchez hereinafter known as the DEVELOPER

Whereas:   the LANDOWNERS ARE  THE OWNER FEE and simple of the this 

parcel of land located at Barrio San Isidro Taytay Rizal with a total land area of 

14,000 square meters more or less more particularly described as Follows

                                         

                                            TCT No. _00980

                                            TCT No   00981

Whereas, the Amado Aguinaldo and Amagsila whose total land holdingsis 2.4 hectares et al entered into Joint Venture Agreement with Jorge and Elvira Saguinsin in 2008. as an expansion of Holy Gardens Taytay between De la Paz family et al. way back in 2008

Whereas the said project never materialized because of difficulties in getting a right of way, whose fees being asked for at the time was rather high

Whereas the Amagsilas sold to a third party  without notification,despite the acceptance of consideration and a signed Joint Venture Agreement which was a perfected agreement

Whereas, the developer has now obtained a favorable grant of right of way from 

Whereas the Aguinaldo party has been following up this project and awaits favorable decision from the  grantors of right of way, and successors in interest of the Amagsila, and will honor the original

agreements.

Whereas prior to the February 2, 2019, since December 2018, negotiations were underway for the grant of right of way from the De la Paz family,  The verbal OK was obtained from the de la  Paz family last January 31, 2019, and from Unisun February 1, 2019.   This grant is pricey and since no other options are available for the grant of right of way, and to be advanced by the developer, it is to the advantage of this Land owner to proceed together with the  Developer, and Architect Edu.

Whereas, through the intercession of Ms. Luisa de la Paz Javier met at SM Taytay Rizal on February 2, 2019 where for the first time, the Developer explained the mechanics of the memorial park, the possible saleable area and the revenues

Whereas the opportunity is just right because after a long time, it is timely that the decision from the court to eject the squatters and therefore the time is right to proceed with the project;  however since 21 years has transpired and many things could have been forgotten and a new plan and projection has to be made in view of the lapse of time;

It is therefore paramount to renew the joint project agreement, considering the altered product plan and target market;

WITNESSETH:

 For and in consideration  of the above premises and other valuable consideration,

 both parties, the LANDOWNER  and DEVELOPER have agreed, covenanted 

 to renew into a joint project agreement crafted in 2008,  for a memorial garden, cash sharing basis on the following formula

         1.   Cash advance previously paid in 2008, which shall be recouped with 5% deduction from

               monthly sharing

         2.  Advances for grant of right of way:

      2.  Expenses for the grant of right of way which shall be advanced by the Developer

              for and in behalf of the Land owner to make the project viable

                   -   P4,200,000.00

                    -     4,200,000.00

                          Total       8,400,000.00

             1.  Cash portion of the consideration                           P4,400,000.00

  

                          Upon signing            P2,400,000

                          90 days after signing  2,000,000

             2.    Lots   portion

                           Dela Paz          34 lawn lots (regular)

                           Unisun              20 lawn lots (regular)

        3.    Cash Sharing     65 %   35%       of net lot price which is total sales price

             Net of

                      Collection Fee -                5%

                      Insurance        -                4%

                      Memorial Care Fund         14.2%

                      Marketing Expense           20%

                     VAT                                  8.8%

                     Total                                 52%

                     Net of Development Cost of   the project which shall include the grant of right of way

                     expenses and other expenses for the construction of the project (Detailed at Par 7.4.1) Interest

                     and penalties on the amotization are not included

                    Since this a joint and several undertaking with the  Francisco land owners, sharing shall be done

                    on a community basis;  hence should a cash collection comes from a lot coming from Francisco

                     portion of the project, the same shall be shared with this land owner.

                 

            2.  Manner of payment:     monthly 30 days after end of reference month;  this shall commence 30 days

                                                 after start of pre selling, marketing activities and product launch

            

      4   .  The Landowner may assign an auditor whose duty is to check daily

                cash collection and bank deposits

       5   Products covered:

                   On the ground products

                   1.  Real Estate -   Plots and Garden Estate

                   Above the ground products  - body crypts

                  Should there be other products sold other than those specified above, the same shall be shared

                  on the same formula less Cost of Goods sold (which includes depreciation)

          

           The Landowner's equity investment in the services business is welcome for bigger share in

           net income

                    

                       

     6.   Minimum developments  (Estimate subject to final drawing Architectural Engineering plans and drawings)

   

                   1. Upgrading and improvement of perimeter fence

                   2.  Flood abatement measures:   Setback of say 10 meters in accordance with PD 856

                       small impounding flood to abate flood lessen the flood flow

                   3.  STP

                   4.  Electrical, roads landscaping as may be needed in a memorial gardens project

                   5. Buildings and equipment necessary to run the memorial park project

                   6.  CR

                   7.  Ceremonial chapel

       The memorial park shall be in conformity with the  Minimum Requirements of EO 648 being

        regulated by HLURB, the Sanitation Code PD 856, environmental laws under DENR and

        standards of memorial park development and rules and regulations, Building and Fire Code, and Electrical

         Code    

                 

                         

   7.  .  Representations and responsibilities of the Land owner

           1.  That he are absolute  owner fee and simple of the

               the property

          2.  That all real estate taxes have been paid  for 2018 and are free from all liens and en-

              cumbrances and are not subject to negative pledge of other businesses

         3.   That if the land is intestate (ie some members have died)  the Landowner undertakes to take

              steps to have the sharing among the deceased be set in order.  The Developer will not

               be a party to the Aguinaldo  disputes

         4  That the  land has not been sold, does not have any lien and other encumbrances present and                                prospective,  lawsuits  against his person and other assets and will

             defend the rights of the Developer against whomsoever at his own expense.

       

  8.  Representation and warranties of the Developer

          1.  That the developer has been in the business  for 36 years and knows the memorial business

         2.  Has developed 11 memorial parks nationwide, Has built and is or building  3 crematoria:  San Carlos                     Calamba, (Morong to be built)

        3.  Has the manpower (marketing staff) to market this project

        4. Has the financial capacity to start, do and finish the project

        5.  That it will undertake all marketing and operational efforts to make the project a success

       6.  Shall at his sole efforts prepare  the plans:  architectural and engineering, secure permits form pertinent govt agencies;   LGU,  DAR, HLURB, LLDA and DENR to comply with the regulatory bodies

.       7.  Conformity to the relevant rules and regulations to the memorial park develop-

              ment shall be the sole responsibility of the Developer, and any violations of

              the developer shall be fixed by the Developer.   The Developer shall defend

              the land owner from such infractions, including difficulties with the customers/buyers

   

   

    9.  Other terms and conditions

              Expenses

          1. All expenses shall be shared as 65% 35% as stipulated Mayors business permit, real estate taxes.  The    developers shall advance such expenses from its own fund which shall be deducted from the 

 Land owners share as they fall due.   

         2. VAT shall be remitted by the Developer, but each one shall  be responsible for filing of his business and income tax at BIR

      

        3.  All designs and drawings architectural  and engineering, EIA  shall be for the account of the

            Developer. All office and site operating expenses shall be for the account of the Developer

       4.  Development cost which  shall be amortized in the monthly sharing shall include:

           1. Direct cost labor and materials for the development of the project:   backfilling, perimeter 

              fence, roads pathwalk, drainage, electrical facility, water system, parks, viewing chapel, 

               rest rooms,  permits from local and national agencies (Sangguniang Bayan Resolution, 

               Mayor, ,MPDC, DENR, HLURB LLDA - above board and below board)   Right of way 

               compensation to the De La Paz and Unisun Development Co)  - fixed and recurring

           

          

        10.  Operation and running of the business

           1. The landowner recognizes the experience and capacity of the developer in this business.The operations:  marketing, accounting, operations (maintenance) shall be the sole responsibility of the developer. Decisions on the pricing marketing operations shall be at the  sole decision of the     developer  However the developer  shall regularly at his option inform the land owner of the status of development sales, financing of the  project and decisions made . The staff of the landowner shall not interfere nor delay the operations of the memorial gardens for any reason whatsoever

              The developer shall set up systems and software for the efficent operation of the system

           2.  . Mancom meetings  -  shall be held regularly to update the land owner

          on the progress of business and to enhance problem solving and decision making

        11 .  Notation of the Landowner on the designs

            All plans and  designs shall be furnished to the Land owner for their information and notation

        12   Annotation of the JPA at the title

            Upon completion of the 70% of the land development, this document shall be annotated at 

            the back of the TCT of the land owner and shall deliver the same to the Developer for

            safe keeping

     13  Investment in other business ventures

         The coverage of this agreement is only for real estate:  below and above the ground products:

         plots, body crypts

         Investments in other memorial services like memorial homes (funeral service) cremation and

         other similar bereavement services) requires different technology, know how and capital

          expenditures and will require equity investments to which the Landowner may participate

        The minimum compensation to such business expansion is friendly fixed lease on the  land

         which shall not be more than 2% of the net revenues for the year, or a one time purchase price

         of P1,000 /sm of land to be occupied by the new project (since the land has been contributed all ready

         to the Joint Project Agreement and absorbed by the plots sold as COGS

      14 End of the JPA

          The JPA shall cease when all of the plots on the real estate GE and plots are 100% sold, after

           which the memorial care fund which is kept in a separate account (bank or Trust Account)

           shall be utilized to operate and maintain  the memorial park;  the operation of the office shall 

            be obtained by the Devloper from the collection fee.  However, recurring renewal fees from 

            body and ash crypts shall continue to be shared.

     15.  Effectivity

           This document is a mere continuance of the initial Joint Venture Agreement which has been signed

           sealed with a contract and consideration since 2008...

       16  Disputes

                HLURB which has jurisdiction over this projects does not allow termination

                of Joint venture and disallows termination for the protection of the buyers.   Termination can only                            happen upon mutual agreement

                Disputes shall be resolved amicably through arbitration (friendly through mutual friends

                or court appointed arbiter)

       17.    Venue 

              However in case everything fails, the sole venue for court resolution shall be

               the Municipal Trial Court of Angono, and /or RTC of Binangonan

Witness our hands this ______________ day of ________at Taytay Rizal

Amado Aguinaldo  Sr.                                       Taytay Land Gardens Inc

                                                                                 by:

With my marital consent

LAND OWNER                                                        DEVELOPER

ACKNOWLEDGEMENT

Republic of the Philippines

Municipality/City  of ____________)

Province of __________________}

           Before me, Notary Public of  ___________________personally appeared ______________

known to me the same persons who executed the following agreement consisting of __ pages including

this page:

                     Name                                                ID                   Date and Place Issued

Amado Aguinaldo Sr                             _______________________      ______________________

Jorge Saguinsin            _                      ______________________          ______________________

Madelene R Saguinsin Sanchez          _______________________         _______________________

Taytay Land Gardens Inc.             _______________________          ______________________

      

edited/revised 2/27/2019

This document is the property of the authors and shall be used only through the written authorization of the authorrs

-x-x-x-x-x-x-x-x

1. Parties

 

2. Subject

    80,000 sm, located at Barangay Bolaney

                Tct.        Area

    Alex.                             under Ej

    Jun

    Cousins aunt of Alex

3. Agreement

   For and consideration of above and other valuable considerations

  The parties agree to a joint project agreement

   Land owner contributes land, developer contributes mp expertise as developer manager

    1. 55 - 45% cash sharing every qtr

    2. Net of 52.8% vat marketing expense memorial care fund cogs op ex and income tax

     Vat.                             12%

     Marketing -                20

     Memorial care fund 15.8%

     Insurance.                    5

           Total.                   52.8%

    3. Same sharing for expenses

4. Responsibilities and representation of land owner

   1. Ej shall ve settled

   2. No tenants

   3. Not involved in 3rd party lawsuit and claim if ever will defend against whomsoever at its expenses

   4. Rpt fully paid in 2022 and until ___

of 2023

  5. Expenses for ownership issues exclusive to owner

  6. Shall sign docs application for permits without need for demand and/ or sign spa in favor of developer

  7. With row

  8. With Barangay clearance

  9. In accordance with clup

5. Responsibilities and representation of developer

   1. Is experienced developer, has 40 years experience

   2. Has managerial technical capability to run and manage this project

   3.Possesses resources financial, managerial to lead administer this project

   4. Not involved in crimes involving moral turpitude

6. Terms and condition

    1. The developer being the majority and owing to its business experience shall lead  exclively in management of business: marketing, development, operation, administration.

Even if there are pik transaction, subdivision of project in areas or interment of by their respective groups is not allowed.

The land owner can set up their own marketing groups but not controller

  2. Financial controller - The land owner may appoint a financial contoller whose sole duty is to monitor daily sales abd collection, report same to land owner, assist in sharing and shall not interfere in 6.1

3. Management committee

    Developer shall be represented by_____

    Land owner shall be represented by ____

 The changes in composition may be updated by a board resolution and or spa

    The mc shall be a forum for 

    1. Periodic financial and operational reports

    2. Problem solving

    3. Innovation

4. Cogs and opex income tax

    Remittance to land owner shall be net of cogs, op ex and income tax

5. Remitance when land is preferred payment a shall ve allowed less 20% me

      Land is valued at P1,000

      Land dev is at 2,000

6. Accounts

    All collections shall be through a joint commercial account whose signatories are appointed by respective board, teams in a wriiten board resolution or spa.

   Sharing shall be supported by abstracts prepared by staff of both developer and land owner

    Doas and cts shall be responsibility

of developer

7.  Others

   1. Conflicts if any shall be resolved via arbitration

   2. The venue for legal action if unavoidable shall be at MTC of Angono Rizal

  3. Exit

     This agreement is deemed ended if 95% of inventories are sold out. Termination prior to such event us strictly prohibited under the law

  4. This agreement shall be binding on the heirs assigns or successors in interest

  5. If it was found out that a par of this agreement does not comply with a law, or due to legislation that particular provision shall ve amended and not entire agreement

  6. Delays in remittance and development due to unavoidable circumstabces can not be used as a ground for termination of this agreement

7. Amendments to this agreement can be only through a mutual agreement only

 

On Sun, May 21, 2023, 09:07 Jorge Saguinsin <jorge.saguinsin@gmail.com> wrote:

The following are envisioned steps for proposed jv

1. Docs, paperworks, research

    1. Gather docs: tct, td, rpt, vicinity plan, row, ej

    2. Summary of area. Target is 8 hectares

    3. Research 3 memorial parks at city: remaining inventory, price (partially done)

    4. Customer profile affordability, catchment area

2. Govt approvals

  1. Secure barangay clearance (nearly done)

  2. Check conformity with clup

  3. Check hm representation expense

  4. City council approval

  5. Dev permit, City mayors permit

  5. Denr doh dhsud

3. Agreement

  1. Determine total area

  2. Discuss tor

  3. Sign mou after getting barangay clearabce and clup

   4. Draft sdp about yield of saleable area

   5. Secure business plaN

   6. Sign jv (no cash out) 55 45 net of dev cost 52.8%, qtrly remittance, net of cogs, income tax

   7. File for permits - mayor doh denr

       dhsud

5. Operations

    1. Secure costing : he, ge project engr

   2. Establish office

   3. Recruit staff

   4. Site survey and monumenting

   5. Road tracing, drainage

   6. Concreting of roads gutter

   7. Landscaping

   8. Marketing

       1. Recruitment of sales staff

       2. Training and Orientation

       3. Brochure and pricelist, sales policy

   9. Park beautification

  10 Interment set up

  11. Accounting record keeping policy