Sales professionals received valuable lessons from eight of the highest-paid salespersons in the Philippines and abroad at the 3rd National Sales Congress.
Held on May 15 at the SMX Convention Center at SM Aura Premiere, BGC, Taguig, the one-day seminar was attended by almost 400 people.
Speakers were Joanne Weston of Mimosa Solutions, Doodz Policarpio of Dale Carnegie Philippines, Bernard Marquez of StrengthsFinder, Ben Ampil of Amplius Management Consultancy, Carelle Mangaliag of Trainstation, Ging Igual of HumaNext Communication Ideas, Raymond Lim of RB Global Holdings, and Noli Alleje of The Property Forum.
Weston discussed the topic of What’s Your Sales Personality?, wherein the participants were given workshops to discover what she calls their “sales personality”. According to Weston, this will “maximize your sales by adjusting your personality to that of your clients.” Weston said that it is very important to be in tune to what the customers are saying.
Policarpio tackled How to Win Customers and Influence People: Dale Carnegie’s Timeless Principles in Persuasion. Policarpio extolled the virtues of Dale Carnegie’s teachings, applying them to both sales and daily life. “Products sold, highest value, lowest price, you’d still have competitors,” Policarpio said. “It’s not about lowest price, it’s about influence.”
Marquez presented Sales Strengths: Discover How You Can Stand Out, which expressed ideas on how one lone salesman can stand out against a continually growing global market. With his three simple truths – selling being difficult, everybody selling something and some salesmen just standing out – Marquez gave tips on how anyone can beat the odds. “That’s how you sell… it’s not for yourself, it’s for who you are talking to,” said Marquez.
Ampil handled LAB Profiling: Understanding Client Motivation and Decision Triggers in 15 Minutes, which utilized Language and Behavior profiling techniques to gauge a client’s purchasing power. Quoting Thoreau, “It’s not what you look like that matters, it’s what you see. That’s truer that most things in this world,” Ampil said.
Mangaliag discussed How to Sell Using NLP: Applying Neuro-Linguistic Programming to Communicate Effectively, wherein she used NLP in sales. Positing the importance of looking at people’s outputs to gain clues on their personality, Mangaliag manages to keep the crowd laughing in tears the whole time, despite the seriousness of her topic. “How you act defines how you sell,” she said. “Stretch the way you think by stretching the way you act. That way, you stretch your sales as well!”
Igual discussed Sales Excellence with EQ: The Power of Self-Management in Sales, stressing the importance of being in perfect control of one’s emotions when in sales. “People with higher EQ (emotional quotient) tend to have higher sales,” she said. “There needs to be a balance between your IQ and EQ, especially in sales.”
Lim presented 5 Elements of an Irresistible Offer: Activate the Yes Man in Everyone. Discussing five factors that influence the salesperson and the client in closing a sale, Lim discussed his topic with a fervor only seen in movies.
“Wealth is what I am left with when I lose all my money,” Lim said. “If you don’t understand value, you will never be healthy.” Despite nursing a cold during the lecture, Lim was nonetheless very energetic in flexing his “moneymaking muscles” to the crowd, a gesture which the audience returned with much gusto.
Finally, Alleje discussed How to Be a Psycho to Be a Sales Achiever, chronicling his life journey as a salesman. He began as an adolescent selling fire extinguishers door-to-door to reaching a P1B mark in 30 days.
With the use of purposefully misspelled slideshows and a straitjacket, Alleje gave the lecture to the bewildered audience, stating everything matter-of-factly. “I’m a psycho, and that’s why I win,” Alleje said. “I don’t let anything get in my way.”
The congress was successful in terms of reaching out to the audience, as they were participative, receptive and happy all throughout the program. Without a doubt, the Philippines just upped its sales quota by a few notches due to the newfound fire the new generation of salespeople kindled at the congress.