Crash Course in Sales: Persuasive Selling Format

I was preparing since yesterday for my meeting today with our General Manager and I remember his telling us during the Sales School we conducted last month that Persuasive Selling Format is not just limited to Sales transactions but is applicable to our everyday life as well.

I’m trying to master the PSF for the past weeks so I used it with him this morning.

PSF at work *examples written below were already paraphrased:

1. Summarize the Situation:
Boss, I want to add more value to the company but I’m not sure if I’m doing it as what is expected of me – if I’m fulfilling my purpose.

2. State the Idea
I would just like to align with you on some things including your expectations to me and my team to ensure that I/we am/are still on track with our organization’s goals when it comes to item 1, item 2, etc.

3. Explain how it works
Based on how I understand our major program, it should be executed this way but based on the trade visit I did at Commonwealth yesterday, there were gaps that will greatly help improve the sales performance if those will be addressed immediately. Insight one, insight 2, insight 3 … Aside from this item, other insights are this and this, etc. But that was just one insight at one site. I want to understand the whole picture this month so I’m targeting to visit at least 14 sites until end of the month. *shows the proposed coverage plan for the whole month of November

4. Reinforce the Benefits
Being the Trade Marketing Officer, I want to own this project – be the system/process owner. I can help the team in executing it smoothly and flawlessly by properly guiding and demonstrating how it works in actual situations. At the same time, have a deeper understanding of the whole program myself so I can give the management team in return insights that were data-based and data that were from different sites with different peculiarities.

5. Close
So, for this month, Boss, I’ll focus on this and this and I’m planning to do this and this and run this by this date, if okay with you.

The ending – all were approved and more! PSF ❤

Crash Course in Sales: 4 P’s of Trade Marketing

Perks. Passion. Promotions. Posters. 🙂 Haha, my 4 P’s *as if. Look at this, eeek, thumbs up!

Frabelle Foods Captain’s Catch Fish Nuggets and Shrimp Popcorn promo with free Sweet Chili Sauce 😮 available in supermarkets! Look for these healthy nuggets and these tasty and meaty shrimps *tail on

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Crash Course in Sales: Starting Right to Realizing the Law of the Big Mo (Momentum)

July 1, 2013. It’s official today: TriDiamonds. After one year, eight months, and twelve days, here we are, some of the remaining pioneers of Frabelle Corporation pioneering another gem, the TriDiamonds Corporation.

And here I am, back to my Monday checkpoint with myself: my purpose and my cause in this world.

I randomly grabbed a book, randomly opened a page and here’s what I got: ‘page 203, Small Beginnings’ of the Law of the Big Mo chapter of John C. Maxwell’s The 21 Irrefutable Laws of Leadership

Leaders always find a way to make things happen

‘…they were all sliding backward fast, and they needed something to move them forward. (He) was disappointed, but he refused to give up…he knew that if he could help his students experience a few wins, build their confidence, and give them hope, he could move them forward…and all along he modeled hard work, dedication to excellence, and ganas-desire’

I remembered when we were starting in Frabelle. We literally started from scratch introducing the company and the brand to whoever we come across with and then with baby steps we opened one Modern Trade chain and one GenTrade stall after another until finally, we earned some credibility, earned a little niche in this Fast Moving Consumers Goods industry.

And now, a turnabout.

The Law of the Big Mo (Momentum) is right: ‘getting started is a struggle, but once you’re moving forward, you can really start to do some amazing things’.

Momentum begins within the individual leader. It starts with vision, passion and enthusiasm. It starts with energy…’You cannot kindle a fire in any other heart until it is burning within your own’

What was my burning desire? Sales. Putting systems in place. Sharing this gift. Chasing dreams. Follow-throughs. Making a difference.

If only I was given a chance to talk this morning, I would talk about this. ‘The steps forward weren’t huge, but it was building a momentum’.

Same like with each of the *David in us. (*symbolism of each Frabelle Foods salesperson). Whenever I recall our first selling day, I see that ganas in all of us. I still remember that ‘gigil’ and I still feel those hearts. Those salesmen whose hearts acquired great momentum that do not want to do anything to get in its way.

I was not able to give a little talk this morning, but every time, in the near future, that I will … I will always bring us one step back to where we started, to that 3am ceremony, build the momentum in the hearts of my colleagues then we will all move two steps forward while we shout this out loud: Frabelle Foods, start right, finish strong. Hoo-Haa!

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Crash Course in Sales: The Law of Influence

The true measure of leadership is influence – John C. Maxwell, The 21 Irrefutable Laws of Leadership

I was organizing my photos in my phone when I chance upon this newspaper clipping from our GM, Boss NMT. And then I remembered how he influenced me in a good lot of ways.

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1. It’s so easy for him to throw a compliment.

I was new in Frabelle then when one afternoon, when I was remitting my collection, he suddenly uttered, ‘magaling ka palang magsulat. I’ve read your blog. It’s been an unexpected motivating pressure that I welcomed ever since that I replicate when I was also given a chance to have people under me. I made sure to always recognize and compliment small or big successes of our team.

2. He’s thoughtful in his gifts.

My love for reading came back when during our very first Rara in Sales on our first month of selling, he gave out ‘Straight from the Heart’ prayer books for the dealers but since I was the only girl in that group that time, I was given my own copy as well. And then I’ve been lucky enough to be given more books by him during important sales celebrations: The Greatest Salesman in the World 2 and How to Win Friends and Influence People. Then I made sure I have lots of books (opened and unopened) in my car every time so that when any situation calls for it, I have a ready gift for my dearies, on the spot. One can never go wrong with good books.

3. He has unwavering commitment to having high standards when it comes to quality and execution that made me love my chosen profession even more.

He knows when to challenge the team and he knows when to say the right words when the team needed it the most. He takes time to really share what he has read that he thinks will help the team. So I, in turn, make time as well to download those to my team and to really put high value to the standards he had set for the Company.

Our interaction may be short but his influence lingers – a great leader, indeed, one of my inspirations. I was also able to save some of his texts:

‘Found this quote today (author unknown): ‘A diamond is simply a lump of coal that did well under pressure’ Go T**D******* team! Hoo-haah’

‘Nice. That’s what admirable about your work attitude. Keep it up Rikki. :)’

‘I’m glad you found the book meaningful. I wish it will influence you positively as much as it has helped me develop personally and professionally. Keep up the good work. Keep the faith and fortitude. Happy New Year! :)’

THANK YOU, Boss Noel!

‘No matter what anybody else may tell you, remember that leadership is influence – nothing more, nothing less’ – John C. Maxwell

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Frabelle Foods Joins the 2013 Aling Puring Convention

And we’re back! The ‘Yummy!est’ booth in town is back to bringing you Sadyang Pinasarap na products na may sadyang pina-special na deals for Aling Puring members.

Find out how you can get for FREE the Frabelle Foods Pangkabuhayan Showcase so you can start your mini-negosyo.

Visit us at Booth #244 at the World Trade Center in Pasay City tomorrow (May 22) until Saturday (May 25) from 9:00am to 6:00pm for you to avail of our Yummy! and exciting treats. See you! And have a Yummy! day.

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Crash Course in Sales: Sales is Not Just About Numbers

It’s about people. And yesss, finally, a company that believes the same! I couldn’t be more grateful.

‘Behind every sales, is a human story’

Hearing this from the owner himself made me love my job even more. So, while they say numbers do not lie, I say numbers are not just what there is too see.

And it all makes sense. When a salesman talks, it’s more on numbers or getting those numbers. When a salesman listens, that’s when Sales begins.

Then a great success story is made.