1. FIND BUYERS
- Start with people you know
5Ks (Kapamilya, Kaibigan, Kakilala, Kapitbahay, Katrabaho)
- Talk to least 3 people everyday
3Ks x 5 days=15 prospects a week
15 prospects x 4 weeks=60 prospects a month
- Ask for at least 3 refferals from every prospect
- Always Ask….Anytime, Anywhere, Anyone
2. Schedule Saturation / Leafleting
- Schedule Saturation and Leafleting at least once a month
- Target high density areas:
Ex. Malls, Terminals, Commercial & Industrial Areas
- House to House Leafleting can be done on Residential and Commercial Areas near the specific project
3. Attending Manning Schedules and Open House
- An average of 10 walk-ins visit the site without agents or brokers.
- Eye-catching design structures lure passers-by that results to 25% of closing are from walk ins.
4. Presenting the Leaflets, Maps & Pricelist
- Always bring the leaflets for you will never know when you will meet a prospective buyer.
- Familiarize yourself with the different specifications and prices of the house.
- Be updated on inventory of units.
- Learn how to Compute different HDMF loan terms (from 1 yr to 30 yrs) and Bank Financing.
5. Tripping of Prospective Buyers
- Make it a habit that after presenting House Specs and Prices, ask prospective buyers to see site through “Tripping”.
- Tripping is very important in closing a sale because with this the client/buyer can visualize (what you really are talking about); the product/project that you are selling.
‘It is a mortal sin to trip the buyers to the subdivision”
Without properly qualifying and briefing them; and,
Without all the Deciding Parties Present.”
¨ Familiarize yourself in the different locations of our Models Units and learn how to head our sales map.
Steps of a Sale
- Plan your approach
i. Find out as much as you can about your target customer
- What they do and their needs.
ii. Identify decision-makers and other individuals who influence purchasing decision.
- Your aim is to talk with the person who has both the budget authority and the need to buy the project.
iii. Be clear on what you achieve.
- If you want to make a sale, set up a meeting.
- Prepare your pitch. Define which key benefits the project or service has for his particular customer and focus on them during the conversation.
2. Getting Access
i. Engage the customer’s interest.
- Introduce yourself and establish the basis for talking.
- Briefly outline the key benefit the project has for this particular customer.
ii. Be prepared to be persistent, particularly if you do not have existing relationship.
- If you have an immediate brush-off, try to keep the conversation going.
- If customers say they need to think about it, ask what their concerns are.
- Use each time you make contact to build an understanding of your customer’s circumstances and needs.
3. Asking question
i. Make the customer want to answer further questions.
- Start with question to which you know the answer will be yes.
ii. Find out the customer’s situation. Use open questions that cannot be answered with a simple yes or no.
- Show your understanding of the customer’s field of business.
- Encourage the customer to talk about themselves and ask you questions.
iii. Listen carefully and take notes.
- Check you have understood the customer’s needs by summarizing in your own words what he or she has said.
4. Selling the Benefits
Once you understand what customers are looking for, you must show what benefits they will get from buying the project.
i. Sell benefits, not features.
- Features: Nicolas has two bedrooms.
Benefit: “With Nicolas, your growing family have enough room to fit in.”
- Features describe what the project has.
Benefits explain what these features can do to the customers.
ii. Match the benefits to the customer’s need.
- The same product may be sold differently to two
different customers, according to their priorities.
- Ex. A family man versus a bachelor.
iii. Stress the knock-on effects your products benefits could have.
- The proximity to hospitals, market, schools, existence of the community and complete turnover of units.
5. Handling objections
i. Do not be put off by objections-they can be a sign that the customer is interested. Make sure that you handle them in a direct and positive way.
- Ex.”The price is too high”. Could mean it’s over to their budget or they are asking for a discount.
ii. Isolate, test and address objections.
- Tackle them each one at a time.
- Test each objection.
- If it’s valid, address it and then ask if you have satisfied the customers concerns.
6. Closing the deal
Five techniques in closing a sale
i. Empty-offer Close
- Make them a very kind offer that they cannot take up.
- It does not require giving them something the rules of exchange means that they still feel that they owe you something in return for your generous offer.
- Ex. Help them in completing all their documents requirement.
ii. Best –time Close
- It works by emphasizing how now is the best time to buy and how delaying is not the best thing to do.
- Remind them of the increase on the appraisal value of real estate properties with time.
iii. Hurry Close
- Hurry them up, talk fast. Encourage them to do the same.
- Say that if they cannot decide quickly then others might get the deal.
- Speeding people up stops them from pausing to think about reasons why they should not buy.
iv. Ownership Close
- Act as if they already own what is being sold.
- Discuss how it already fits into their lives.
- Assumption principle seeks to create a mental closure of already owning it.
v. Quality Close
- Emphasize quality over other factors, particularly price.
- Talk about how other people will be impressed by the quality of the project.
- It appeals to the customer’s vanity or their sense of longer-term value.
- Your associating their identity with quality and the value by reframing price across time.
7. After Sales Service
It is very important to stay connected with the customer after the sale is closed. By providing your service before and after the sale, it will establish your rapport to them. Always assume that they will give you referrals after they receive good customer service with you.
Always Remember: Selling is a numbers game, which simply means:
Some Will - Some Won’t
Some Do - Some Don’t
Some Can - Some Can’t
TURNING A “NO” INTO “YES”
Over 25 years in building quality
and affordable homes. All Units are
Leave the flyers, and ask for a
convenient time to schedule a
|3. Don’t like the
||We also have tell other project.
4. Don’t have enough
Introduce initial payment.
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