SELLING 101

By: Margot A. Magcalas

My HomeTown Realty & Developer Inc.
Why Sales?
1. Unlimited Income
 You write your own paycheck
 Commission
 Incentives
"You will dictate how much you will
earn."

2. Boss of your own time

 No time card
 Manage your own activities
Why Sales?
3. Opportunity to travel
 Opportunity to meet more people
 Get to reach different locations
4. Low investment, high returns
 Generate income
 Acquire more skills
A. Selling Skills
B. Presentation Skills
C. Interpersonal Skills
D. Communication Skills
5. No strict requirement
 Educational Background
 Gender and Ethnicity Race
Why Real Estate?
1. It's a Basic Need
 Everybody needs shelter and security
 Caters to a big market
2. Tangible Investment
 Real Estate Property value appreciates
very significantly
 Better investment compared to others
A. Insurance
B. Time Deposits
C. Purchasing Jewelries
3. High Income Potential for agents
 Rewarding commissions based on price
range of products/incentives
The Real Estate Selling Cycle

After Sales
Prospecting
Service

Closing the Sale Qualifying

Tripping Briefing

Handling
Objections
Sales Cycle
A. Prospecting
1. The Importance of Prospecting
2. Areas to Consider in Effective Prospecting
3. Methods of Prospecting

B. Qualifying
1. The Qualifying Question

C. Briefing
1. Briefing Objective
2. Steps in the Briefing Process
A. Initial Approach
B. Creative Opening
C. Identifying the Needs
D. Presentation
Sales Cycle
D. Handling Objections
1. The Anatomy of Objections
2. Preparing for Objections
3. Techniques in Handling Objections

E. Tripping
1. Tripping Ground Rules

F. Closing the Sales

1. Closing Techniques

G. After Sales Service

PROSPECTING
Prospecting - the act of looking for
potential buyers

 The Importance of Prospecting

1. It assures you income
2. It assures you length of stay in
the selling profession
3. It is the lifeblood of selling
4. It forces you to be systematic
 Three Areas to Consider in Effective
Prospecting
1. Communication
2. Observation
3. Dedication

 Methods of Prospecting
1. Personal Prospecting (KKK)
2. Referrals
3. Marketing Activities
A. Cold Canvassing (Saturation Drive / Leafletting)
B. Mall Exhibit
C. Site Manning
D. Establish Information Center
E. Newspaper Advertisement
4. Socio-civic Groups or Organization
5. Corporate Leads
6. Directories
7. Internet
QUALIFYING

Qualifying - screening of leads to

determine whether they are worth
pursuing
 The Qualifying Questions in
Prospecting
1. Does he have the MONEY?
2. Does he have the AUTHORITY?
3. Does he have the NEED?
4. Does he have the TIME?
BRIEFING
I. Briefing Objectives
1. To make the prospect aware of a project
that would solve his need
2. To motivate the prospect to act promptly
3. To ensure that your prospect transacts only
with you
4. To multiply your prospects

II. Steps in the Briefing Process

1. Initial Approach (Pagpapakilala)
"Sell Yourself and the Company"
 Tips to Remember Whenever We
Approach a Customer:
A. Say the prospects name correctly
B. Say your name correctly
C. Make your handshake work for you
D. Sit only when invited
E. Speak clearly and convincingly
F. Avoid:
1. Smoking
2. Begging
3. Showing Off
4. Insulting
2. Creative Opening (Pakikipag-usap)
 Purposes of the Creative Opening
A. To attract attention
B. To make the prospects feel
comfortable
C. To gain the trust and confidence of
the prospect
D. To make the prospect feel important
 Characteristics of Creative Opening
A. Interesting
B. Different
C. Unique
D. Related to the Situation of the
Prospect
3. Identifying the Needs

Purposes of Identifying the Needs

A. To know what the client is looking for
B. To understand client's present
circumstances
C. To make client feel you are concerned
D. To help client focus himself on what he
wants
E. To know what to present to the client
 Two Kinds of Probing Questions
A. Open-Ended Questions
 Open-ended questions are questions which
make the prospect tell you information
about them, status, needs, want, situation,
et al. These are questions that begin with
WHAT, WHERE, WHO, WHY, WHEN &
HOW.
B. Closed-Ended Questions
 Closed-ended questions are answerable by
YES or NO.
 Steps in Identifying the Needs:

A. Know what LOCATION he prefers

B. Identify the specific SUBDIVISION in his
preferred location
C. Know what MODEL he would prefer
4. Presentation
 Presentation Preparation
A. Know the background of your client
B. Product knowledge
1. Recent development of the projects
2. Recent development in the area
C. Prepare the necessary materials
D. Be punctual / be at the meeting place
before the set time of appointment
E. Dress appropriately
 Presentation Materials
A. Business Card
B. Brochure
C. Updated Maps and Pricelist
D. List of Requirements
E. Sample Computation
F. Calculator, Pen, Notepad
G. Vicinity Map H. RA / BIS
 Steps in Presentation Process
Based on the needs being identified
discuss in details:
A. The House Model - based on the
specification digest (features and
benefits)
B. The Subdivision - concept, features
and amenities
C. The Location - features, benefits
highlighting the nearby
establishments
HANDLING OBJECTIONS
Handling Objections - apprehensions, fears, concerns,
or statements of the buyer regarding the product,
service or salesperson
 Cardinal Rules for Handling Objections
1. Never say anything negative about your competitor.
2. Never say anything negative about your employer.
3. Never say anything negative about your product.
4. Never tell a customer he/she is wrong.
5. Never tell a customer that he/she does not
understand.
6. Never argue with a customer. You may win in the
argument and loose the sale in the end.
7. Never lie to a customer, no matter what the
circumstances are. Long term relationships
are built on trust and integrity.
8. Never allow a customer to put you on the defensive.
9. Never loose your temper while with a customer.
10. Never say "I'm sorry" for it may subconsciously
affect the positive way you see yourself.
11. Never let an objection unanswered.
12. Always listen - really listen - to the
objection.
13. Always acknowledge the objection and
then state your point of view.
14. Always maintain a positive and
enthusiastic attitude.
15. Always maintain good eye contact.
16. Always be prepared to prove your position
with testimonials, reference sources, and
corroborative (supportive) documents.
17. Always remember that objections are a
natural part of the sales process and
should not be considered a personal
affront.
 Techniques in Handling Objections
1. Yes, But Technique (Objections are quite
true or quite wrong)
2. Question Him (Clarify the Objection)
3. Admit and Compensate (If the objection is
true and undeniable)
4. Defer the objection (for disturbing
questions during the presentation which
may be answered later)
5. Direct Denial (if questions/objections are
totally wrong)
6. Echo Response (no available answer yet,
ie: if the place is cable ready)
7. Answer the objection before it is raised
8. Answer the objection directly
 Where Does Objections Arise?
1. Start of the Sales Process
2. Middle of the Sales Process
3. End of the Sales Process

 How to Prepare for Objections

1. Develop a positive attitude
2. Have a sufficient Product
Knowledge
3. List all probable questions /
answers
TRIPPING
Tripping is a confirmation of what you have
agreed upon during the presentation.
Tripping Ground Rules
1. Set a definite date and time
2. Bring all the deciding parties
3. Your prospect must only "YES" decision.
Remember that tripping will only be offered
when there seems to be no problem on
your presentation and that it will only be
used to confirm the actual unit/property to
be purchased
4. Ask prospect to bring check for reservation
5. Make sure your prospect is fully briefed
CLOSING THE SALES
 Closing the sales is the process of helping
buyers make the decisions that are
beneficial for them.
 Tips in Closing the Sale
1. Trial Close
2. The Presumptive Close (under whose
name will this lot be?)
3. The Alternate of Choice Close (Would you
prefer a lot near the clubhouse or nearer
the main gate?)
4. The Action Close (Please make your check
payable to ...)
5. The Summary Close (Now, let me go over
what we have discussed... can you think of
something we missed?)
6. The Inducement Close
AFTER SALES SERVICE

 After Sales Service is a proof that a

sales person is not just after the
sale, but in building a healthy
relationship with the client.

 A Very Good Form of Customer

Service
1. Follow Ups
2. Referrals
Things to Do After a Sale
1. Send a thank you note/card
2. Phone within one week
3. Phone within a month
4. Send new product literature
(brochures / leaflets)
5. Send personal letter or card every
special occasions

Basic Principle in Customer Service

"Never tell what you cannot do, tell
them what you can do."
Words to Ponder:

S - Study and master your product

A - Always be on time
L - Learn the Policies and
Guidelines
E - Expert in Selling Cycle
S - Stay Proactive and
Professional