Neutralizing objections/alibis on not being able to sell because price issues

Rizal Philippines
April 3, 2018

ABE on objections excuses for not meeting sales target for First Quarter

        Objectives:

        1.  To reach sales target of 4,800 for 2Q for 2018

        2.  To make up for backlog for 1Q  of 4,700 plots

        3.  To level up fix the mindsets of CMO, CSS  sellers (especially of new ones)

         WHY: 

             1.  We do not want to see the face of failure, of hardship, of shame knocking, peering
                   at our door;
             2.  We should be happy that we are able to touch and improve the lives of many customers
                   and agents with their livelihood;
             3.  The life stories of people need to to be made more beautiful and happier and we make
                   happen for many.

       REALITY:

       1. The entire group sold only 84 plots out of 4,800 target or measly 1%

       2.  While we are incurring huge salary expenses incurred from:

             1. Bumping up salaries of CMO at Pangasinan, La Union and Oton,

             2. Bumping up of hiring rate for Region IV and other regions

             3  Cap ex of nearly 70 million php,

            we reached 60% of our collection target only in 1Q putting us on brink of cash shortage

      3.  Yet we sold P350,000,000 in 2017

      4.  May collection incentives, sales achievement incentives, rapid delivery of documents incentive
           may patsikot na promo

   WHAT ELSE DO WE NEED?  What else is wrong?  What do we need to be fixed?


Solutions :  WHAT TO TO DO NEXT?

    1.  ABE

         Regarding alibis:

          1.  May produkto tayong mura.  Ang PIS PMS (prepaid for CMCS and IS) are priced at around
                30k with MA of P500 to P600 monthly

                Ang Calapan at La Union ay nagsubmit ng PDCA for low priced plots.   Effective ba bakit
                84 lang ang sales achievement?  Parang inconsistent sa logic na ang tao ay di bumibili dahil
                mahal.  Minurahan nga eh.

                Sa Malasiqui, finally approved na 400 plots zero interest

         2. PALAGI TAYONG MAY ZERO INTEREST sa mga producto natin.  Always and ever.

             PAG ANNUAL PAYMENTS, Zero interest. Alam ba nalimutan natin?

             Advantages:

             1. Nakukuha ng agents ang com asap;

             2.  Tipid tayo sa collection efforts, tipid sa resibo at follow up

             NB.  Dapat submitted within 7 days ang OR (duplicate hard copy) at PPA within 7 days after
                      reference date.  Many SBUS are not complying with this standards.  Bakit naging
                      corrupt ang standards.

        3.  Motivational attitudinal change: 

             1.  PAG GUSTO MAY PARAAN, PAG AYAW MARAMING DAHILAN

             2  WITH GREAT POWERS COME GREAT RESPONSIBILITY  (Voltaire)

            3.  PERSISTENCE AND DETERMINATION ALONE ARE OMNIPOTENT (Coolidge)

            4.  THE HOLY GARDENS BRAND IS ONE REASON FOR OUR SUCCESS
                  IT IS A STRONG AND GREAT BRAND:   filled with history and success with
                  customer experience