PAGSASANAY SA TAGUMPAY
1." Let me think about it"
They will not usually think about it; they will not because they are busy. They will reschedule but
will forget 75% in 24 hours. The chance of you getting the sales goes down
How to answer: Firmly say: When someone says to me that: either he is he interested but not sure;
or not. If they say. No. Deal is gone.
Interested but not sure:
1. The fit.
2. Functionality does it have the feature. But are there something missing.
3. Financing (Its the money) Do you see the value of our product?
People do not want to admit they do not have the money
2. 9 sales objection and how to neutralize them. by Brian Tracy
1. Malicious objections - Realize you are not a target. Ask more question
2. Excuses. Agree and ask more questions.
3. Show off objection. Low ball admire flatter the customer with what they know.
4. Subjective Critical of you. Maybe you are a boasting. Talk more about the customer
5. Objective objection
6. General sales resistance to most agents talk. Avoid this by qualifying the prospect. Always is be armed
7. General objection. Restate that you have a good product value for money
Master these and you will be able to sell more
Showing posts with label neutralizing. Show all posts
Showing posts with label neutralizing. Show all posts
August 12, 2018
April 02, 2018
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
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
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