Communications Center for Holy Gardens: objection

Showing posts with label objection. Show all posts

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

What do you do when buyers say no

Jorge US

Holy Gardens Group

CONFIDENTIALITY NOTICE/disclaimer: The information contained herein is strictly confidential in nature and is the property of Holy Gardens Group and intended only for the intended recipient and its retransmittal , reuse,reprinting or taking action other than the intended party is strictly prohibited. Holy Gardens assume no responsibility liability arising from such unauthorized use.

RRURAC: Read, Respond, Understand, Reflect, Apply and Check

BIDDA: BELIEVE INSPIRE DREAM DO ACHIEVE

Google.com+/HolyGardensGroup

---------- Forwarded message ----------
From: Wendy Weiss <kim@wendyweiss.com>
Date: Wed, Apr 2, 2014 at 2:06 AM
Subject: What do you do when buyers say no
To: holygardens.group@gmail.com

Hello Holy Gardeners

When buyers say no, average salespeople thank them for their time, and start thinking about their next sales call or where they’ll be having lunch that day. I know you’re not average but you DO encounter the word “no” from potential clients. Everyone is sales does. It’s part of the game of selling.

My associate, Tom Hopkins, is world-renowned as a sales expert and builder of sales champions. He’s faced a ton of “no’s” in his career, yet achieved sales records that remained unbroken for decades. Believe me when I tell you that he can teach you how to get past them—keeping the sale moving forward. Tom has teamed up with corporate trainer, Ben Katt, to write a phenomenal new book titled, When Buyers Say No.

You may or may not be aware of the hundreds, if not thousands, of nuances involved in selling—everything from giving the proper greeting to asking the right questions to the Ultimate Question that either makes the sale or leaves the door open for a future sale. Chapter 16 of this new book alone (on negotiation) is worth hundreds of dollars to you.

Other nuances of selling included in When Buyers Say No are:

How to re-establish rapport after you’ve closed (working your way to another closing opportunity)
The deeper questions you need to use in order to get the buyer to tell you the real reasons they’re stalling
The only 4 steps and 3 potential actions you need to improve the results you’re getting
Negotiation strategies that keep you from getting bowled over by clients who make unrealistic demands
How to determine if your buyers are motivated more by “price” or “value” and how to adjust your presentation for each situation
And so, so much more.

Get your copy here.

Early reviews of the book by other sales experts are exceptional. Here’s just one:

“I just got an advance copy of your new book. I got more out of reading your first chapter than I’ve gotten out of 99.9% of all the sales books I’ve read. I predict it will be a classic.” ~ Geoffrey James, INC. columnist and author of Business Without the Bullsh*t

As a sales professional your job is not to accept orders and do paperwork. Your job is to educate, persuade, motivate, and help people rationalize owning your product or service. Master just a few of the strategies in Tom and Ben’s new book and you’ll be well on the road to becoming a sales champion!

Order your book here.

Even better, Tom and Ben had so much content that didn’t fit in the book that they set up a special web page to offer it only to book buyers. When you order your book, you’ll find in it a link to the cut content. Yours with Tom and Ben’s compliments.