|COMPANY NAME :
||Southeast Realty Development Inc.
is the marketing arm of Laguna Pro -
perties Holdings, Inc. (LPHI) ,
a subsidiary of Ayala Land, Inc.
|FOUNDED: August 8, 2002
||August 8, 2002
Fernando Zobel de Ayala
Chairman of Ayala Corporation
Francisco H. Licuanan III
||President, Ayala Land Inc.
Manuel T. Colayco
Fe Sanchez Corpuz
||President, Southeast Realty Devt.
- informing different individuals that you're now connected
with Southeast Realty.
3 Types of Prospects : CLIENTS
--> Your first sources of
Prospects includes : KKK ( Kamag-anak, Kaibigan, Kapitbahay, etc...)
--> Refferals, Previous
Clients, Socio-Civic Groups
- assessing your prospects buying power. Does your Prospect
possess the following: Money
to Decide + Need
- provide adequate & accurate information to convince your client
to see the property.
---> Use verbal
presentation, along with maps, brochures, flyers, leaflets, video materials.
---> Your purpose
is to get your clients' curiosity about the project.
---> A good briefing
surely leads to a tripping and closing.
1. Update your
2. Update your
PRICE LISTS & COMPUTATIONS
3. Site Orientation
4. Practice your
Skills & Handling Objections
6. Bring along
RESERVATION FORMS and other RELEVANT DOCUMENTS
7. Have PEN and
in Handling Objections:
1. Don't argue with
/ debate with Clients
2. Always bring your
pen & use it in pointing in the maps and guides instead
3. When you are ask this
question, "How are you ?" answer "I am Great ! " to exude CONFIDENCE.
4. Sell Yourself
----> Build your clients
trust and confidence in you.
----> Dress appropriately,
develop rapport and use proper language.
5. Sell your Company.
----> Build your clients
trust & confidence.
- brining your client to see the site and confirming what you've said during
to do before & during the Tripping:
1. Confirm the date
and time of the tripping.
2. There should
3 days in advance booking to use the Southeast Realty Tripping Vehicle.
To use the REVO, the Sales Consultant/Manager must contact
Susan for booking
reservations of Tripping.
3. Be sure to bring
along all the deciding parties.
4. Your Client
must be able to say "YES".
5. Remind your
client to bring along CASH or CHECK for Reservation.
Officially confirming the SALE.
Things to Do in Closing.:
1. Accomplish your
2. Have your client
sign the reservation form.
3. Recieve your
Client's Reservation payment.
4. Assist and follow-up
REFFERRALS - to ensure continuity of clients don't forget
to request for refferrals.
SALES CONSULTANT (S.C.)
DUTIES & OBLIGATIONS
1. As a Sales Consultant,
you must report to your group on a daily, if possible. Whenever this cannot
be done, make sure that you get in touch with your Sales Manager (S.M.)
2. Accomplish and submit
all reportorial requirements so your Sales Manger can monitor your activities.
3. See to it that
you equipped with the necessary sales materials at all times. Update your
sales maps and price list regularly.
4. Prepare required
resources for your sales activities, especially for briefings and trippings.
5. Coordinate all
scheduled trippings with your Sales Manager so he/she can assist you in
the final stages of the
6. Accompany your
clients to our head office to remit payments.
7. On a daily basis,
always conduct Prospecting and Briefing activities to ensure closing of
sales. As S. C. your main responsiblity is to deliver the sale.
Your Sales Manager is there to assist you in cases when problems arise
in the negotiations.
8. Attend all meetings,
training sessions and other activities that maybe required by the company
or your group/division.
9. Always be in
appropriate attire while conducting work.
10. Serve the needs
of your clients, ever after closing the sale. See to it that necessary
documents are signed and fowarded.
11. Perform such other
job-related functions that may be required by your immediate superiors.