SOUTHEAST  REALTY, INC.

  SALES  TRAINING 

COMPANY PROFILE


 
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
PEOPLE : 

          Fernando Zobel de Ayala

Chairman of Ayala Corporation
          Francisco H. Licuanan III President,  Ayala Land Inc. 
          Manuel T. Colayco President,  LPHI
          Fe Sanchez  Corpuz President,  Southeast Realty Devt. Inc.  

 
SALES  PROCESS :
  (1) PROSPECTING
  (2) QUALIFYING
  (3) BRIEFING
  (4) TRIPPING
  (5) CLOSING
  (6) GETTING  REFERRALS
Please Dont Forget to Sign the Guest Book ! Text your COMPLETE NAME,  TELEPHONE #,  AREA  or  CALL: (632)  434-6186
EMAIL NOW !

PROSPECTING - informing different individuals that you're now connected with Southeast Realty.

3 Types of Prospects :  CLIENTS + REFFERALS + RECRUITS
--> Your first sources of  Prospects includes : KKK ( Kamag-anak, Kaibigan, Kapitbahay,  etc...)
--> Refferals, Previous Clients, Socio-Civic Groups

QUALIFYING - assessing  your prospects buying power.  Does your Prospect possess the following:  Money + Authority to Decide + Need  =  (MAN)

BRIEFING - 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.

Your Briefing Preparations:

1.  Update your  MAPS
2.  Update your PRICE  LISTS & COMPUTATIONS
3.  Site Orientation
4.  Practice your product knowledge
5.  Selling  Skills & Handling Objections
6.  Bring along  RESERVATION  FORMS and other RELEVANT DOCUMENTS
7.  Have PEN and  CALCULATOR ready.

Tips 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 of finger.
3. When you are ask this question, "How are you ?"  answer  "I am Great ! " to exude CONFIDENCE.
4.  Sell  Yourself First: 
----> 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.

TRIPPING - brining your client to see the site and confirming what you've said during the briefing. 

Things 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. 

CLOSING - Officially confirming the  SALE.

  Things to Do in Closing.:
1.  Accomplish your reservation form.
2.  Have your client sign the reservation form.
3.  Recieve your Client's  Reservation payment.
4. Assist and follow-up needed requirements.

GET 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 sale.

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.

Projects
Descriptions
Guestbook
Interest Rates
Price Lists
Glossary

EMAIL NOW !

Copyright  2003