4 Months with Alveo Land: My Thoughts

Okay, I know that's a long title, but I wanted it to be as descriptive as possible.  Yeah, I've been quiet for some time, and I feel bad about not updating my blog, so here I am again.  This time around, I'm going to rant about the 4 months I've spent with Alveo Land (subsidiary of the famed Ayala Land Inc. here in the Philippines).  Well, rant may be too strong a word.  It's really more about my thoughts, my experiences, my insights as an in-house property investment consultant (PIC) with Alveo Land.  PIC is a glorified title given to sales agents in Alveo Land.  And while licensed real estate consultants aren't too happy with it, there's really no law against using the word 'consultant' unless they copyright it, which is impossible.  As a licensed real estate broker myself, I understand where they're coming from, but like I said, this is a losing battle.  Now on to my official rants!

Allowance
Lest I be misunderstood, I will state beforehand that I am happy we're given an allowance.  An allowance enables us to go to work, eat, commute, and invest in our individual and collective sales efforts.  Don't get me wrong, it's by no means enough, but it never was supposed to be in the first place.  If all you lived off on was the allowance, you'd never be able to marry and have kids, buy a house and retire later on.  There's just no way that's going to be enough.  This is one critical lesson I learned being an in-house agent: you gotta give your agents an allowance.  As a licensed broker, I am allowed to have sales people under me, and prior to joining Alveo Land, I did try to recruit sales people, with dismal results (should I say ZERO results?).  It was because I didn't offer an allowance.  Even for their seminar I didn't say I was going to shoulder it.  Now I know better.  Have allowance, will have sales people.  Trouble was, I was broke (still am).  Plan for later: save money to have enough to offer as an allowance to at least 3 sales people for at least 12 months.

Manning
What can I say?  I've never really thought I had the guts to approach people and hand them a flyer.  I guess I was always too proud of a bast@rd.  I have to admit though, I thoroughly enjoy manning our booths.  It gives me the chance to observe people while not being stuck in an office.  Add to that, it's almost like I'm just spending my day in the mall while actually improving my chances of putting myself in front of an interested prospect.  An important lesson I learned is that flyering without getting a prospect's information is a waste of time.  The real function of flyering is to get contact information to follow-up on.  One thing I can say about Alveo Land (and other subsidiaries of Ayala Land), is that having Ayala as a parent company is a definite godsend.  Without Ayala malls, where would we be?  We'd be on the sidewalks or parking lots, playing hide and seek with guards.  Yup, Ayala's the best.  However, I have to be honest, on the downside, Alveo's marketing department leaves something (actually, a lot of things) to be desired.  Our booths pale in comparison to even Avida and Amaia (our middle-class and most affordable-class brethren).  In some cases, aside from a table and some chairs, we don't even a scale model to show off.  If you've seen Avida's booths, you know what I'm talking about.  Still, it's all good, I'm not gonna bite the hand that feeds me.

Projects
Alveo Land's projects are... hard to classify.  We're not middle-income, yet not exactly top of the line (that would be Ayala Land Premier).  I'll just say that I think there's a little blurring of the lines between Ayala Land Premier and Alveo Land.  Our target market are those people who can afford and have the means for Ayala Land Premier but are more... practical... for lack of a better word.

Terms of Service
As with all other sales outfits, sales agents are only given 3 months (or 1 quarter) to hit sales quotas, or you're out (more specifically, out of payroll or OP).  Aside from that, we are required to submit 15 (or more) customer contacts via customer info sheet (CIS) weekly,  at least 2 site trips (viewing of model units) every week, and at least 4 guests during events.  Of course, the real measure is closing a sale or sales, but if you hit most of the targets, your team lead would be more inclined to give you an extra month if you haven't closed a sale yet in 3 months.  Sales is a numbers game, so if you contact more people, there's a better chance of actually finding a prospect who's motivated, interested and has the means. Cold calling was recently introduced to me, an activity that I didn't think I could do.  It's like making prank calls, which is fun in a way, once you warm up to it.  Lately, I've taken a liking to coming up with scripts to raise my success rate of setting appointments.  No appointments yet so far, but I'm sure it's just around the corner.  Suffice to say, if you keep at it for 6 months or more, your chances of closing a sale and succeeding in sales increase.  I'm pushing 4 months without a sale yet, so I'm really really looking forward to that sale happening soon. 


Parting Words
I really like working for Ayala, and I will take it hard if I'm unable to sell before I have to work without an allowance...  Worse comes to worst, I'll have to go back to working in the call center industry again and giving up sales for the meantime.  I hope that doesn't happen.  Unfortunately, a lot of financial considerations are already clamoring for my attention, and a temporary failure in sales will seriously tie my hands behind my back in terms of continuing with this endeavor.  I can use all the help I can get.  So if you know somebody who's interested to invest in real estate and can afford an Alveo, please refer me.  I will share the good karma, promise!

Kickstart The Sales Process

So how do you motivate people to buy from you?  As I mentioned in my last post, if your product is unique, and you're the only one selling it, and it's something that is needed and wanted, you'd be laughing your way to the bank, and you don't even need to be nice or build relationships.  However, that's not very likely.  What should you be looking at to improve your odds of selling then?  We should look at the reasons why people buy.  As far as I know, there are 3 reasons why people buy:

• There's a need and/or want that has to be satisfied; and/or
• There's a dissatisfaction from a product/service that has to be alleviated; and/or
• There's a problem that has to be solved.

Knowing the reasons why we buy, what then motivates us to buy?  What hastens the decision-making process to make us part with our hard-earned money and overcome the fear of failure (failure of making the wrong choice/decision)?  According to the venerable Brian Tracy, there are 7 motivators to the buying behavior, provided any or all of the 3 reasons to buy exist:

• Money - the offer will make more money for the buyer
• Lower Cost - the offer will save money for the buyer
• Convenience - the offer is more convenient or bring more convenience
• Speed - the offer saves time or does not waste time
• Beauty - the offer satisfies the aesthetic taste of the buyer or makes the buyer feel beautiful
• Ego - the offer gives the buyer the impression of being first in line or top of the line or state of the art or the object of envy; boosts the buyer's pride and self-image
• Position (business sales) - the offer improves the buyer's position in the company and/or in the eyes of his/her immediate superior

Okay, long story short, the objective is to show people that buying your product will improve their lives dramatically in ways that are important to them.  Let's now move to the questions that you have to be ready for when you offer your product or service.  Keep in mind that even if your product or service answers a need and/or want, solves a problem they have and alleviates dissatisfaction, you have to be able to prove this to them.  The questions that you have to be able to answer are:

• "Why should I listen to you?" and "So what?" - You should be able to hurdle these two questions when you first approach a prospect.  Imagine your prospect asking you why they should listen to you, and for whatever answer you have to that, the next question is "so what?"  The purpose of keeping these two questions in mind is for you to focus on how you can help the prospect better than anybody else.  This will help you think of ways to position yourself and your product/service that will make it hard for your prospect to ignore you and the solution you have for whatever problem they have.
• "Who else has done it?" or "Who else has bought this product/service?" - This is all about social proof.  We all want to know who else owns it or who else has had the same challenge we have that the product/service has helped.  We don't want to waste time, we don't want to unnecessarily take a risk and buy something that nobody else has bought.  The best social proof is somebody who's relatively famous or well known.  If you can bring out signed testimonials of people who own and enjoy your product/service even if they're not famous, that will still be better than nothing at all.
• "Who says so other than you?" - This is a subset of the previous question.  When you claim something about your product/service, remember that your word doesn't mean much because you stand to gain from the sale of it.  Hence, the buyer will always remain skeptical of your claims.  We are all aware of how unscrupulous salespeople have played up the features and benefits of whatever they're selling, so that only brings up a defensive barrier.  A testimonial that specifically backs up your claim will come in handy here.
• "What do I get?" and "What's in it for me?" - You prepare for this question by making sure you know what gets delivered to your buyer if and when he makes the purchase.  Make sure to equate features with benefits that are important to your prospect.  Just like in real estate, when you present, you have to know what comes with the house and what doesn't.  You can't say "I'm not sure..." because that will definitely cast doubt on your competence, even if it's not your fault that you don't have the information because the seller/developer withheld it from you.  In other words, it's your job to find out everything you can about the product/service that you're selling so you can inform your prospect what's included and what benefits he will enjoy that will satisfy a need/want, and/or alleviate his dissatisfaction, and/or solve his problem.

More Sales!!!
Jon

New Sales Paradigm

Okay, it's not really new.  I just said so to get your attention.  So, what is this sales paradigm?  It's very simple, one that bears remembering for those who would like to pursue a career in professional selling.  This is how a person should divide his time and effort in order to make a career in selling.

• 1st Step (40%) - Foundation building, rapport, trust building, establishing credibility
• 2nd Step (30%) - Establishing needs (lacking/wants/needs), fact-finding, qualifying
• 3rd Step (20%) - Presenting features and benefits based on needs analysis
• 4th Step (10%) - Confirming understanding, answering objections, closing the sale 

 Of course, this is rather condensed.  There are a lot of things that go into selling, but this is the basic structure.  Nowadays, the effective salesperson spends time building relationships.  To build relationships you need to give 3 things:

• your TIME
• your CARING
• your RESPECT

 Maybe some of you would think "Why should I waste time building relationships in selling?"  Well, the short answer is, because people will not buy from people they don't like and trust, unless you're the only one selling what they want/need, and they want/need it badly.  Otherwise, if they can get it elsewhere, and they don't like and trust you, you don't sell.  In most cases, as long as people like and trust you, and you were able to demonstrate that your products' value is worth more than what they would pay for it, you would be immensely successful in this profession.

Of course, in majority of cases, the price issue will always be the last objection.  People have a wealth of options now, and if the cheaper alternative is acceptable, your last ace is if they like you enough to actually buy from you despite your product being more expensive.  Sometimes, even that's not enough, and people will buy the cheaper alternative despite liking you and despite you demonstrating that your product's value outweighs the price.  Remember not to blame yourself in those situations.  Some people are just like that, price over quality and service.  In most cases, people like those will get what they pay for, and they'll eventually come around to your side of the fence.  Most times, those kinds of people are really on a tight budget, so money really is an issue.  It's okay, other people value quality and service over price, so concentrate on finding more of those kinds of people and build relationships with them.

Finally, I'll share with you the 7 traits of the top salespeople according to Brian Tracy:

• Ambitious - hungry, always setting goals and sees quotas as a minimum
• Courageous - faces fears, unafraid of failure, unafraid of "NO"
• Honest - reliable, genuine, does not exaggerate, does not speak ill of the competition
• Empathetic - understands the client, listens fully, sensitive to needs
• Professional - sees themselves as consultants, expert adviser, knowledgeable, problem-solver, asks pertinent questions
• Prepared - does research, gets updated information, knows the material and details
• Responsible - accepts responsibility and makes no excuses, in charge of own life

To your success!

Jon

The Secret to Increasing Sales Productivity

You might be wondering why I'm writing about Sales per se.  Well, so am I.  That may not instill a lot of confidence in my article but actually, I've been listening to some sales materials  on CD as well as watching youtube videos about the grand art of selling, all to widen my understanding of one of the most basic and oldest of transactions: Sales.  So I find myself wanting to share the lessons I've learned so far.

It's important to note that all of us are sellers as well as buyers at one time or another.  So when selling, it's important not to lose sight of that fact.  In Sales, the real secret to increasing productivity is asking the right questions (probing) and listening for the real answer.  

And overcoming objections.

And improving your closing technique.

And having a great team. 


The truth is, all of those are true.  However, if you absolutely suck at asking questions, and you don't care enough to listen for the answers, you'll just be going around in circles trying to overcome objections, aside from wasting time and effort trying to close people who won't buy from you anyway.  That's why I believe that asking the right questions and listening for the real answers is the precursor.  When you ask the right questions and you listen to answers, you will find out what your client's reason(s) is/are.  You will find out the why's and why not's, as well as a lot of other things.

The not-so-secret secret: QUALIFYING YOUR CLIENTS.

Qualifying.  First time I heard that, I knew what it meant, but I didn't know how and what to do in the context of Sales.  In other words, qualifying your clients means finding out if they actually have the intention to buy whatever it is you're selling.  To qualify a lead you need to do a couple of things:

1. Find out their motivation.  Ask them why they're inquiring about your product or service, find out if they have a definite and specific timetable.  Anything other than a straight answer might mean that person is just curious and not really looking to buy.  They might even be asking for a friend or family member, so make sure you ask to be referred instead.  This is important to avoid the "I'm not interested" and "I'm not ready to buy yet" as well as other price objections.
   
2. Ask who are the decision-makers, who else is/are involved in the decision-making process.  Try your best to involve all of them when discussing or presenting your product or service to minimize the "I have to ask (whomever)" scenarios.  If in case you do get the "I have to ask (whomever)" scenario, try to see if you can speak with whomever it is they have to consult.  If they refuse or won't let you speak with that person, it's possible this is not the real objection and you may have to probe deeper.
   
3. Competition.  Find out who they've spoken with, what other product(s) they like or are considering.  Let's face it, we can't always win against the competition.  That's why you need to know if it's a battle you can win.  Find out what's important to your clients, and see if it's something you have or can offer, then play it up for maximum effect.  Please, don't resort to mudslinging to destroy your competition, that's just wrong.
   
4. Price, price, price.  Here's the reality of Sales: Price is King.  Check if your client has a realistic budget, find out what payment options or terms you can offer.  See how much leeway you have in terms of pegging a price on a product or service, how much of a discount or rebate you can bargain with to close the deal.  Dare I say it?  Be blunt if you have to.  Better find out if your client can afford it or not, and if he knows what he's getting himself into.  If you find out that your client can afford your product or service yet a price objection comes up later on when you ask for the deal, it's not the money that's the problem; it's a VALUE issue, you'll need to prove your and your product's value.
   

As you can see, qualifying properly will save you a lot of time, effort and money.  You won't be wasting your time trying to follow-up with unqualified non-buyers.  In the short term, you'll have less clients, but in the long term, you'll gain the few real clients who are ready and willing to buy.

I won't go into overcoming objections, closing techniques and teamwork, but suffice it to say that asking the right questions and listening for answers is the fundamental skill one needs to learn to be effective in Sales.  Don't be afraid to ask the questions that need to be asked, there's no other way unless you're psychic.




Ask and you shall receive,
Jon

7 Simple Steps To Selling Yourself

We're all in the selling business whether we like it or not. It doesn't matter be it you're a teacher or a bus driver, an employee or a store owner, an engineer or a judge.

Each day you are selling who you are; nothing happens until you're successful at doing that.

We all use up a great deal of our effort trying to persuade people to buy our product or service, accept our proposals or simply accept what we say.

Before you get better at influencing other people - you must get better at self-motivation and selling yourself.

Here are 7 common-sensical steps to selling yourself better:

1 – Trust in the product

Selling yourself is a lot like selling anything. You have to believe in what you're pitching. That means believing in "you." It's about a lot of affirmative self-talk and the right mindset.

The first thing people notice is your outlook. If you don’t have the proper attitude, then people will tune in to that and you would have already lost your chance.

It really all comes down to how you talk to yourself. The majority of people are more likely to talk to themselves in a negative way - this is what makes them unsuccessful.

It’s about the correct attitude - the quality of your thinking.

Successful folks have a constructive and optimistic way of seeing themselves and their work. They feel good about themselves and believe that everything they do will lead to their certain victory.

If you're in a sales job, whether as a store owner or a sales clerk, then you need to continually work on your attitude, your thoughts. You have to absolutely believe in yourself, no matter what happens.

Of course, you probably won’t close every sale, but that doesn’t mean you put yourself down or that you’re not successful. Here is where positive attitude comes in: you evaluate what happened, then you correct it, then you try again, all the time knowing without a doubt that you will prevail, whatever happens.

2 – Be attractive

Like any product we buy, how the product is packaged and presented will affect our decision to purchase.

Everything about you needs to look good, and you must dress aptly for the occasion. Don't think that just because your customer dresses casually, that you can dress the same way. Remember: you are the seller. If you were the customer, how would you like the product to be presented to you?

So be careful in your choices of apparel and accessories. Everything you wear will say something about who you are. Your aim is to appear “trustworthy.” People buy from trustworthy people.

3 – Be welcoming, warm and friendly

I’m a big fan of good customer service. And one thing I always look for is a warm and friendly smile. Don’t let that fool you, though. Don’t think that because you smiled, you passed the requirement. The smile that people respond to is a genuine smile, one that reaches the eyes and is obvious in the way the person acts. Please, no fake smiles. No need for a wide, toothy grin either. A welcoming smile that says “Hello, I’m glad to be of service!” will be enough.

And if you’re going to be in the habit of smiling, might as well ensure you visit your dentist regularly, you know what I mean.

4 – Be a name-caller

Use the customer’s name as soon as you get it, but don't over use it. It’s a bit grating if somebody peppers each sentence with your name, right? Also be wary of going straight to first name basis. Even if business is less stiff nowadays, you’d still want to check if they don’t mind. Finally, make sure they get your name, too. Hand out your card and ask for one in return, if applicable. Customers are flattered when their card is being asked for, it creates rapport.

5 – Be observant

When we meet new people, our defenses are almost always on alert. As a person selling yourself first and foremost, the objective is to get over that wall. Watch for expressions, body language, overt and subtle signs to check if the person is receptive to you. How does this person see you?

What does their body language tell you? Are they at ease with you or are they a bit guarded? Are they focusing on you or not? If they're not comfortable and not listening then make an effort to get them comfortable and focused by making small talk, get them to warm up to you. Being an authority on something always pays off in terms of conversation.

Once you get them talking, get in the groove with them. If your customer speaks slowly, then adjust your rate of speech accordingly, and vice versa. It’s just good communication, and it applies whether you’re face to face, or on the telephone.

6 – Be attentive and interested

Don’t you just dislike people who don’t even give you the courtesy of responding? Same goes for you. Say you’re listening, but you don’t give out indications that you are, how do you expect the other person to know that you are, in fact, listening? It’s just downright uncouth, don’t you agree? Nod your head, look the person square in the eyes, respond accordingly, smile, laugh, say “uh huh” or something, just make sure you let the other person know you’re listening.

Give your customer a reason to like you, because you are, after all, selling yourself first.

When the customer feels that you’re attentive to them, that you give them value and you realize their value, you’re effectively raising their self-image. People are self-conscious, always worried about their image. Attend to that, and you’re in business.

Just be wary that you’re not unduly flattering the customer, because you’ll just come off as a con man. Just be genuinely interested. The other person is also trying to sell himself. Reciprocity is key.

7 – Be a positive influence

Everybody has their ups and downs, but nothing shoots down a conversation faster than a negative comment. I’m not advocating to sugarcoat things or lie, but try to stay clear of negatives if you can talk about the positives. For example, it’s a rainy day. Instead of saying “I hate rainy days because I’ll get soaked,” you may say “I like how the rain cools down the city” or something to that effect. People respond to positives, and it has the bonus of attracting like-minded people to you.


Remember, before you can sell anything, you have to sell yourself first. It’s been said that buyers will only buy from people they trust, whether as a friend, or as an authority figure, or both. So as long as they’ve bought into YOU, in whatever capacity, then you have their business. Trust is a fickle commodity, however, so make sure once you obtain it, that you take care of it as well as you can. After all, your dentist’s fees can get really expensive.