Tuesday, May 23, 2017

Let's do the Sales Talk

Selling products and services are not as easy as what others think (or you thought it would be). Not all people will be easily convinced on why they should buy from you a house and lot in Quezon City, or purchase an item of furniture for their newly acquired apartment unit. Taking into account that the field of sales is challenging yet exciting, we know that all of us have certain areas for improvement. Salespeople would often argue that the person will buy if he or she is really interested. Well, it does have a point but what if that lead can be converted into sales with just a matter of proper and effective persuasion? This is where salespeople will come into the picture and use their “magic and tricks” on selling and marketing.

If you’re willing to take the challenge, continue reading and let’s do the sales talk:

Make them need and want what you’re selling. This is easier said than done but through some practice and proper customer engagement, you’d eventually make them want to buy. Just remember that not all people are easily persuaded or convinced, and there are times where you need to have the patience of a saint. Some things you need to remember at this point are:
  • Build rapport - before you go on with convincing, get to know your leads and customers first. Be aware of their background, why are they inquiring or interested and use that knowledge as a stepping stone to talk to them effectively.
  • Paint them a picture - visualize with them what would and not going to happen if they will purchase your item. Let them know what your product and service can do for them.
  • Highlight your brand’s advantages - if you know your market and competition, you should be able to pitch in that your brand is the best and they will save a lot. You know, people love “saving some money from buying.”

Be open and honest. Some of your clients might be opening up to you on why they are interested and why they are inquiring about this product or service. In return, you should also be open and honest about your deals and offers. Other salespeople tend to blanket some details and just tell the leads and customers the good things. Technically, they are not lying but try to put yourself in the customers’ shoes - does it feel good? We know that the answer is no. Besides, if you’d end up covering some truths and they found out that this is not what they are looking for, this problem will go back to you, and it will be a burden for you to take. Just be careful on which details are open for disclosure and not as some information are confidential.

Positive framing. You may know all the answers, but you should also know how to deliver it to your leads and customers. Similar to the previous point, you need to be open about the things your clients need to know. But to help you frame and deliver things well, here are some reminders: 
  • Never say “I don’t know” - remember that you are selling them and you need to convince them. How would you be able to do that if you don’t know the particulars and information of your products, services or company? Instead of saying “I don’t know,” you can tell them “I will get back to you on that” or “I will communicate with my colleagues/ manager/ supervisor as soon as possible to clarify some points regarding that.” But know that your leads and customers will also be fed up with your excuse, so you got to know what they need as quickly as possible  

  • Get that “can do” attitude - you can’t do their request? Tell them what you can offer on the other hand and say that you can do it as efficiently as what they wanted.
  • Drop the “unfortunately” - this is about positive framing, so you don’t need many negative words in your sales vocabulary. If your clients are looking for something you don’t have yet, a good alternative of “Unfortunately, we don’t have that” is “As of the moment, our company is taking that into consideration (or developing that option) and on the other hand, we have the following products and services that would fulfill your needs”.

Sunday, May 21, 2017

For Fresh Grads: Surviving the Outside World

Congratulations, fresh grad!

Hooray for the celebrations and treats after graduating in college - party in Tomas Morato, shopping in your favorite Ayala Mall, and going out of town with your closest friends. I understand you are still ecstatic with all the happenings and events, but you know that after a few weeks or months, you’ve got to wake up and go out of the bubble.

If you are someone who doesn’t need to go to work yet for some reasons like your family can sustain your living expenses, not being pressured to earn a living, then you can rest for now and chill as much as you want. But for those who need to start working ASAP and seem to be lost, nervous and scared, this is for you:

  • Calm down. Before you start retaliating and blabbering that adulting is so hard, try to calm down and observe things. You will learn so much about life outside the academe and realize how much (or less) you can do in this world. This time, your tasks and responsibilities are not for your classes, professors, and school, but for your family and yourself.

  • Enjoy the process. Job applications, interviews, endless waiting for the callback, getting employed for the first time, meeting your first-ever workmates, having some thoughts on resigning after a few weeks - enjoy all of it even if there are times you are about to break down. You’d get to know yourself better especially on how you handle pressure and changes. With all the things that are happening and going to happen, I must say you should fasten your seats and enjoy the ride.

  • Think of your future. Ever since a kid, you’ve been asked a lot of times what do you want to become when you grow up. In high school, others want to know (including yourself) what course you are going to take. For sure in college nearing graduation, you answered the question “So what’s your plan after?” couple of hundred of times. You came to the point where you just want to answer “I don’t know” because you are so tired and annoyed. But surprise! In job applications, you will be answering “How do you see yourself in the next five to ten years?” and other similar questions. But actually, you need to think about your plans and start acting on it sooner or later. It’s okay to be lost from time to time as self-discovery is a process. So don’t pressure yourself, okay?

  • Start (or continue) saving money. Just a practical reminder to each of us to save money. It’s not every day that you can rely to your parents or guardians for extra cash. Moreover, if you have plans like taking post grad and quite expensive vacations, you need to have your own money. If you think you are already financially ready and mentally prepared, you might also consider getting insurance and investment for your retirement or future use. Is it too much? Not really. You just don’t want to burden your future self or future kids on how you will be able to survive when you’re too old and weak to work.

  • Believe in yourself. This new ride for you might be a crazy and draggy one. But don’t forget to keep the faith and your hopes up. Just like how you made it in college, you’d also be fine, even if stressed, in the “outside world”. Remember that the most important person to trust you is you, yourself. There are times where you doubt your skills and abilities, but keep on working to be the best version of yourself and never stop trying, and soon the world will witness your greatness.

Wednesday, May 10, 2017

Are Condos Costly Or Not At All?

Some people are scared of buying a BGC condo for sale because they often think that buying and living in a condominium is a seriously expensive lifestyle. Is it, or is it all in our heads? The article will shed light on the most common misconceptions about the money involved in buying and maintain a condo. Notably, be reminded that a condo is not the building per se, but the type of ownership. When you buy a condo, you are actually paying for the unit in low-, mid- or high-rise building and the interest in common elements within the building.

Condominium presents itself as an easier way to access the housing market although, sometimes, it depends on the type of condo (luxury condos, for instance). First, DMCI condo ownership is not equal or close to home ownership. In the latter, you are free to change the interiors and its immediate exteriors. In the former, you need to consult the association or board first before making any physical changes.

Since the condo is a communal ownership, you need to pay a monthly association fee for the maintenance of common areas. The fee that unit owners or renters pay is collectively used in maintaining the building. Some of us think of the fees as an additional expense, but it is not. It is a monthly contribution for the building’s upkeep as well as the utilities and some amenities like cable and Wi-Fi. Imagine how much you have to pay if you have to pay for each monthly.

Be wary of condos that require high condo fees because these are indicative of poor financial management on the part of the association. Nonetheless, reasonable is a very subjective term; what’s reasonable for me may be absurd for you. Better ask the condo manager or association a breakdown of the fees, so you’d know what you are actually paying for.

Further, the monthly condo fee that you need to pay change yearly. This is because the board calculates the cost depending on the coming year’s projected cost. If there will be major repairs for the next year, expect higher monthly fees. Nevertheless, the additional amount must be justifiable and appropriate for what the condo building needs.

As a condo owner, you cannot and you should not escape the higher fees because of their impact in the future. If ever you decide to sell your unit, it would be difficult if the common areas are not well-maintained or if the floors and roofs are damaged all because the association has no funds to maintain these areas. This is because of unit owners who aren’t paying their monthly fees. The buyer will ask for a hefty discount which is often higher compared to the cost of the monthly fee and the cost of maintaining such areas. 

Some owners assume that condo fees cover everything. They don't. The entire building has to be maintained as well. So, condo associations schedule a regular assessment of the building to ensure and preserve its structural integrity. If in case, after the assessment, a major repair is required, the condo owners have to contribute for the repair. That is, if the association has no reserve fund for such.

Assessments are not an additional expense as well. These are conducted to ensure that the dwellers are safe and secure. You buy a condo because of convenience, security and amenities. If any of these is threatened, then the value of the building including your unit will decline. That’s how important assessments are.

Evidently, the misconceptions stem from unguided, misinformed expectations specifically about the responsibilities of the condo owners. Not to mention, several poorly managed condo associations eventually lead to more money issues. So, before jumping into buying a condo, make sure that you are 100% financially ready!