Mary Grace Sagon Sales and Selling (Principles)
Mary Grace Sagon Sales and Selling (Principles)
Mary Grace Sagon Sales and Selling (Principles)
The selling process is generally divided into seven steps that, once you
understand them, will empower you to sell virtually anything you want and satisfy your
customers:
The sales process is adaptive, which means that each situation may be different
and salespeople have to adapt and understand what is important to each customer and
whise each is in the buying process. But in order for a salesperson to use adaptive
selling, he or she must thoroughly understand the steps in the selling process and how
each works to can use them effectively.
While the basics of the selling process have remained the same over the years,
the methods of communication and the way people interact are quickly evolving with the
use of the interactive capabilities on the Internet by customers and salespeople alike.
Each step now includes much more collaboration between customers and salespeople
(and even between customers) with the use of social networking, consumer reviews,
wikis, and other community-based tools. This technology allows salespeople to learn
more about their customers at each step, and therefore provide more relevant and
powerful solutions to customers at each stage of the buying process.
To qualify a person as a prospect, one must determine whether a person has the
desire and ability to buy the product or service. Salespeople qualify their prospects so
they can focus their sales efforts on the people who are most likely to buy. After all,
spending an hour discussing the capabilities of your goods or property with a lead that
is about to go out of business would be a waste of time. It’s much more fruitful to invest
your time with a qualified prospect, one who has the desire or ability to buy the product
or service.
Step 2: Preapproach
The preapproach is the “doing your homework” part of the process. A good
salesperson researches his prospect, familiarizing himself with the customer’s needs
and learning all the relevant background info he can about the individual or business. A
salesperson must know important information about the client beforehand. He must
come prepared with a specific idea as to how his service could help the prospect and
give a tailored presentation.
Step 3: Approach
First impressions. As a professional salesperson, you would almost never make
a pitch right away; instead, you’d work to establish a rapport with the customer first. This
usually involves introductions, making some small talk, asking a few warm-up
questions, and generally explaining who you are and whom you represent. This is called
the approach.
Step 4: Presentation
There is a good deal of preparation involved before a salesperson ever makes
his pitch or presentation, but the presentation is where the research pays off and his
idea for the prospect comes alive. By the time he presents his product, he will
understand his customer’s needs well enough to be sure he’s offering a solution the
customer could use. If you’re a real estate agent selling a house and your customers
are an older, retired couple, you won’t take them to see a house with many bedrooms,
several flights of stairs to climb, and a huge yard to keep up—nor will you show them
around a trendy loft in a busy part of town. The presentation should be tailored to the
customer, explaining how the product meets that person or company’s needs. It might
involve a tour (as in this real estate example), a product demonstration, videos,
PowerPoint presentations, or letting the customer actually look at or interact with the
product. At this point, the customer is using the information that is being shared as part
of his evaluation of possible solutions.
Step 5: Handling Objections
After you’ve made your sales presentation, it’s natural for your customer to have
some hesitations or concerns called objections. Good salespeople look at objections
as opportunities to further understand and respond to customers’ needs.
Step 7: Following Up
The follow-up is an important part of assuring customer satisfaction, retaining
customers, and prospecting for new customers. This might mean sending a thank-you
note, calling the customer to make sure a product was received in satisfactory condition,
or checking in to make sure a service is meeting the customer’s expectations. Follow-up
also includes logistical details like signing contracts, setting up delivery or installation
dates, and drawing up a timeline. From the buyer’s perspective, the follow-up is the
implementation step in the buying process. Good follow-up helps ensure additional
sales, customer referrals, and positive and actually leads you back to the first step in the
selling process because it provides the opportunity to learn about new needs for this
customer or new customers through referrals.
Almost anyone may accept donations, with the exception of those specifically
disqualified by law (Articles 738 and 739). Donees need not be related by blood or be
compulsory heirs of the donor, although it must be kept in mind that a donation made to a
non-relative may become void if it is discovered that the donor should have legitimate,
legitimated, or illegitimate children, have a child that turns out to be still alive, or adopts
minor.
Should there be no such concerns, a donor must simply keep the following in mind in
order to legally facilitate their intent to transfer property via donation:
He or she must duly own the property, and must have the capacity to donate, as
defined by law. He or she must also have donative intent. There must be delivery
to the donee, who subsequently must accept (Articles 735–747).
If the property is movable and is valued at more than Php5,000, the donation
must be documented in a public or private writing. If valued at less than
Php5,000, conveying the donation orally will suffice. (Article 748)
Donating immovable properties (like real estate) must be done through a public
instrument specifying the property donated, the responsibilities to be assumed by
the donee, and any conditions he or she is required to fulfill. Acceptance of the
donation by the donee can be made in the same instrument. If made separately,
the donor must be notified in authentic form, and will be noted in both
instruments. Such a separate instrument must be executed within the lifetime of
the donor. (Article 749)
The donation may comprehend all the present property of the donor, or part
thereof, provided he reserves, in full ownership or in usufruct, sufficient means for the
support of himself, and of all relatives who, at the time of the acceptance of the
donation, are by law entitled to be supported by the donor. (Art. 750, NCC) Donations
cannot, however, comprehend future properties.
Under the law, there are grounds to revoke donation that can be invoked by the
donor of the property. These are the following:
2. Under Art. 764 When the donee fails to comply with any of the conditions which
the donor imposed upon the donee.
a. If the donee should commit some offense against the person, the honor or the
property of the donor, or of his wife or children under his parental authority
b. If the donee imputes to the donor any criminal offense, or any act involving
moral turpitude, even though he should prove it, unless the crime or act has been
committed against the donee himself, his wife or children under his authority
Under the old tax law, donations to a non-relative were taxed at 30% and the
P100,000 exemption was not allowed. Thus, during estate planning, properties that
were intended to be given to non-relatives were better left in the estate. Under the
TRAIN Law, the donor’s tax is fixed at 6% based on annual total gifts exceeding
P250,000 in a calendar year, regardless of whether the donee is a relative or not.
The DST rate for donations of real property is the same on sales and
dispositions of real property under Section 196 of the Tax Code, as amended – PhP15.
00 for every PhP1,000.00 of consideration or value, or factional part thereof. This is
about 1.5%, PhP15 divided by PhP1,000.00.
Sources:
Sales
“The Evolution of the Seven Steps of Selling,” Industrial Market Management , authors
William C. Moncreif and Greg W. Marshall
https://beyondbusinessgroups.com.au/the-7-step-selling-process/
https://saylordotorg.github.io/text_the-power-of-selling/s10-01-it-s-a-process-seven-
steps-to-.html
Generating Leads
https://www.lamudi.com.ph/journal/effective-real-estate-lead-generation-tips-for-2019/
Donation
https://www.manilatimes.net/2014/11/22/legal-advice/dearpao/formal-requirements-donating-
property/143487/#:~:text=Donation%20is%20an%20act%20of,Civil%20Code%20of%20the
%20Philippines).&text=For%20immovable%20properties%20such%20as,Article%20749.
https://batasnatin.com/law-library/civil-law/property/2333-laws-on-deed-of-donation.html
https://batasnatin.com/law-library/civil-law/property/1316-donation.html
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