Introduction to Sale &

Prospecting
 Message From The Founder

A warm welcome to you on behalf of Team ANI for giving your precious time and
helping us achieve our mission of bringing clarity into real estate.
- Mr. Chetan Dua
 Ground Rules

 No cell phone usage

 No stepping out of the session– If you can’t sit for 2.5 hours you may choose to
go right now

 No cross talk

 Respect each other

 Ask questions – Since this is a time bound session, we cannot take up questions
in between. As it is, the presentation is designed in such a way that most of your
question will get answered. However, if towards the end you still have some
questions, you may get in touch with us or ask at the end of the presentation.

 Participate
 Previous Sessions

If you have not attended ‘Introduction to ANI’, you have missed receiving answer
to ‘Why to sell with ANI’; ‘Who is an Associate’, ‘What are your earning & growth
prospect’, ‘What support will you get’, etc.

If you have missed any or both of the Product Session, then you would not know
the answer to ‘What to Sell with ANI’; Greater Noida Location Advantage, Project
Overview, USP’s, Unit Calculation, etc.

Please get in touch with the person who has referred you so that you may get
registered for the session that you have missed.
 Why are you here?

 How have you come here, advertisement or reference?

 Do you know that this is commission based program or not?

 Everyone at ANI is not successful (just like any other business)!

 Reason for these questions and discussion is to ask you to pay attention &
analyse all of this well; so you take a well informed decision, doesn’t matter
whether it’s a YES or NO. Ensure that if it is a YES then later there should be no
regrets and if it is a NO even then there should be no REGRETS!
 Quiz

 Bonus & Differential Commission

 Differential Commission of an Associate on his/her Team Sale is calculated

as the difference in percentage between the Commission Slab of the said
Associate and the Commission Slab of the Associate of highest
Rank/Designation in the chain. Differential Slab as applicable on a team
sale, ranges between 5% to 50% of commission value on that sale.

 Onetime Bonus Team Sale Commission is the Commission which only in

select conditions and at the sole discretion of the ANI management may be
claimed on a Sale only by any one individual Associate in whose Team the
said Sale occurs. Bonus Slab, if applicable on a team sale, is fixed at 5% of
the commission value on that sale.

REFER TO WEIGHTAGE CRITERIA / METHODOLOGY (CRM) FOR DETAILS

 Quiz

 Pushed Up Promotion

 It may happen that an associate ‘A’ may have a certain Referred Associate
(let’s say ‘x’) in his/her team and the said Referred Associate may achieve the
designation of BDM/GM/AVP even before the said Associate ‘A’ (if the said
Referred Associate ‘x’ fulfils the criteria for the said Designation even before
the said Associate ‘A’ in whose team the said Referred Associate ‘x’ is
working.) This is possible when the said Associate ‘A’ has not done any other
Sale in his/her Team apart from the Sales that have happened in the team of
the said Referred associate ‘x’. In such a case, the said associate ‘A’ will have
to fulfil the following to get the said Designation.
 Either do a Direct Sale in order to achieve the said Designation OR
 Do at least 30% of the weightage criteria required for the said Designation
from his/her other teams (other teams means those teams of Associate ‘A’
under which the said Referred Associate ‘x’ does not fall.)

REFER TO WEIGHTAGE CRITERIA / METHODOLOGY (CRM) FOR DETAILS

 Quiz

 Monthly mandate for GM/AVP promotions

 Getting promoted from BDM to GM Rank / Designation the said 25 Units

will be counted only when minimum 2 Units are sold in One Calendar
Month. In case of less than 2 Units sold in a calendar month, the said less
than 2 Units shall not be counted as part of the required 25 Units.
 Getting promoted from GM to AVP Rank / Designation the said 50 Units will
be counted only when minimum 3 Units are sold in One Calendar Month. In
case of less than 3 Units sold in a calendar month, the said less than 3 Units
shall not be counted as part of the required 50 Units.

REFER TO WEIGHTAGE CRITERIA / METHODOLOGY (CRM) FOR DETAILS

 Quiz

 USPs of Habitech Panchtatva

 Some of the key projects of Habitech include Habitech Panchtatva, Qube

Studios, Grand Heritage Resort, Mayoor International School
 Located along the 130 meter Noida - Greater Noida link road and close
proximity with NH 24 / FNG Expressway / Knowledge Park V / upcoming
metro
 Ready to move apartments
 11 acre, 3 side open, corner plot with more than 6 acres of open/green area
and a 25,000 sq.ft. club
 Quiz

 USPs of Bulland Suryodaya

 One project already delivered (Bulland Heights)
 Located along 130 meter road (linked to Noida), next to upcoming metro
station and easy access to Knowledge Park V / NH 24 / FNG Expressway
 Two side open project with sector park adjoining boundary wall
 Designed by Space Designers (awarded as Best Architect of North India)

 USPs of Crystal36 Phase II

 Some of the key projects of Habitech include Habitech Panchtatva, Qube
Studios, Grand Heritage Resort, Mayoor International School
 Located in Knowledge Park III and close proximity with Taj Expressway /
Pari Chowk / Noida - Greater Noida Expressway / Upcoming Metro
 Surrounded by iconic brands like Sharda University, IIT Roorkee, Stellar
Gymkhana, India Expo, Galgottia University, etc.
 Great value for money deal along with Assured Benefits
 The 4 Big Questions

 Why to sell with ANI?

(Already discussed in Introduction to ANI)

 What to sell?
(Already discussed in Residential & Non-Residential Product Session)

 To whom to sell?
(Will be discussed in this session)

 How to sell?
(Will be discussed in this session)
 Objective
 What is Sale
 Must have Skills
 Sale Cycle
 Customer Prospecting
 Listing
 Magic of Compounding

 Categorization

 Ideal Profile

 Connect
 Meeting
 Do’s & Don’ts

 Customer Counselling

 Objection Handling

 Site Visit
 Closing / Follow Up
 What is Sales?

A transaction between two parties where the buyer receives goods (tangible or
intangible), services and/or assets in exchange for money

At ANI, we believe that:

SALES is about ‘BELIEF’!

Belief in the Company,
the Product, and
most importantly YOURSELF!

Belief in Company!
After knowing about the company, do you sync with our vision?

Belief in Product!
After knowing the product, will you consider it worth buying?
 Contd.
Belief in Yourself!
Believe In Yourself And Others Are Bound To Believe In You!
You are what you think you are. You do what you think you can. It is all in the mind.
Mind over Matter, as they say!
Think of the mighty elephant that can move tons of weight. How come it stays in one
place tied with a weak rope and a stake! When the elephant is a baby, it is tied to a
strong chain and a strong tree. The baby keeps pulling, but in vain. One day, it realizes
that the tugging and pulling is of no use. It starts believing that it cannot be free. When
the baby elephant turns into a mighty giant, it is still tied in the same manner. It could
with one tug, walk away free, but it does not do so because it believes that it cannot do
so. Sad but true!
As humans, even our belief system is a result of numerous past experiences and
external influences, which in many cases might be based on opinions and perceptions
and not the truth! Analyse. Know yourself. Love your Dream.
Strong and unshakeable belief makes you committed towards your goals
A committed person becomes aware of the possibilities and opportunities that exist
around him/her!
Image Source : Google
 Contd.

SALES is an ‘ART’

“Art of Persuasion without Persuading.”

Art of understanding different human minds and dealing with it

No two finger prints are the same so even every customer will have different mind
set

Image Source : Google

 Contd.

SALES is about ‘LEARNING’

First learn to learn, then learn, then learn to teach, then teach and then teach how
to teach!

Note: In order to learn on a regular basis, you must come regularly!

Even part-time means PART OF EACH DAY!
“No time for learning = No scope for earning”
Most Associates come to office only when they have a potential client or when they
have a potential candidate to be referred.
What will happen if you open your shop only when a customer will come???

Learning the do’s is important but learning the don’ts is even more important
Do you know that Edison had to face 9999 failures and then finally had success at
10000th attempt!
The reward can only be achieved by those who are ready for the struggle!

Image Source : Google

 Contd.

SALES is about ‘SACRIFICE’

Success and Sacrifice go hand in hand!

EGO => Enter and GO out of business!

GREED => You can only be fair to yourself if you are fair to your customers!
Children & Beggars are great examples of ‘no ego attitude’ and prospecting skills!
Both refuse to give up! (We are not however advising you to have a begging
attitude!)
Greed is when someone needs a 2 BHK you encourage him for 3 BHK OR
someone who has no need for IT space is encouraged to buy one just to get
Assured Return OR someone taking a promotion not being encouraged because of
temporary loss in differential commission

Short Term Pleasure = Long Term Pain

Short Term Pain = Long Term Pleasure

More the Knowledge, Lesser the EGO!

Lesser the Knowledge, More the EGO!!! – ALBERT EINSTEIN Image Source : Google
 Contd.

SALES is an ‘OFFER’
DO NOT CONVINCE!
Has it ever happened that in a good restaurant or in an aeroplane, waiters or flight
stewards have tried to convince you buy a certain dish/item?
Remember the Golden Rule –
SW SW SW WN
Some Will, Some Won’t, So What, Who’s Next...

Image Source : Google

 Contd.

SALES is a ‘RESPONSIBILITY’

You are the one taking RESPONSIBILITY.... Have that ATTITUDE!

At ANI we sell with RESPONSIBILITY and PRIDE.

Even a single drop of water can create multiple ripples!

Image Source : Google
 Must have skills

 Product Knowledge (Detailed in Product Sessions)

You need to learn to stand first in order to walk and then run or jump

 It is most important that you must know about –

i. The product types (group housing, plots, villas, villaments and duplex units,
studio apartments, IT/ITES office spaces, commercial shops, etc.)
ii. The price range of various products to suit every customer’s pocket (basic
selling price, PLCs, other charges, GST, etc.)
iii. Different locations and their connectivity/infrastructure/USPs
iv. Different payment plan offers as and when applicable (Minimum contribution
+ basic home loan procedures)
v. Appreciation over the past across various locations, brands, projects so that
your customer may estimate future appreciation and decide accordingly

The idea is to communicate that You, as Team ANI, can take care of all kinds of
Real Estate Buying Needs.
CRM - Knowledge Bank

This tool will help

you to shortlist
properties based
on the needs of a
prospect.

Here you will get

important
information about
each project. For
ex. RERA code,
Possession time
along with 4 USPs.
 Must have skills – contd.

 Strategic Prospecting Skills (To be discussed later)

 If you do not select the prospects wisely chances of them getting converted
into customers will not be very bright
 Rapport Building
 Making the customer realize that you are his/her well wisher, otherwise
customer will neither trust you nor be comfortable with you to discuss their
finances
 Communication Skill - Have you ever noted that Lord Ganesha, the God of
wisdom has such big ears (effective listening), long nose (smell what you can’t
hear or see) and a small hidden mouth (speak only when required)
 Verbal Communication – Spoken, texted, email; takes care of ‘What’ part of
the communication.
 Non-verbal Communication – Tone, expression, body language, gestures;
takes care of ‘How’ part of the communication.
 Objection Prevention & Handling – To be discussed later
 Closing – To be discussed later
 Must have skills – contd.

 Customer Relationship Management

 To be done even with those who don’t buy

 A good prospect/customer relationship management implies that in future,

whenever the customer or anyone amongst his/her family and friends wants
to purchase a property they should contact you (ANI)

 The KIT Approach: Keep In Touch, always!

 If you make your customer understand that your company takes care of all
Real Estate Buying needs and that too at the best possible prices, you are
bound to get business from them, directly or indirectly, whether today or in
the near future.
 Sale Flow

Prospect

Close Connect

Site Visit Meet

PROSPECTING
Image Source : Google
 Questions

 How many of you can pen down two hundred prospects name in an hour?

 What if you were to get Rs. 500/name?

 How many of you think that if all this 200 are APPROACHED..AND SOME
WONT VISIT BUT SOME OBVIOUSLY WILL, how many sales will you close?

 Let’s just say 1 sale, and your commission is 1 lac, which is nothing but Rs.
500/person!

 Moral: Each name is important. Please do not prejudge,

You Are The Centre Of Your Own Universe

Family

School /
Friends
College

Relatives
– Acquaint
Spouse ances
Side
YOU

Relatives
Colleagu
–
es – Job
Materna
1
l Side
Relatives
Colleagu
–
es – Job
Paternal
2
Side
 List Creation on CRM

 You can create your list on CRM for better management and tracking
 Details will be confidential and not visible to anybody
 List down all the names from your phone book, social media contacts, etc.
 Segregate them as your Hot Market / Warm Market / Cold Market as per your
rapport / relationship with them and your frequency of meeting them

 Advantage of Hot / Warm Market –

 Possibility of closure is higher and faster in warm market
 If you focus majorly on your warm market, your team will do the same
 Warm market closure will act as evidence for your cold market clients too
 Contd.

 A Qualified List gives you added advantages on the CRM. IT IS ADVISABLE

THAT BEFORE AN ASSOCIATE CREATES A QUALIFIED LIST, HE/SHE
MUST PRE-INFORM THE INDIVIDUALS ON THE LIST.
 Benefit of a Qualified List –
 Also there will be facility to send ANI profile and product related
information / PPTs through Email
 There will be facility to send individual SMS and group SMS

NOTE: If you will not prospect those in your contact book, someone else will!

Think, if you make a list of 100. Each gives you just one sale directly or
through references over a period of ten years. How much will you
earn?
NOTE
 Do not pre-judge on the basis of area/location (Even out of Delhi market and
NRI clients), appearance, etc. EACH NAME IS IMPORTANT.
 Females to meet clients at ANI office only
PLEASE CALL ALL
PROSPECTS
BEFORE THE SMSs
ARE SENT BY CRM.
(SMSs TO BE
DISCUSSED
AHEAD)
 Ideal Profiles
# PROFILE REASON BENEFITS

People staying in They would certainly prefer paying EMI Presence of both, need and
1 rented (Equated Monthly Instalments) instead of want. Quicker and better
accommodation ERI (Equated Rental Instalments) chances of closure

Immediate requirement due to shortage

People living in Better fund availability due to
2 of space or need to have nuclear family
joint family family support
benefits

Young working
3 Wants to create assets or future self use Easier home loan approvals
couples (28-45)
Want to buy for children or to raise rental
Just Retired Cash availability from PF and
4 income. Could be interested in Assured
(Government Jobs) Gratuity
Returns*
People already ANI exclusive projects comes with set of Such people will understand the
5 looking to buy a benefits which no other company/project benefits better and will take the
property** provides decision faster

*Please clarify regarding maximum term of assured return as rental cannot be predicted! Till the time AR
is applicable it is much better than a FD
** Such people could easily be sourced through lead generation activities
 Contd.
# PROFILE REASON BENEFITS

Business Owners / Shop They would easily understand the Cash availability or else in
6
Keepers* benefits of our location and offer position to arrange

NRI are part of NRI community

Investment Portfoli0 + Currency
7 NRI so could be a good source of
Advantage
referral
Habit of saving and consider real
Children studying/working in
People staying in Tier 2/3 estate as best source of
8 Delhi NCR / status symbol / AR
cities investment + Good source of
Benefits
referrals

People with fund Funds Availability, would

Real estate is a better investment
availability (Customers understand the comparison
9 option as the possibility of
having FDs or those who between various investment
appreciation is better
buy gold regularly) option better

*Shopkeepers would certainly want to have a shop in a group housing society where thousands of
customers are available (Ready Business). Also, they could be interested in buying a flat in the same
township! (NOTE - Multiple selling should only be encouraged if the customer can afford to buy more
than 1 unit)
 Contd.

# PROFILE REASON BENEFITS

Already in the market, looking Funds Availability, would understand

People with high net
10 for better returns on their the comparison between various
worth in stocks*
investment investment option better
Funds Availability, good source of
11 Doctors** Investment Portfoli0
referral
Funds Availability, good source of
12 Charted Accountant** Investment Portfoli0
referral
People working in
Either need or want is present, Higher pay scale; eligibility for home
13 senior positions in
tax saving needed loan
corporate

*It is advisable that such a client spreads his investment across different projects that we have.
**You can have a ready customer base which is always available to buy even on a short notice!
Please remember that the above profile are only to give a general overview and prospecting of customers
should not be limited to the same!
 Ideal Activities for Lead Generation

 Canopy Activity
 In Corporates / Government Organizations
 In Group Housing Societies

 In Markets

 Around Project Locations

NOTE: Kindly obtain necessary approvals as required

 Single Pager / Pamphlets

 WhatsApp / Social Media Activities

 Standees
NOTE: Kindly obtain necessary approvals as required
 CONNECT

PURPOSE – To close for meeting

The achieved outcome is to be updated on the CRM as well
 Ways to Connect

 SMS

 WhatsApp, Skype, Messenger, etc.

 Email

 Phone Call

 Meeting

First Impression
Is The
Last Impression
Image Source : Google
 Sample SMS

Upon worksheet submission (Qualified List)

 Hello (customer’s name), I am glad to inform you that I am associated with
Acres N Inches, a brand known for best properties at fair prices. Will meet you
soon. To know more click http://www.acresninches.com . Best Regards
(associate’s name), ANI

After 2 days
 Hello (customer’s name) ! This side (associate’s name). I have recommended
your name to receive free of cost updates from Acres N inches about best
properties at fair prices. Best Regards (associate’s name), ANI.

 Dear (customer’s name). Your name has been recommended by (associate’s

name) for you to receive free of cost updates about best properties at fair prices.
To unsubscribe click
http://www.ani.acresninches.com/us.php?lid=".base64_encode($lid).“ Best
Regards Team ANI

VERY CLOSE RELATION IS TO BE DIRECTLY CALLED AND NOT TEXTED

 Contd.

On Updating Meeting
 Dear (customer’s name), thankyou for giving us the opportunity to serve you,
as discussed I will be meeting you on dd/mm/yyyy at hh:mm. Best Regards
(associate’s name), ANI

On Updating Not Interested :

 For Rera (Provisional Associate/Associate)
 Dear (customer’s name), thankyou for giving us your valuable time, I shall keep
you posted with free of cost updates about best properties at fair prices. Best
Regards (associate’s name), ANI

 For Non Rera (Provisional Associate)

 Dear (customer’s name), thankyou for giving us your valuable time, we shall
keep you posted with free of cost updates about best properties at fair prices.
Best Regards Team AcresNInches

VERY CLOSE RELATION IS TO BE DIRECTLY CALLED AND NOT TEXTED

 Contd.

 Apart from these, various promotional SMSs are sent from time to time on the
worksheet/team/customer database.
 The idea is to communicate to them that all their Real Estate Buying Needs can
be taken care.
 Example –
 For RERA - Noida Extn 2bhk -16.9 lk,3bhk-21.8 lk. ALL INCLUSIVE.RERA
Regd. Call (associate’s name) @ (associate’s mobile number) Click
http://ani.acresninches.com/OS0zLTE0 AcresNInches
 For Non-RERA - Noida Extn 2bhk -16.9 lk,3bhk-21.8 lk.ALL
INCLUSIVE.RERA Regd. Click http://ani.acresninches.com/OS0zLTE0
AcresNInches
 Phone Call

Warm Market Cold Market

 Greet
 Check availability of the prospect
for required duration of
conversation
 Introduce the company
 State the purpose
 Fix appointment
 Confirm venue
 Thank the prospect
 Greet
 Greet
 Introduce Self & Company
 Check availability of the prospect
for required duration of
conversation
 State the purpose
 Fix appointment
 Confirm venue
 Thank the prospect
 Greet

PURPOSE – To fix appointment

Scripts will be discussed in Role Play Session (available on Knowledge
Bank)
 Sample Script

“I recently got associated with one of the best Real Estate Brands in North India,
Acres N Inches, having a reputation of providing best properties at fair prices all
across Noida, Greater Noida, Greater Noida West, Yamuna Expressway, Noida
Expressway, Ghaziabad, Vrindavan, etc………… There are certain extremely
profitable limited period offers which I want you to understand, SO THAT if you
or your known ones, whether today or in near future want to consider, I can be of
help. Need half an hour of your time either Saturday afternoon or Monday
morning to discuss with you and your family (mentioned names like uncle / aunty
/ sir / ma’am, etc. etc.)”
 MEETING

PURPOSE – a) To close for site visit (with family)

OR
b) To take at least 2 references
OR
c) To refer as Provisional Associate

NOTE: The achieved outcome to be UPDATED on CRM as well.

 Do’s

 Punctuality is the key

 Be well prepared, carry the brochures and/or your laptop
 Carry your self confidence with you
 Be energetic and positive
 Believe in the OPPORTUNITY you are presenting
 Wear clean and well-ironed clothes
 Keep your nails and hair well groomed
 Use correct hand gestures, expressions and body postures
 Choose your words wisely
 Learn to read between the lines and hear between the words
 Show off your smile
 Before you start the counselling make sure all the people concerned (decision
maker, decision influencer and signing authority) are available
 Don’ts

 Don’t sell on phone

 Don’t cancel the meeting
 Don’t use phone while attending to a client
 Don’t hesitate while talking
 Don’t yawn or bite your nail
 Don’t criticize other companies and projects
 Don’t chew pan masala, beetle leaf, etc.
 Don’t eat onion and garlic before client visit
 Don’t use negative words
 Don’t comment on sensitive topics like religion, politics, etc.
 Don’t loose patience
Meeting Presentation Flow

OPENING
STEPS
PROBING

PROVIDING
SOLUTION
OBJECTION
HANDLING
 Opening

 We are known to be the most ethical real estate company in India, specializing
in helping our customer’s buy best properties at fair prices which are either
Ready-To-Move or RERA registered.

 The options that I am talking about are residential flats, villas, penthouses,
duplex, plots, studios and commercial space & IT/ITES space etc. and these are
spread across Noida, Greater Noida, Greater Noida West, Yamuna Expressway,
Noida Expressway, Ghaziabad, Vrindavan, etc.

 You will be surprised to know that in some projects one can book their home in
just a few thousand rupees, and that too in the best brands / locations.

 To top it all we also have certain options that gives Assured Rental for at least
___ years starting from ______ per month depending on the project. Offers
that are for a very limited period, from time to time and certainly worth
visiting.
 Contd.

 There are a couple of options where Resort Style living is being offered at very
economical prices. Once you have a look, you will fall in love with such
properties.
 Once you have a look, you will not want to miss such an Opportunity + In some
of the projects there is a chance of getting CORPORATE DISCOUNTS as well!
 The best thing about Real Estate Investment is that over a long term horizon, it
gives great Price Appreciation + Rental Value also!
 Most importantly from what I have learnt at Acres N Inches is the minute
details that one should take care of. For e.g.- Even in a Ready-To-Move
Property, “does the property have an Occupancy Certificate?” “What will be the
Maintenance Charges per month?” “Are the Authority instalments paid as due,
etc.?” Similarly, in projects that are not ready, apart from being RERA
registered (up-rera.in), “how much is the carpet area (not the covered area)?”
“What are the room sizes?” “What is the earnest money clause?” etc.
NOTE: It is important to give an overview of the investment options available (For
example – bottom price range available / brands available / attractive deals
available, etc.) so that you may get to know, in which kind of product your
prospect is interested.
 Probing

 Questions that help in uncovering the need

 Rehearse your questions well
 Aptly combine open ended and close ended questions
Open Ended – Let the customer answer in detail
Close Ended – Give customer options to choose from
 You will get the clarity on which project you would be emphasizing
 Start with open ended probing and towards end ask close ended questions,
what you will get is customer’s need / requirement
 Do remember to check how much customer knows about Greater Noida (Green
Area, Infrastructure, Sports, Tourism, Education, IT/ITES/MNCs, etc.)
 Don’t ask questions back to back, make it conversational
 Acknowledge every answer and assure the customer

NOTE: Probing sequence may vary as per the case and flow of
conversation.
 Sample Probing – Open Ended

 Over a horizon of 5-7 years, what % of returns would you expect for you to
invest? Although, we cannot predict, but I asked so that on the basis of the past
record of a brand, the location, etc., I would want to make a few suggestions.

 When, during next week, can you and _____ take out half a day’s time? I
would want you to visit some of the project sites, where you can see some really
beautiful options, currently available at very low prices. In fact, in some there is
a limited period Corporate Discount too (subject to certain criteria)

 If I were to tell you that by investing as low as _____ upfront and a monthly
instalment of _____, you can buy a property in ______ location in a project
with USPs like ___________, when would you want to visit? OR By when can
you arrange the payment? I asked you because this offer is only till _____.
 Sample Probing
(After the prospect shows interest)
 If we can get you something really beneficial; where would you like to invest, in
residential project or commercial project?

 If we find the right property, how soon are you prepared to make a decision? I
asked because we have certain proposals currently available at prices that are
much lower than the original price but only till date. (corporate discount for
exclusively marketed project)

 How soon do you need to move? I asked because we have both ready to move as
well as other options but prices are certainly different!

 Do you have some particular requirement in mind? For example – Number of

bedrooms, sizes of the room, any special facilities in your home or township. I
asked so that I may suggest accordingly.
 Contd.

 How many are in your family? Do you have school-age children? I asked
because we have certain projects which have special facilities for children.

 How much money would you want to allocate for monthly payments? I asked
so that I may suggest accordingly.

 Will this be the first property in your name? I asked because, for 1st time
buyers, subject to certain terms, the Government has provided the Pradhan
Mantri Awas Yojna, where in on a home loan, there is a huge amount of rebate.

 Which other projects have you checked and why have you not closed the deal?
Its really important that you must be sure that you pick the best. The more you
see the better you can decide.
You will understand exactly what customer is looking for and what he is not
looking for. Now you can present the Opportunity based on his/her requirements.
So if any customer say that the project was very far from proposed metro station
that why they did not purchase; So, now we know that we will have to present
those projects which are at a walking distance from metro station.
 Sample Probing
(To confirm requirement)
 What I understood is that you are looking for a 2 BHK ready-to –move
residential option within a budget of _____ lacs. Is that correct?

 If I am able to understand correctly you are looking to invest around ___ lacs
in commercial wherein you can start getting immediate returns?

 So, you are looking to invest in something that yields you good returns &
appreciation where you currently have to pay only ____ lacs. and the monthly
instalment should not be more than ____ thousand. Is that correct?

 Your plan is to settle in Greater Noida post retirement hence you are looking
for a residential option there?
 Providing Solution

1. CONFIDENCE 2. CURIOSITY

4C
(Follow the 4 C
and you Foresee)
3. CONTROL 4. COMMITMENT
 1. Confidence

 Apart from the knowledge that gives you confidence, take pride in the
OPPORTUNITY that you are presenting
 The way you present could be the deal maker or breaker
 Be a virtual painter. Make the customer visualize staying in that project. Show
the video/brochure of the project and highlight what you feel are the best
Feature/Advantage/Benefits

FEATURE ADVANTAGE BENEFIT

• Resort style living • Beautifully landscaped • After a tedious day at

• Fully integrated greens/park/open work all your tiredness
township area will vanish the
• All the day to day stuff moment you step
is available within the inside such a beautiful
project project
• This will save your
time, money and
energy
 2. Curiosity

 Remember, the purpose of the meeting is to close for Site Visit. Even a super hit
film, if narrated in a drawing room, will loose its charm.

 For example – Once you have a look at the project, you will fall in love with it.
It looks like a resort! And is currently available at a dirt cheap prices, compared
to its original price. (Please make sure, that if you use such a statement, the
project must actually match the standards that you are setting.)
 3. Control

 Select the project and its features based on the prospect’s need/interest and
explain only those.

 Be careful about –
 What to say?
 How much to say?
 When to say?

 NOTE: If you disclose everything in a meeting, why would your

prospect come for a site visit?

 NOTE: Detail of discounts are to be disclosed only after the site visit
and that too by your senior.
 4. Commitment

 Take commitment for site visit and enter the required details on the CRM, so
that SMS for the visit is sent to the prospect.

 Sample SMS –
 Site Visit Booking - Hello! (customer’s name). Thank you for your time. Cab
booked for 3 people for PR, ST, CM for pickup date (pickup date), pickup
time (pickup time). Please contact your ANI representative (associate’s
name) for any changes.
 Site Visit Rescheduled - Hello! (customer’s name). Thank you for your time.
Cab has been rescheduled for 3 people for PR, ST, CM for pickup date
(pickup date), pickup time (pickup time). Please contact your ANI
representative (associate’s name) for any changes.
 Site Visit Completion - Dear (customer’s name), thank you for giving us the
opportunity to help you find your dream home/property. Best Regards -
Team ANI
 Objection Handling

 Objection prevention – Customer A asked ques 1, 2, 3; customer B asked 2, 3, 5;

customer C asked 3, 4, 7. Now as we can see that ques 3 is standard question.
So it should be part of our presentation going forward.
 Objection may come at any time during the discussion. Don’t go on back foot
because of objections.
 Always welcome the objection! As it is, in an emotional country like ours,
very few people raise their actual objection (whether it is a classroom or
an investment proposal). Most people do not easily express their feelings
(objections). So give them enough space. Let them express their concern. Don’t
be a chatterbox. Let the prospect feel that you have an answer to all his/her
queries.
 Correlate/Identify with his/her objection
 You are absolutely right Sir. These things do happen in our industry. In fact
another client of mine also had a similar concern but when he/she had a
thorough understanding of the project they got assured and even made their
family and friends invest through us.
 Contd.

 Try to read the real objection. Suppose the customer says “this building is
not yet constructed”, the actual concern is not the construction but the safety of
his/her money. Always give assurance, answer and evidence/supporting
information.

 Ask the prospect and his/her family if they have any more queries (ONLY
POSSIBLE IF ALL CONCERNED PEOPLE ARE AVAILABLE IN THE
MEETING/SITE VISIT)

 Clarify their doubts with a smile, patience and in detail, and most importantly
with honesty

 Know the FAQs well (Refer Knowledge Bank)

 Remember – Objections indicate that the Customer is taking interest

 Objection Time

Let’s discuss the major objections that you come across!

(Refer Knowledge Bank for more FAQs)
 Objection 1

Why should I get my family along?

 See, I have no issues even if you come alone! The reason that I am suggesting
you guys to come together is that just you and me might not be able to analyze
everything in one go! I am anyways totally convinced already and I do not want
you to see through my vision/view point. Coming along with your family will
ensure that you guys form your own independent opinion. Besides your
(wife/husband/mother/father) might see something in a different way than
you! All of you must like the property, only then it is worth buying! And besides
that, in some projects the company is right now running a corporate discount
program which is eligible only for end users / family and not for investors,
since we want to encourage maximum end users which will ensure that
maximum people are living in the society and not just locked homes! Our
company has a verification process to see who is a genuine end user, for which
family site visit acts as a medium for verification! By the way if you do decide
that you want to buy, if you get the corporate discount, the proposal will be dirt
cheap compared to its original price!

Refer Knowledge Bank for more FAQs

 Objection 2

What is the eligibility criteria for Corporate Discount?

 First of all, Corporate Discounts in Real Estate are given only in corporate deals
where a developer gets at least 100-200 bookings from a single corporate/MNC
or a government organization, for example; HCL, SAIL, INDIAN OIL. In
corporate deal the organization/MNC guarantees that there will be only
genuine buyers, no default in payments etc. along with recommendation
letters/id proof of each buyer etc. And volume is anywhere around 50-100 CR,
the builder does not mind giving a discount of 3-4 CR which gets distributed
evenly! However, in our company, in some projects, since we assure the Builder
of the volumes as well as quality of Business, we are also considering an End
User for this facility for which the company has an eligibility criteria and a
verification process; for example category of purchase, was the site visit done
with family or not, etc. just to authenticate as we want to encourage more of
end users! (It’s good for the property also as occupancy / foot fall will be
higher!!) Just like govt. schemes where the benefits are available only against
selected criteria!
Refer Knowledge Bank for more FAQs
 Objection 3
What if I am not eligible for Home Loan?
 Well, I suggest that if you have this apprehension, I can get you connected with our
home loan assistance team and you can apply for a pre sanction of your home loan.
This way you will get to know about the eligibility part and even the amount for
which you can get a Home Loan, so that you may plan accordingly. The only thing is
that if your file is declined or if you choose not to go for home loan with that bank,
you lose the processing fee, although it is a very minor amount! Normally it is
believed that one can pay an EMI of half of his/her take home! So if your take home
is __ you should get a home loan approval for about __ lacs for a __ years term
which means an EMI of approx. __ thousand. May I know what your average
monthly take home is? In many such cases people also add their spouse/ parent, as
a co-applicant so that the combined income may increase the eligibility amount.
But let me also tell you that home loan is not a cheap product. (Use home loan EMI
calculator) A __ lacs loan taken over a __ year period @__ interest per annum
means that you would be giving back approx. lacs! So I suggest take only that much
loan which is actually required. Besides, we also have Non Home Loan payment
options available, which can be considered. The monthly burden would increase
certainly, but you will also save lacs of rupees which had to go in interest payments.
Refer Knowledge Bank for more FAQs
 Objection 4

I am not looking at buying anything

 Well that’s perfectly fine. Is it because you do not prefer investing in Real
Estate or is it a money concern? I asked because we have certain options that
are very easy on the pocket, where just by paying Rs __ and a monthly
investment of Rs __, one can buy a property in __ location with USPs like ___.
I suggest you must have a look at the project first. Even if you cannot buy now,
its okay.

Refer Knowledge Bank for more FAQs

 Objection 5

A friend of mine has advised me to wait / not to invest in this project /

to invest in ABC project.

 Oh, I truly appreciate your friends’ concern for you and your hard earned
money! Not many people bother to give any advice these days! I suggest we
have a joint meeting; I would certainly want your friend too, to have a look at
how your safety concerns have been addressed and protected through proper
documentation between the Customer and Developer. Being your well wisher, I
am sure, he will be able to take out one hour of his time for something which
can be of importance to you and besides although I completely respect your
friend’s intelligence as well as integrity, but don’t you feel he will be able to
judge things better ONLY AFTER everything is in front of him. I am sure you
understand that in case your friends’ opinion is not correct, you might lose out
on a great investment. I am sure there is no harm meeting.

Refer Knowledge Bank for more FAQs

 SITE VISIT

PURPOSE – a) To close the sale

OR
b) To take at least 2 references
OR
c) To refer as Provisional Associate

NOTE: The achieved outcome to be UPDATED on CRM as well.

 Site visit

 Site visit is must for all the prospects; as it is a construction site not a website
 Make sure the prospect comes with his/her family for the site visit. (REAL
ESTATE IS AN ASSET WHICH IS PASSED ON TO FUTURE GENERATIONS
AND HENCE IS A FAMILY DECISION)
 No group site visit (one bird in the hand is better than two in bush)
 Accompany your clients, come hell or high water
 Pre-book the cab as per the procedure
 Ensure that you and client are available as per the schedule
 Be well aware of the routes
 Travel time is time to build connect
 Show them the important infrastructure near-by
 Always carry the brochure
 Contd.

 Spend at least 20-25 minutes at each construction site with the prospect(s).
Make them see –
 The facilities like clubhouse, recreational facilities, shops for daily needs
within the project (wherever possible)
 The actual flat or the sample flat (as provided by concerned builder)

 Other facilities in the neighbourhood like schools, hospitals, shopping mall

etc.
 Pattern to follow:
Office Site Visit Office
 Benefit when clients visit the office
 Trust is established
 Seniors could assist you whenever needed

 Even YOUR OWN BEHAVIOUR is much more professional and confident

 Post site visit, make sure of the prospect meeting your senior in office. In fact,
details/ pricing & discounts to be discussed by your senior.
 Introducing Senior

Mr./Ms. _(Client)_ he is my senior, Mr./Ms. ___. He is a _(mention

designation)_. He is associated with Acres n Inches from past ___ years. He is
the one who has set me on the path of growth and learning. I have requested
him/her to spend some time with us and help you understand pricing and
discounts. He/she is final decision maker regarding the discount and can work
out something extremely beneficial for you.

Sir/Ma’am he/she is Mr./Ms. _____. He is working as _(mention

designation)_ with _(company)_. He/she is interested in our Panchtatva /
Suryodaya / Crystal / ____ project.

NOTE: Once you set an upper hand of your senior, he/she will be able
to make your prospect understand in a better way!
SALE CLOSURE

PURPOSE – To book the unit

 Closing

 Positive sale closure is a result of following all the steps right

 Closing with a deadline is important (Even before the site visit is planned, it is
better to create a sense of urgency with respect to limited period offers)
 Consider a sale closed only after the documentation is completed and payment
is clear
 Ask for References

Right Profiling + Funds Availability + Correct Handling = Sale Closure

Note:
 We cannot hold a property beyond 2 days if booking procedures are
not completed. In such case, there is no guarantee for the said unit being
available and/or its applicable terms/prices.
 Corporate discount wherever applicable is possible only after
eligibility criteria is met and even after that, it is strictly subject to
management discretion.
 SAP

S A P

Senior Associate Prospect

 Ideally, let your senior handle the closing

 Inform your senior about which construction sites has the prospect visited AND
what kind of a requirement / interest does the prospect have.
 Also inform your senior about which project(s) does the prospect prefer

NOTE: You must inform the prospect that he/she will be receiving a Thank You
SMS in which there will be a couple of Feedback choices to enter. The given
feedback will help you understand the need / intent of the prospect.
 Closing Techniques

 Assumptive Close (Assuming that the prospect is going to buy)

 You don’t wait for a clear yes or no, you keep going on with the booking
process
 You ask the prospect to narrow down on the project options and inventory
 Confirm the availability of the chosen inventory
 Inform the prospect about the required payment / documents (in the
concerned builder’s name)
 Ask the prospect to fill up the application form
 Ensure that the required inventory / unit is blocked

OPEN THE CRM BEFORE ATTEMPTING ANY CLOSING TECHNIQUE

 Contd.

 Alternate Choice Close

 You offer choice to the customer
 Example – Would you want to book you flat in _____ project or _____
project?

 Suggestive Close
 You act as a consultant and give suggestion to the customer for buying
 Example – Let me suggest you that at this point in time ____ project is the
best bet. Had I been at your place I would have definitely chosen this
because of ____.

 Urgency Close
 You create need in the customer by either talking about limited period
discount or choice of inventory

OPEN THE CRM BEFORE ATTEMPTING ANY CLOSING TECHNIQUE

 Agrees for Booking?

Yes No

 Congratulate the client  Probe for reason

 Hold the unit  Handle the objection as per FAQ
 Inform the hold timelines Sheet
 Confirm the schedule for cheque  Create a sense of urgency by -
collection  Inform about limited period

 Ask for references discount / corporate discount

 Assure  Inform about chances of
preferred unit/tower/office
number/floor to be sold out
soon
 Confirm time for follow up
 Ask for references
 Follow Up

 Remember real estate deals may/may not get closed in 1-2 days (complete
process)
 Ensure regular and timely follow up. UPDATE each follow up / meeting /
detail (expected closure date / client not interested, etc.) on CRM
 If someone has said NO, still send them regular updates about new offers or
projects (KIT)
 Don’t forget to wish all your existing and potential clients on special occasions
 USE YOUR LIFELINE ! ASK YOUR SENIORS TO HELP YOU (either in
assessing the client’s intentions or getting the sale closed)
 REMEMBER – “Not Interested Now” does not mean “NOT INTERESTED
FOREVER”.
All material and content of this PPT is the property of Acres N Inches Pvt. Ltd.
WISH YOU ALL THE BEST!!

LET’S CONTINUE BRINGING CLARITY

INTO REAL ESTATE