By Jennelyn Bautista | Golden Haven Memorial Park Sariaya | April 7, 2021
The COVID-19 outbreak has brought a lot of unexpected stress and adversity to everyone. Most salespeople are used to the hustles and bustles of a lively office, face-to-face interactions, and traditional sales presentations. Unsurprisingly enough, sales conversions drastically diminished in 2020 as a direct result of this global pandemic.
Going through this crisis is indeed uneasy because each one of us is fighting our own battles. Yet, there are positive outcomes from this pandemic we must not overlook: and that is the opportunity to innovate and rethink how we can connect with our clients.
There were those who rose to the challenge and embraced resilience, moved forward and started to look beyond the horizon.
As a prime example of this, we conducted an interview with Ms. Donabel Hernandez, our “Top Seller for 2020”. Here, we took a closer look on how she overcame the challenges imposed by the global pandemic.
Questions & Answers
1.) When and how did you start selling memorial lots?
Answer: “Ako po si Donabel Hernandez, taga -Brgy. Mamala II, Sariaya,Quezon. Apatnapu’t- apat (44) na taong gulang. May limang (5) anak at walong (8) taon na po akong balo.”
“Noong November 1, 2017 ay nakilala ko po si Sir Michael Lasala (Sales Director) sa Eternal Garden habang bumibisita ako sa aking mga biyenan na doon nakahimlay. Nabigyan po ako ng pricelist kaya naman nagtanong ako sa kanya. Binigay niya ang kanyang contact number hanggang sa naimbitahan ako sa Casa Plaza para sa seminar ng pag aahente.”
Opportunity is defined as an occasion or situation that makes it possible to do something that you want to do or have to do or the possibility of doing something. We are presented with countless opportunities every day and it is up to us to prepare and seize them for ourselves.
2) What was your source of income before you decided to sell memorial lots?
Answer: “Nagluluto po ako ng kakanin at nagpapa-order ng pancit at spaghetti noon bago ako magbenta ng memorial lot.”
Learning ways to generate extra sources of income can change our lives for the better. Moreover, it is of paramount importance that we grab any opportunity which can improve not just our life but also of those who are precious to us.
3) What’s one thing that inspired you and how do you stay motivated during the pandemic person?
Answer: “Malaking bagay po na may internet at cellphone. Malaking tulong din po na may online payments para sa pagbabayad. Sinusuportahan din po ako ng aking pamilya at ng Golden Haven Sariaya Staff. Ganun din po ang mga sales associate ko sa Team Golden Avengers. Malaking bagay po nandyan sila at nakasuporta.”
Covid-19 has forced everyone to make changes. The pandemic has changed almost everything: how we work, learn, and interact. Virtual existence is placed both personally and professionally as social distancing guidelines are placed.
4) One of the biggest fears in selling memorial lot is rejection. How do you handle this?
Answer: Pinapaliwanag ko ng maayos sa kanila. Ang sinasabi ko sa kanila kapag nirereject ako ay “Ma’am gawin na lang natin na investment kasi pagdating ng panahon ay doble na po ang value ng lote niyo. Hindi man kumuha yung kausap ko pero isa sa pamilya niya ang dapat na mapakuha ko.
Everyone, at one point or the other, experiences the painful sting of rejection, and this is where mental fortitude comes into play. People with strong emotional endurance use this as a source of motivation to grow stronger and become better. In sales, we don’t run away from rejections; instead, we control how we respond to the “no’s”.
5) What is your most challenging selling moment during the pandemic period?
Answer: “Noong hindi ako makapag-saturate at maka-labas ng bahay para mag-alok ng lote. Nahirapan ako na magbenta dahil malaking adjustment ang nagyari noong 2020. Dati ay face to face ang pag aalok ko ng lote pero noong nagka pandemic ay natuto akong magbenta gamit ang video call.”
Facing the disruptions caused by COVID-19 head on has been a big challenge not just to our salespeople but more importantly, to our clients. Your customers and team will remember how you responded during this crisis, so keep your chin up and put your best foot forward.
6) What advice would you give to a seller just starting now?
Answer: “Lambingin mo lang si client. Pag na dodown sila dahil na reject ng client ay dapat palakasin nila ang loob nila kasi kung hindi man kumuha ngayon ay darating ang time ay tatawag yan sa kanila para bumili ng lote. Lakas ng loob lamang ang puhunan”
Challenging times offer great opportunities for improvement and innovation. We can always choose to look on the brighter side of life and make the cards we’ve been dealt. The question is, are you up to the challenge?