Property Perfect

TIME MACHINE STRATEGY: JAPANESE KNOW-HOW

10 YEARS AHEAD OF THAILAND TO WIN IN CURRENT THAI MARKET

Property Perfect PCL has been operating as a real estate developer with various housing estate and condominium projects for 30 years with the concept of “happy living,” which creates happiness for every resident with all factors aimed at the highest satisfaction.

K. Pairat Senajak

Executive Director of Property Perfect PCL

Interview with the Property Perfect Executive

Prior to the decision to use LiB Consulting service, what was the company situation before starting the project?

We wanted to increase sales revenue because there was high and intense competitiveness in the real estate market in Thailand. Numbers of new projects and competitors emerge in the market. Instead of competing on the product itself, it is important to focus on the sales department, which is the main engine in the company. We had constantly arranged training from both internal and external experts for our sales teams to inspire and motivate them to develop new ideas. However, there was no common and traditional sales system but the individual sales technique.

After knowing LiB Consulting, why did you trust and allow us to provide consulting service to develop Property Perfect’s sales department?

We are interested and believe in the concept that the method and sales system from Japan is efficient, different, and deliberates all details. Further, we trust that the concept will produce the outcome speedily.

After LiB Consulting set up a sales system and provided knowledge to sales representatives, what was the result?

LiB Consulting has created the best practice of sales, which is suitable for the company based on the principle of consumer psychology, which helps to create the pattern for sales representatives so they can better understand customers’ demand rather than sell by descriptive explanation. Apart from this principle of sales, there is dialogue creation, which is the traditional pattern, and sales representatives can enhance their capability from practice by creating a practice culture and having a role play in the organization.

As we know, the company already has the training for employees, what is the difference to the consulting and proving knowledge from LiB Consulting as the long-term project?

The project created by LiB Consulting emphasizes the creating system and organizational culture for the Sales Section rather than training solely. Each training has a period of time for the sales representatives to review the content, practice, and implement in a real situation. Moreover, there is the monitoring and following up by the manager during the practice.

The workshop by LiB Consulting to provide knowledge for sales representatives and managers gives them the opportunity to express opinions, share ideas, and analyze a situation based on their project to be able to implement. It also gives the manager a chance to review and suggest a sales representative in the training.

During the consulting and training period of Lib Consulting, was there any change in the Sales Section?

Overall, the horizontal projects had higher sales volume after starting the project. The system and the Sales Section development project by LiB Consulting created the fundamental sales process that is the model for the sales representatives of the horizontal project. Moreover, it facilitated the creation of a manager’s development system for enhancing sales techniques. This system encourages managers to exchange opinions and suggestions, analyze sales activities, and review the role plays performed by salespersons, contributing to a more comprehensive understanding and improvement of sales strategies. With regard to the training for sales representatives and manager to make them better understand sales psychology, icebreaker activity is emphasized to open the customer’s mind before selling. Furthermore, the Sales Section has to query and analyze the obstacle to customer purchasing in order to follow up on the customers.