Bilal's secrets of advanced selling strategies


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Bilal's secrets of advanced selling strategies

  1. 1. Sarparast Selling Strategies
  2. 2. Sharing Our Success Story <ul><li>Top Performing RM: Mirza Bilal Khalid </li></ul><ul><li>Runner’s up RM: Junaid Irfan </li></ul>
  3. 3. Sharing Our Success Story C II Sarfraz Hussein Mayo (AM) Farman Ali Khan (BM) C I Shahzad Ismail (AM) Malik Ghaus ( BM ) Frontrunner (Total Area: 4.1 Mn) BM: 2.2. Mn RM:1.5 Mn Runner-up (Total Area: 2.45 Mn ) BM: 0.93 Mn C II Sarfraz Hussein Mayo (AM) Farman Ali Khan (BM) Frontrunner (Total Area: 4.1 Mn ) BM: 2.2. Mn Frontrunners Runner’s Up
  4. 4. How WE did it? And how YOU can do it? <ul><li>We’ve learnt these strategies through our education , marketing , selling expertise and experience . </li></ul><ul><li>We're sure our selling strategies will help you achieve your </li></ul><ul><li>goals and sales targets. </li></ul>
  5. 5. “ Every call is an opportunity” <ul><li>Always return a call with in 24 hrs. </li></ul><ul><li>Always answer a call within 1 to 3 rings. </li></ul><ul><li>Say hello as you’re excited to get a customer’s call. </li></ul><ul><li>Never ever set caller tones. </li></ul><ul><li>Preferably, get a voice message service. </li></ul><ul><li>Always call from 9am to 10:30 am to take appointments. </li></ul><ul><li>Do not be apologetic regarding your services/sales pitch. </li></ul>
  6. 6. Why should this client do business with us? <ul><li>Your answer should be in the customer’s benefit (not yours): </li></ul><ul><li>Benefit 1: You’ll make the customer feel important . </li></ul><ul><li>Benefit2: Be able to match the product with the customer’s needs. </li></ul><ul><li>or both. </li></ul><ul><li>The benefits should be personal/business or both </li></ul>
  7. 7. Clients don’t care about you! <ul><li>“ I don’t care if you have to meet your deadline, I don’t care if you’re getting married. It’s always me, me, and (always) me” </li></ul><ul><li> - Your client </li></ul>
  8. 8. Do you have your schedule with you? <ul><li>Always ask on the phone for taking appointment (For organized client) </li></ul><ul><li>You: “Do you have your calendar with you?” </li></ul><ul><li>Client: “Yeah” </li></ul><ul><li>You: “Is Monday at 10:00 ok?” </li></ul><ul><li>Client: “No” </li></ul><ul><li>You “Tuesday at 3:00?” </li></ul><ul><li>Client “Yes” </li></ul><ul><li>You: “Great, Let me write it in my calender. We have a meeting at 3:00, Monday April 7 th . The meeting will take about 20 min. See you at 3:00. Thanks” </li></ul>
  9. 9. How to deal with the customer outside the office? <ul><li>You should pursue the client for lunch, dinner or coffee outside the Bank in a relaxed environment. </li></ul><ul><li>Avoid relentless phone calls </li></ul><ul><li>Do not force your client to close a deal on the very first meeting. </li></ul><ul><li>When inside a restaurant, always take back seat in a restaurant, where customer can see wall and you only. </li></ul>
  10. 10. Be nice to a guard at the gate <ul><li>Remember everyone is somebody’s somebody. </li></ul><ul><li>Be nice to everyone e.g. waiter, guard, receptionist. </li></ul><ul><li>Never rebuke or misbehave as you are your banks brand ambassador. </li></ul><ul><li>Give away business cards to everyone. Everyone! </li></ul><ul><li>Remember to market yourself. If somebody calls you “Sir”. Say “Please call me Bilal, I’m your younger brother /friend” etc . The other person will remember your name to tell others, this way. </li></ul>
  11. 11. Our points of difference! <ul><li>Client: “I deal with XYZ bank, as they are the best service providers ” </li></ul><ul><li>Meaning: What’s attractive at your end? </li></ul><ul><li>Your answer: “Yes, that is a great bank. Would you like to know our points of difference?” </li></ul><ul><li>Then start explaining how your services are different than that of your competitors. </li></ul>
  12. 12. Why don’t you give it a try? <ul><li>Always ask your client: </li></ul><ul><li>“ Why don’t you give it a try?” </li></ul><ul><li>It will at least encourage your client to think it over. </li></ul>
  13. 13. Learn these words by heart: tick, authorize, standard <ul><li>When you ask a customer to sign up a form. </li></ul><ul><li>Always mark it with ticks (not cross). </li></ul><ul><li>Always say “ authorize this ” not “Sign this” </li></ul><ul><li>The word “sign” is alarming that something big and bad is going to happen. </li></ul><ul><li>Always say: “Please fill this standard form” </li></ul><ul><li>So that the customer feels easy. </li></ul>
  14. 14. Things to do today: to get business! <ul><li>Take further leads from satisfied clients. </li></ul><ul><li>Develop mutual trust between yourself and the client. </li></ul><ul><li>Send a thank you gift to someone who referred you. </li></ul><ul><li>Add style to the way you market a client. </li></ul><ul><li>Call me just Bilal. </li></ul><ul><li>Always plan your meeting. </li></ul>
  15. 15. I’m in a meeting with a client. I’ll call you back! <ul><li>If you’re in a meeting. Don’t answer your phone right away. Pay your client FULL attention. </li></ul><ul><li>If it’s necessary, ask to be excused politely: “I really need to take this call, please excuse me for a minute” </li></ul><ul><li>Don’t take too long with the person on the phone. </li></ul><ul><li>Never tell a client you’re too busy with your own official work. </li></ul><ul><li>Always say that you were in a meeting with another client </li></ul>
  16. 16. Treat every customer as you would treat yourself! <ul><li>You don’t want to be: </li></ul><ul><li>Overcharged </li></ul><ul><li>Underserved </li></ul><ul><li>Put on endless hold </li></ul><ul><li>Ignored </li></ul><ul><li>Overbooked </li></ul><ul><li>Falsely promised </li></ul><ul><li>Don’t do it with your clients either! </li></ul><ul><li>Remember! Good clients are demanding. </li></ul>
  17. 17. 10 things to do today to get business <ul><li>Download this presentation from </li></ul><ul><li>Send a handwritten note to client. </li></ul><ul><li>Attach an article and email or send to client. </li></ul><ul><li>Take referral from satisfied client. </li></ul><ul><li>Send a thank you gift to someone who referred you. </li></ul><ul><li>Give your business card to someone with influence. </li></ul><ul><li>Congrats anyone for his recent accomplishment. </li></ul><ul><li>Add 10 people to mailing list. </li></ul><ul><li>Call me just Bilal. </li></ul><ul><li>Remember every successful person read a lot. You should read a lot too. </li></ul><ul><li>I read and learnt a lot from </li></ul><ul><li>(Kamil Ali is “the only Pakistani featured in World’s Top Marketing Guru’s book , in the history of Pakistan” and he’s the only Pakistani who interviewed world’s top marketing guru, Al Ries ) </li></ul>
  18. 18. Role Play
  19. 19. Thank you!!