PPT based on real life scenario of a sales person in market.

1. By Anand Chatterjee

2. Pre Sales Activity- Cold Call
Launching Reality Input
Research on new prospect
using Social Media and
surf engines.
Calling to new prospects.
Calling existing contacts.
Calling market links.
Launching Reality Outcome
Landed to receptionist who think they are
the decision maker in case it is a cold
call.
Sorry Sir! But we already
have insurance. Drop
your company profile at
INFO@**********.COM

3. Team players….activity
What should I
do for more
qualified leads?
Anand! Try to get connected with
decision maker over LinkedIn and other
social media. It works !
Thanks Makram

4. Pre Sales Activity- Smart Call
 Connecting to the decision makers
of the companies over LinkedIn and
other ways. Hi Mr. X, I hope I'm not
bothering you. Could you please
refer me to the person in charge
of handling and managing your
company’s insurance matters in
UAE?
You can
speak to
Mr. Y for
the same.
Thanks !
Hi Mr. A.
How are
you ? This
time I
have more
options
for your
insurance
needs.
Great!
Connect
me at the
time of
renewal.
Thanks
Anand.

5. Action Time !
Dialog 1- Hi Mr. Y! How are
you? Mr. X ask me to call you
for insurance matter of your
company. Is it right time to
speak?
Yes of course!
I am always
free for you.
Tell me how
can I help?
Hi Mr. A.
This side
Anand.
Can you
please
share the
details so
that I can
start
working
on it?
Hi Anand!
Sure, I will
forward it
to you by
end of the
day.
Thanks.
Great! Thank you for giving us an
opportunity. Can you please share the
details related your insurance
requirement so that we can do the initial
study and get back to with best options
as per your need and budget.

6. Wait begins
Oh! I hope client will send me all the details I
asked for.
What if they do not share BOR?
What if we can not offer exactly what client is
looking for? Although I have asked for all the
requirements. Hmmmm.
Partial Details received
ALERT NO BOR FOUND

7. Reconnecting…………….
Hi! This side
Anand.
Unfortunately I
did not received
BOR from your
side. It is very
important to get
special price and
terms.
Really ?
Ok ! I will send it to
you. Kindly see if
you can offer
something better in
lesser cost. You
know we in process
of cost cutting and I
know you from long
time, you can help
me. Right?
Sorry ! We do not give BOR
to anyone. Its our company
policy. If you have good
relation with the insurance
company (As you said)
Give me something that
suits my company need.

8. Heating up Engines……
Hmm! Let me
forward the details
to Mr. Dani and ask
him to get some
options for the
client.
Sending all the related documents to Mr. Dani and brief
him about the clients requirements i.e TOB, Expiry and
all.

9. Wait begins………….
Mr. Anand ! When you gonna
send us the quotes that we
asked for? We have already
received some quotes within 2
days from other people. In
your case it is almost a week
now.
GOD
knows
Mr. Anand. We have
approached the
market and we will
receive something by
7 to 10 working days.
We are trying our
best.

10. Options received
Thanks ! We will get
back to you.
Hi Mr. X. I have
some options
ready with me.
Kindly let me
know your best
time for a short
presentation on
the options.
Oh !Finally
received
options.
Let me
send it to
client.
Quote sent by mail from HO

11. Waiting for Feed Back
God knows what will
happen?
I wish I could have visited
him with the options and
asked for feedback in
person.

12. Feedback Call
Hi ! I just
called to know
about your
feedback on
our quotes.
Yes! I found
it OK, but
we need
some
changes and
we would
also like to
request for
split
payment
option. Can
you help?
Yes ! But we found something
cheaper and more
competitive.

13. Mind Whirlpool…….1
Oh ! In case of Mr. Y, I need to be more fast in
terms of TAT and I must have more options
(At least 70% of market). And I must present
him the options in persons not over mail.
More coverage + Fast response = Conversion

14. Mind Whirlpool……. 2
In case of Mr. A, I need to speak with Mr. Dani
and Mr. Ayham for split payment and the options
that client is asking for.
I want this client on-board anyhow. As he seems
to be serious and can be converted if we manage
to help him in his terms (But within company
limitations)

15. On the way to closure …..
Hi Mr. Dani! How are you. I hope
you have received client’s
confirmation. Kindly process it.
And do let me know about the
split payment request.
Hi ! Sure. For split payment I will
forward the request. But the rates are
not confirmed. I have to recheck with
insurer.
I will get back to you.
WHAT! Rates are
not confirmed?
But we have given
official quote.

16. Waiting……….
When I will get
response. It
almost 2 days.
And now it is
almost 10 day in
total
Let me speak with
Mr. Ayham and
finalize the
business
Anand! Don’t worry I
will speak with Mr.
Dani get the things
fixed. Focus on the
requirement and tell
me if you need
anything.
Mr. Ayham

17. Refurbishing ………
Yesssss! Finally everything is done.
Now just policy has to be issued.
Policy inception request sent to HO.
Some additional details are required. Send
the underwritten details to proceed.
A.
B.
C.
D.
Looking forward to your
response.
Oh No!
More delay?

18. Final Documentation…
Ohk. Let me send the final
documents to HO and ask
them to issue the policy in
best possible time.
Thanks Anand! It will take 7 to
10 days to issue the policy.

19. Conclusion
Where is problem? It took 10 to 15 days to issue a policy and this
is too much time. I have lost some clients due this much long
turn around time. Clients are getting much faster response from
other Brokers in market with more options then us.
FAINTED

20. .

21. Initial Call
Hi Mr. Y! How are you? Mr. X ask
me to call you for insurance matter
of your company. Is it right time to
speak? Can you please share the
details related your insurance
requirement so that we can do the
initial study and get back to with
best options as per your need and
budget.
Sure! Why not?
You will receive it by
evening.

22. Details received
Details received
Received all the
documents. Let me
send it to HO

23. Quote generated
Mr. Anand.
I have sent you 4 options with
comparison chart. Kindly let
me know how you want to
proceed. I will send some more
options by 2 days
Thanks
Wow! It is only 2 days past and Mr. Dani
sent me 4 options. I can meet the client
with this options now and ask his
feedback. Great !
Quotes sent within 2 to 3 days
Basic plan quote sent same day with options

24. Client meet
Let me go to client and discuss the options. If
likes it then BRAVO!!!!!
And if not I am sure we will be ready with 4
more options by next 2 days. It will help me to
gain confidence of client and close the
business.

25. Negotiation
I liked the options
but why should I
hire your broking
firm. I am getting
less rate from
others
We can help you out with
your desired cover in your
budget if you can provide us
BOR . And I am promising
you that we can offer you
best deal in market.
I am happy with your
offer and ready to go with
it as you delivered the
quote very fast as
promised and given all
the best options available
in market. And you always
keep visiting us.
We have already given
BOR to you and ready to
go with you guys.

26. Closure…..
See sir. Due to our strong
relations with insurers in market ,
we have managed to get best deal
for you . Now give BOR and I will
make sure your policy will be
issued in next 2 days.
Deal Done!
I am really happy to
work with Guardian
Insurance Brokers as
they are fastest and
they have given me
best option for my
insurance need.
I am
impressed

27. Wow from client
Thank you Anand and Guardian Insurance
Brokers for suggesting me the right cover for
my company insurance needs.

28. More empowered …..
I will be more empowered if I have…
A. Fixed Plan rates ready with me in Excel sheet.
B. More options to offer to my clients.
C. Fastest TAT in market.
D. Pre laid plans ready with me.
Thanks and regards,
Anand

29. By Anand