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Objectives
In this session, you will learn to:
Understand the importance of preparation for sales meeting
Understand elements of a powerful script
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Scenario 1 :
You are a confident sales officer and consider yourself a sales
champ. Your bouquet of products include car loans, commercial
vehicle loans, tractor loans, construction equipment loans. You also
take over selectively loans from other banks/financial institutions.
You have been given a lead to meet Mr. Rajesh Sodhi, who proposes
to buy a sedan and looking for a car loan. In order to fix the
appointment with this customer, what is the planning you would do?
How would you approach the customer to fix an appointment?
Slide 2 of 18
Scenario 2
You are a sales officer. You meet customers regularly at the branch
office and also in sales meetings.
You met the accountant of a firm, who came to deposit the loan
installment of a commercial vehicle loan, taken by his neighbor.
During your interaction with the person, you got to know that the
company belongs to one of the oldest construction contractors of the
place and is managed by the son of the promoter . You decide to
meet him.
How would you approach the customer to fix an appointment?
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Deliver with
Confidence
Pleasantry
Introduction
Slide 9 of 18
First interaction
Crucial first few
seconds
Art of first impression
Ending Q
General
Benefit
Statement
Pleasantry
Introduction
10
Slide 10 of 18
Ending Q
General
Benefit
Statement
Pleasantry
Introduction
11
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Ending Q
General
Benefit
Statement
Pleasantry
Introduction
12
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Ending Q
General
Benefit
Statement
Pleasantry
Introduction
13
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Ending Q
General
Benefit
Statement
Pleasantry
Introduction
14
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Activity:
Scripting a Phone Call
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