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COMMUNICATION

AND
PRESENTATION SKILLS

Communication is Continuous, Complex ,


Collaborative process of verbal and nonverbal meaning making.
J Stewart
K E Zediker
S Witteborn

Humans live in worlds of meaning and


Communication is the process of collaboratively
making these meaningsJ Stewart, KE Zediker, S Witteborn
Communication is collaborating together
reflecting upon choices .. making a choice
and thereby making meaning out of this.

This definition comes alive in the activity


involving selling Life Insurance .

PROSPECTING
Understanding the Market and it's
Segmentation
Keeping the prospect pipeline always
sufficiently full
Maintaining" Habits that enrich your
pipeline
Create a gold mine that you can tap into
everyday

Initiate the contact


Telephone
Written

Communication

8 Seconds
Opening

Introduction
Pleasantry
Hook
Name
Ending Question

(Get a favorable

Now let us talk about certain basic principles


of presentation skills to stay in the door and
come out with a successful sale

Know and Analyze your Prospect

First and foremost


1. To whom am I speaking?
2. What do I want them to know, believe, or do as a
result of my speech/presentation?
3. What is the most effective way of composing or
presenting to accomplish my aim?

Presentation.
A very general principle of any presentation
is having
( EFFECTIVE) OPENING
( INTERESTING) BODY
(ATTRACTIVE )CLOSING

The Opening.
Get attention
Startle the listener with
an arresting statement
Arouse curiosity

While Presenting
Follow the structure
Get to the main point early
Involve the listener /audience
Use appropriate presentation aid

Practice!
Practice!
Practice!

Prepare speaking outline


Practice aloud
Polish & refine delivery
Present under similar conditions

Reduce fright by
Preparation & rehearsing 75%
Deep breathing
12%
Mind Control
10%

While preparing to deliver a presentation ,


ask yourself the following question:
Is the content of my presentation true?
Am I telling half truths and avoiding facts?
Will the content of my presentation do
some other person or entity undue harm?
BELIEVING IN THE MESSAGE YOU
DELIVER

Preparing for delivery of


Presentation
Soothe and calm the inner mind before
doing physical movements to overcome
your fear( shaking/loosening your
arm/walking)
As long as there is authenticity in your
message & your objectives are real,
overcoming jitters will become easier

Guidelines for appropriate dress

Avoid that wrinkle


Dress traditionally
Wear a formal / comfortable
dress
Use of colour
Tailored look gives more
authority
Choose comfortable shoes
( Please adapt these to the
local culture)

Insights on continuously improving as a


Speaker / Presenter

Increasing your knowledge in the subject


matter and learning the techniques of
delivery
Learning about parallel and related
subjects matters will add depth and variety

Getting a variety of feedback on your


subject and style
The more you chase your passion in work
and living , the better a communicator you
will become
Go beyond your limits, stay selfless and
include community in your work

Let us use these Presentation Skills to stay


in the door and successfully complete the
sale

Because ..
people dont buy products,
they buy the person selling it.

Staying in the door..

Probing
Sales Presentation
Objection Handling
Closing the Sale
Follow up

Process of asking questions to uncover the


prospects needs to be able to present a
solution that addresses his problem.

Through open ended questions, try to


uncover benefits important to your
customer.

Dont Be afraid of asking questions because


probing helps in
Building rapport with the client
Identify his stated and hidden needs
Increase customers comfort zone

Be

on time & prepare. Have your


visiting card, sales brochures, etc
ready.
Impress the customer with your good
grooming & etiquettes.
Be excited about what youre
offering.
Ask yourself, So What before you
explain each feature of your product.
Use testimonials of your past
customers

FAB Principle
The focus should not be to explain the
FEATURES of the product to the
customer.
Rather the agent should tell the customer ,
how these features translate into an
ADVANTAGE and what BENEFIT would
the advantage bring to the customer ( in
his specific situation).

Objections

indicate that the sale is


progressing and the customer is
considering your product.
Disguised as objection, is a hint on how
he will buy.
Anticipate objections that are likely to
be raised and rehearse the answers.

I want to think over it


I will discuss with the decision maker
Not ready to buy now
Youre too expensive

Objection could be a
Hidden Request
Objections
I dont think this is value for money
Im trying to reduce expenses, so I am not purchasing
now
Im going to ask other salesmen and see whats
available
Hidden Request
Prove that its value for money
Convince me that your product is something which is
necessary for me to buy
You havent sold me. Keep Selling me

What to do
Test the Objection If we could do that, would you
be prepared to go ahead If there is a way, we can
remove this little hurdle, would you have anything
else / any other issue. Would you go for sale?
Can you think of anything else apart from this issue
which is preventing you from buying our policy
Why /
In addition to

Challenge the Objection
Situational Fluency +Knowledge is Important

Recognize The Buying Signals


Verbal

Starts asking questions of his concern like


rates, guarantees
Tells about the problems he is facing with his
present or past agent
Asks you to repeat certain parameters
Non Verbal Thinking or speaking fast

Sell on Tangibles but close on Intangibles


The best way to formalize a new business
relationship is to encourage the prospect to
tell you what to do next

Not all sales are closed on Day 1


Make the most of every prospect. Dont
throw away a single lead
Follow up never makes you sound Pushy,
your tone of follow up might
Dont make too many calls within a brief
period of time
Make a follow up schedule and stick to it
Focus on value addition in each follow up
In your follow up get commitment to the
next step
Follow up after closing the sale and
delivering the product too.

Lets talk about your Financial


Goals and heres how we can help
you meet your goals.

VENDOR

CONSULTANT

Supplies
PRODUCTS
Offers a DISCOUNT
Tries to close the
sale

Supplies Benefits
Offers Return on
Investment
Allows the
customer to close
sale
SELLING the
PRODUCTS

STOP
AND SERVICES AND START
SELLING THE FINANCIAL
IMPACT THEY CAN MAKE.

No

body knows how good or bad is


an agent unless there is a claim.
If everything is GOOD, the customer
should still be able to remember the
agent and should not be persuaded
to consider other agents or better
rates.
The real challenge in retaining the
clients is BEING FACELESS.