ACTIVITY

Enhance Response Better Customer

Rates Acquisition Benefits of
Customer
Tailored Relevant
Profiling
Audience
Type of Customers

Self Traders Delegators

Validators
Investor Rationality
Key Considerations

 You should believe in what you’re selling

 People buy people first
 People buy things that they want
 Product Knowledge is important
 People buy benefits not features
 Empathise with the customer
 SITUATIONAL QUESTIONS

The Salesperson will ask generalized questions

looking for a cue to jump to. Question
indirectly relate to the sales product

EXAMPLE:
How are you preparing
yourself to beat inflation? PROBLEM QUESTIONS

Ask the prospect about a problem they have

been facing with their current service provider.
This creates a bond.
EXAMPLE:
What returns are you
making currently from
your current investments ?
 IMPLICATION QUESTIONS
Ask a few hypothetical questions that imply
their problem could be solved with your
service. Tread lightly, don’t offend their
current methods.
EXAMPLE:
Do you believe your returns NEED/PAY-OFF
will be able to meet your
future requirements? QUESTIONS
Try to resolve the client’s need and ask them
to buy the service. This will determine
whether the prospect is interested in the idea
or not
EXAMPLE:
What if you can get more
returns from same
investment?
ACTIVITY: Types of Clients
Types of Clients
Analytical tends to:
 Value conservative and practical business decisions
 Rely on structured approach and factual evidence
 Prefer a systematic approach to coming to a
recommendation

Amiable tends to:

 Value cooperation in business situations
 Rely on the support of others in shared decision-making
 Prefer an interactive approach to problem-solving
Driver tends to:
 Be forceful and quick in making decisions
 Flourish in a goal-oriented environment
 Expect others to respond in a timely manner

Expressive tends to:

 Be futuristic in their thinking
 Attempt to make others enthusiastic about ideas
 Prefer a collaborative approach to problem-solving
Scenario 1: When you are calling the Client for the first time?

Scenario 2: When you are calling the existing client for pitching
the other products?
 OBJECTIONS= OPPORTUNITY
80% objections are common to all customers
Categories of Objections

 Company Related: Trust, brand, perception, believe in the company

 Product Related: Pricing, features, Quality of Service

 Person Related: Relationship, comfort, confidence and trust in you

Be Equipped to qualify fake or real
objections

Lack of necessary product knowledge

No Clue on Competition Products
Lack of Self Confidence
Not rehearsed the objections
 Objection Handling

FEEL, FELT, FOUND

 I can understand how you
feel LRAC
 Many of my clients felt
 Listen
the same way before

 They found the benefits  Restate/Rephrase

of my service
 Answer

 Continue for Appointment

ROLE PLAY