Now you are all set to meet the customer

So what is our next important aspect?

Approach - Opening Your Call
Opening Your Call – Warm Up

Build a bit of rapport before you leap

to business
Opening Your Call – Warm Up
Starting the conversation
Sample 01
“Sir, I see that you have a manufacturing business of small parts. Do you have to be in this unit for
long hours (wait for responses. Ex: Yes more than 10 hours). So, are your family members are also
into the same business? (wait for response. No, my children are too young to join this business). So
who all are in your immediate family?”

Sample 02
““Sir, may I know what kind of business or work you are in? (Wait for response. Ex: I’m a trainer).
Oh will that mean you have to travel a lot. (Wait for response. Ex: Yes, about 10 days a month). Are
your family members also in the same profession? (Wait for response. Ex: No, they are all bankers
and engineers). ). So who all are in your immediate family?”
Opening Your Call – Link To Health
Insurance

Link to client’s interest in Health Insurance

Opening Your Call – Link To Health
Insurance
Linking Statements
SMS Blast
“Sir, Looking at your profile and work schedule, was it the reason you responded to the sms blast.
(wait for response – Ex. Yes) Sir, can you please elaborate why you think you need health
insurance?”

Policy Bazaar
“Sir, It was nice to know about your profession and family. You enquired about health insurance
online. May I know the reason for doing the same?”

Other Prospects
“Sir, It was nice to know abut your work and family. As I can see, you working very hard for your
family an yourself and this affects the health a lot. What is your opinion about it and how are you
dealing with it?
Opening Your Call – Bridging to ABHI
Purpose

Create the bridge to ABHI PURPOSE

Opening Your Call – Bridging to ABHI
Purpose
Bridge To Purpose
Sample 01
“Sir, As you are rightly concerned about yourself and your family’s health, we at Aditya Birla Health
Insurance also look at your concern in a certain way. We just don’t simply believe in health
insurance. We believe in empowering and motivating families like yours to live a fulfilling life by
prioritising your health”

Sample 02
“Sir, As you are right when you are being wary about your health and your family’s well being. We
too are of the same opinion and believe that just buying health insurance is not the only solution. We
also work towards empowering and motivation people like you to give priority to your health so that
the entire family can live a complete and fulfilled life.
Now that you have stated the purpose, link it to the final
conversation

Activ Age and Product Pitch

Approach – Building Conversations
Link To Activ Age

Sample 01
““...... We believe in empowering and motivating families like yours to live a fulfilling life by
prioritising your health. To ensure that we take the first step correctly, we have developed an unique
concept called the Activ Age. Would you know your active age to start with?
Approach – Building Conversations

Summarize Activ Age

Approach – Building Conversations
Summarize Activ Age
Higher Activ Age

As you can see, your active age is 44 as compared to your actual age of 38. What does it mean to you
Sir?
(If client gives a somewhat correct answer) – Yes Sir. You are right in inferring this. Remember not to
agree if the client says “it means that I am a old man)

(If client gives an incorrect answer or says I don’t know) – Sir, what it means is that due to the hard
work that you are putting in for your business and family, your body and health is taking a lot of
pressure. It is also getting affected due to the lifestyle. It is possibly not a very healthy way to go
about it. I hope you agree with me Sir?
We need to know more!!
Colin and Mary

 Colin and Mary are dead

 They are lying on the floor
 There are broken pieces of glasses around
them
 There is liquid on the floor
 The window panes are open and the curtains
are waving in the air

How did Colin and Mary die?

Building Conversations With Questions

There are two types of questions

Closed
Open Ended Ended
Questions Questions
Building Conversations With Questions
Open Ended Questions

Get information from Identify needs by allowing

the customer the customer to talk.

Build rapport with

the customer

These type of questions are very effective in the initial stages of a sale.
Building Conversations With Questions
Open Ended Questions

Begin Open Ended Questions with ‘How’,

? ‘Who’, ‘What’, ‘When’, ‘Where’ or ‘Why’

Ask questions that encourage people to talk

Avoid asking questions that require one-word

replies
Building Conversations With Questions

YES Closed Ended Questions NO

Closed-ended questions allow you to get definite

answers and move towards closing a conversation.
Building Conversations With Questions

Find Out More From Customer

Building Conversations With Questions

Health Savvy
Sir, I congratulate you for keeping yourself healthy and I’m sure you will continue your health
regime. However, what do you think you should be aware of and be future ready as far as health is
concerned?” (The reason to do this is simple - we already have a connect to our wellness benefits
since he is a savvy client, but there needs to be a connection to the part where we talk about cashless
benefits, accidental benefits etc).

So what could be the various leading questions.

“How well are you prepared god forbid there is any illness”
“What is your current provision for health related expenses?”
Go For The Kill!
Approach – Giving Solutions

• People buy only if they see a problem

• People will buy only if he/she sees a solution

in what you offer

• Solutions have to be need based

• Your presentation should be clear & to the

point
Giving Solutions - FABING

Sr. No Feature Advantage Benefit

One does not need to kick to start
Even if you are a physically weak
1 Auto Start the bike. It happens with a push
person, you don’t have to bother
of button
Can help you travel long distances
40 litre fuel Fill the tank and don’t bother for
2 even if there are no petrol pumps on
tank a while
the way
Deserted roads, night time is not a
Lowers the chances of being
Tubeless worry. You can travel back home
3 stranded on the way because of a
tyres safely without bothering about the
puncture
puncture
 Connect the needs to the product

Health Savvy
Sir, looking at your life style and your concerns, we have some great news for you. Since
you already are into exercising/ a regular gym goer etc. We have some fabulous fitness
benefits for you (talk about the benefits)
And to take care of your concerns, we provide you (talk about the benefits)
Giving Solutions - FABING
FABING For A Health Savvy Customer

Sr. No Feature Advantage Benefit

1. You can stop paying for your current gym fees
2. You can rework you workout schedule to incorporate
12 free Gym You can now visit a gym of your other exercises
1
Session choice for free 3. You can try quite a few gyms before you settle for
one.
4. You save a lot of money(minimum 15k every year)

1. Maximise your savings by getting more discounts

Discounts are You get additional discounts/cash
2 than others
retailers backs for all your purchases
2. Save not only on purchases, but also on lifestyle

1. No need to spend money for professional help (you

Get professional help for your save at least 10k every year)
3 Wellness coach
wellness an nutrition 2. Get a coach who will monitor what you are doing
3. Enhance your fitness regime