Sales life always brings a lot of learning from sheer experience. However, some fundamentals in approach will always prevail. As an Executive Trainee, you are given the charge of furthering the mantle of a leading brand like ICICI Prudential Life and maintaining the standards in every aspect of your job.
Below are some simple steps for making effective sales calls, which will guide you in making and closing a sales call, effectively.
1. Freeze on exact objective of the sales call.
Making a sale is not reason enough. Asking for the premium payment too early is as bad as not asking. Just like in building a home, the foundation you lay is the most important part of the sales equation.
2. Review all known facts about the prospect.
Who else do they buy from? Have they announced any new products recently? Any new clients?
3. List all the benefits that are available to those that use your product.
Make sure to project the exact benefit solution for your prospect’s problems with the help of your product suite.
4. Focus on the selling points that evolve from all the product benefits.
Write them down, in the sequence that they are likely to come up. Know this list inside and out and if required share it with the prospect. He will see that you were thinking about his business.
5. Assemble a file that includes specifications sheets, photographs, testimonials, test data etc.
Use it to support your sales story. Make the prospect aware of your desire to help his needs.
6. Make a list of all possible objections to the sale.
Have at least 2 solutions for each one. Add to the list every time you make a call on a prospect in this same field.
7. Write out a pre-closing summary.
Then write another one, then a third one. Be ready for every possible conclusion to this meeting.
