Sarparast Selling StrategiesSarparast Selling Strategies

Sharing Our Success StorySharing Our Success Story

• Top Performing RM: Mirza Bilal Khalid

• Runner’s up RM: Junaid Irfan

Sharing Our Success StorySharing Our Success Story

C II

Sarfraz Hussein Mayo (AM)

Farman Ali Khan (BM)

C I

Shahzad Ismail (AM)

Malik Ghaus (BM)

Frontrunner (Total Area: 4.1 Mn)

BM: 2.2. Mn

RM:1.5 Mn

Runner-up (Total Area: 2.45 Mn)

BM: 0.93 Mn

C II

Sarfraz Hussein Mayo (AM)

Farman Ali Khan (BM)

Frontrunner (Total Area: 4.1 Mn)

BM: 2.2. Mn

Frontrunners Runner’s Up

How WE did it? How WE did it? And how YOU can do it?And how YOU can do it?

We’ve learnt these strategies through our education, marketing, selling expertise and experience.

We're sure our selling strategies will help you achieve your goals and sales targets.

““Every call is an opportunity”Every call is an opportunity”

• Always return a call with in 24 hrs.• Always answer a call within 1 to 3 rings.• Say hello as you’re excited to get a customer’s call.• Never ever set caller tones.• Preferably, get a voice message service.• Always call from 9am to 10:30 am to take

appointments.• Do not be apologetic regarding your services/sales

pitch.

Why should this client do business with us?Why should this client do business with us?

Your answer should be in the customer’s benefit (not yours):• Benefit 1: You’ll make the customer feel important. • Benefit2: Be able to match the product with the customer’s

needs. • or both.

The benefits should be personal/business or both

Clients don’t care about you!Clients don’t care about you!

“I don’t care if you have to meet your deadline, I don’t care if you’re getting married. It’s always me, me, and (always) me”

- Your client

Do you have your schedule with you?Do you have your schedule with you?

• Always ask on the phone for taking appointment (For organized client)

You: “Do you have your calendar with you?”Client: “Yeah”You: “Is Monday at 10:00 ok?”Client: “No”You “Tuesday at 3:00?”Client “Yes”You: “Great, Let me write it in my calender. We have a meeting at

3:00, Monday April 7th. The meeting will take about 20 min. See you at 3:00. Thanks”

How to deal with the customer outside the How to deal with the customer outside the office?office?

• You should pursue the client for lunch, dinner or coffee outside the Bank in a relaxed environment.

• Avoid relentless phone calls

• Do not force your client to close a deal on the very first meeting.

• When inside a restaurant, always take back seat in a restaurant, where customer can see wall and you only.

Be nice to a guard at the gateBe nice to a guard at the gate

• Remember everyone is somebody’s somebody.• Be nice to everyone e.g. waiter, guard, receptionist.• Never rebuke or misbehave as you are your banks

brand ambassador.• Give away business cards to everyone. Everyone!• Remember to market yourself. If somebody calls

you “Sir”. Say “Please call me Bilal, I’m your younger brother /friend” etc . The other person will remember your name to tell others, this way.

Our points of difference!Our points of difference!

• Client: “I deal with XYZ bank, as they are the best service providers”

Meaning: What’s attractive at your end?

• Your answer: “Yes, that is a great bank. Would you like to know our points of difference?”

Then start explaining how your services are different than that of your competitors.

Why don’t you give it a try?Why don’t you give it a try?

Always ask your client:

“Why don’t you give it a try?”

It will at least encourage your client to think it over.

Learn these words by heart:Learn these words by heart:tick, authorize, standardtick, authorize, standard

• When you ask a customer to sign up a form. Always mark it with ticks (not cross).

• Always say “authorize this” not “Sign this” The word “sign” is alarming that something big and

bad is going to happen.

• Always say: “Please fill this standard form” So that the customer feels easy.

Things to do today: to get business!Things to do today: to get business!

• Take further leads from satisfied clients. • Develop mutual trust between yourself and the client.• Send a thank you gift to someone who referred you.• Add style to the way you market a client.• Call me just Bilal.• Always plan your meeting.

I’m in a meeting with a client. I’ll call you back!I’m in a meeting with a client. I’ll call you back!

• If you’re in a meeting. Don’t answer your phone right away. Pay your client FULL attention.

• If it’s necessary, ask to be excused politely: “I really need to take this call, please excuse me for a minute”

• Don’t take too long with the person on the phone.• Never tell a client you’re too busy with your own

official work.Always say that you were in a meeting with another client

Treat every customer as you would treat Treat every customer as you would treat yourself!yourself!

You don’t want to be:• Overcharged• Underserved• Put on endless hold• Ignored• Overbooked• Falsely promised

Don’t do it with your clients either!Remember! Good clients are demanding.

10 things to do today to get business• Download this presentation from www.KamilAli.com• Send a handwritten note to client.• Attach an article and email or send to client.• Take referral from satisfied client. • Send a thank you gift to someone who referred you.• Give your business card to someone with influence.• Congrats anyone for his recent accomplishment.• Add 10 people to mailing list.• Call me just Bilal.• Remember every successful person read a lot. You should read a lot too. I read and learnt a lot from www.KamilAli.com

(Kamil Ali is “the only Pakistani featured in World’s Top Marketing Guru’s book, in the history of Pakistan” and he’s the only Pakistani who interviewed world’s top marketing guru, Al Ries)

Role Play Role Play

Thank you!!Thank you!!