Sales & Business Development

By Nikhil AroraRelationship Manager- Trade FinanceNimai Management Consultants

Why did you loose a particular customer, when your product had almost everything he/she was looking for?

Why a competitor with the same product is able to make more sales than you?

Is competitor’s product really superior than your’s?

Why are our customers finding it difficult to relate to your product ?

KYP

Do you really know your product inside out?

Develop confidence in selling Build customer relationship and trust Helps in positioning your product i.e more

customer centric Make a better sales presentation Overcome objections successfully Improves service levels

KYP

Ok! I know my product then

what ?

If you don’t know who your customers are, how can you reach them ??????

Referrals Employer leads Existing clients – 80:20 Online Portals – eg. zawya Telephone Directories Trade and Professional Directories Newspapers Commercial Lists Cold calling Free zones

Source the leads

Who are your clients ? Minimum turnover eg 100mn AED Deals in import – export Needs credit period Wants to reduce cost of funds

Where are your clients? Identify the sectors & demographics Sector: Agriculture & Commodities Personal specific: Finance Head, CFO Location wise: JLT, Free Trade zones

10:1 at each level

A lead is a potential client but a prospect is a qualified lead who can be served under your service umbrella

Ok! I have gathered leads how will I sell

them ?

Mails Purpose : Introduction and seek an appointment Revolving around the client profile Name few similar clients Refer the benefits of our services

Calls With reference to the mail, colleague etc. Pitch: Cost saving and increasing revenue

Follow ups Keep following up until the manager gives an appointment or

date to call back

Fixing appointments

If nothing works out just drop to his office and take an appointment

Why would he buy my idea?

Prepare before you meet What business the client is into ? Who are their competitors and markets? Have we served a similar client earlier ? What were their requirements, did we serve them well ? What to expect? Do we qualify as service providers to the client ?

Essentials

Make sure that the client and us, both understand each others business before meeting. This will help in deciding the direction of the meeting.

Break the ice Ask right QUESTIONS Take a note of the conversation Introduce NIMAI and its services Identify PAIN-PLEASURE areas of the customer Understand the business structure, markets, financials &

trade flows Carry a Sales presentation, if need be present it to the

client. It gives further direction to the meeting

Client meeting

Understand the financial needs of the clients Present a probable solution to the client

We can discount the LCs for your suppliers in Nigeria and you can save costs

We can reduce your borrowing costs by restructuring your loan

Refer success rate with existing clients Be factful but do not commit

Take another appointment to present a proposed solution to his PAIN area

Client meeting

Lets do it !!

Before working for the client engage the client via formal mandate This will clarify the terms & conditions thus avoiding

any ambiguity Builds confidence and trust Increases the clients involvement Answers what, when, how Client is now prioritized.

Always be closing !!

Educate the client upon the process, cost and timeframe for financial execution

Service delivery

Client Satisfacti

on

NIMAI

THANK YOU