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SALES PROCESS SKILL MODELS

TELEPHONE APPROACH SKILL MODEL CON’T CLIENT PRESENTATION SKILL MODEL


1. INTRODUCTION  Discuss Additional Benefits (If Applicable)
 Greet  Charges
 Identify Client, Self and Branch  Premium
 Ask if convenient to talk HANDLING OBJECTIONS SKILL MODEL
2. GENERATE INTEREST 1. LISTEN
 Referral (if called previously)  Don’t Interrupt
 Reason for Calling
2. ACKNOWLEDGE
 State Benefit to Client
 Repeat core objection. Empathize
3. APPOINTMENT DETAILS
3. PROBE
 Date, Time and Venue
 Use appropriate questions
 Who else will be present
4. CLOSE (Successful Close)  Find out real objection
 Your Contact Number 4. ANSWER
 Confirm Appointment and Thank Client  Use benefit terms and client’s words
CLOSE (Unsuccessful Close)  Use client’s name
 Next Call Schedule 5. CONFIRM
 Your Contact Number and Thank Client  Was objection answered? If YES, move on;
CLIENT PRESENTATION SKILL MODEL if NO, repeat 3, 4 & 5
1. INTRODUCTION CLOSING SKILL MODEL
 Greet. Introduce yourself 1. USE APPROPRIATE CLOSE
 Give business card and ask for theirs  Trial. Sound. Alternative. Summary. Assumptive. Pen.
 Thank client & mention purpose of the meeting Direct
2. RAPPORT BUILDING 2. COMPLETE SALES PAPERWORK
 Gather Information  Application Form
 Ask questions about family, home and work  Proposal w/ Client Suitability Assessment Form
3. RELATE TO BUSINESS  Valid ID (owner and insured)
 Transition to purpose at appropriate time  Payment Forms
4. USE PROFILE CARD  Other supporting documents (as needed)
 Company. Role. Confidentiality 3. EXPLAIN NEXT STEPS
 Your Life Stages & Priorities  Policy Issuance & Policy Delivery
 Reality Check
 Additional Underwriting Requirements
5. DISCUSS TOP PRIORITY
 Endorsement and Scheduling of medical exams, if
 Use Client Presentation Tool: Your Top Priority
necessary
 Use Future Value Table & Future Cost
 Sales callouts from Client Services as standard
 Summary
procedure
 Commitment
 Data Privacy (Client Presentation Tool)
6. RECOMMEND SOLUTION FOR TOP PRIORITY
 Use Client Presentation Tool: Your Solution  Offer other China Bank Products
 FAB 4. CHECK CLIENT SATISFACTION
 Additional Benefits 5. ASK FOR REFERRALS
 Target years to save  Why, Who
 Use Client Suitability Assessment Form  Ask permission to mention name
 Mention Proposed Solution & Amount Needed 6. THANK CLIENT
7. PROPOSAL PRESENTATION  Thank Client for time
 Insured’s Name. Amount Needed  Reconfirm next visit/contact for other goals/policy
 Show Age and Life Coverage review
 Account Value  Leave Contact Number
 Use Daily Valuation Sheet. Fund Fact Sheet

MCBL Training
FOR INTERNAL USE ONLY
Version 8 April 2019
SALES PROCESS SKILL MODELS

Client Presentation Tool: Your Top Priority


1. Write Name and Age of Client on Cover Page
2. Ask Client’s Top Priority
3. When do you need it?
4. Ask why the priority is important to the Client
5. Ask Client how much is needed for the priority
6. Compute Actual Amount needed
7. Ask how much client has already set aside for his
priority
8. Write Down Surplus/Shortfall
Client Presentation Tool: Your Solution
1. Check applicable benefits and explain using FAB
2. Write additional benefits (if applicable)
3. Ask for target saving period
4. Use Client Suitability Assessment Form and indicate
Risk Appetite
5. Write Proposed Solution
6. Write Amount Needed

MCBL Training
FOR INTERNAL USE ONLY
Version 8 April 2019