Angel Sales Process

7/31/2019 Angel Sales Process

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Titl

e

ANGEL

SALESPROCESS


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What is the your most important

FIRST step of doing Sales?


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CREATE YOUR OWNPIPELINE WHERE YOU HAVE

YOUR MAXIMUM NO. OF

LEADS / NAMES IN YOUR

KITTY

WHAT IS IT CALLED?


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My Market 50

h k


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Why My Market50?

To

hav

eLe

ads


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My Market 50Fri

end

s

Relat

i


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50Whi

le

gene

rat

i


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Titl

eBriefing onCold

Calling


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Cold Calling AtAngel

Wh C ld C lli


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Why Cold Calling

1st Month --- Minimum 3 Accountswith 30000 margin

2nd Month --- Minimum 6 Accounts

with maximum margin

3rd Month---- Minimum 9 Accounts

with maximum marginHow are you going to Get these

Accounts?

N


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Quality LeadsNat

ura

lMa

rke

t

C ld C lli


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Cold Calling

Have you anytime done Cold Calling? If Yes how many Hours? How many maximum Leads you can

bring in 2 Hours?

Are You ready to Take the Challenge??


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to the customer?

h


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Now the ???

If you can bring 12 leads in just 2 hourstime, you would be actually generating300 Leads in a month

How many appointments you have got inthose 12 Leads2, 3,

Even if we consider 2 Appointments, youhave got 50 Appointments apart from yourother references

Out of 50 Leads even if we take 5%conversion it would be 3 Accounts for the

1st month

A d th d


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And the rewardwould be..

We will discuss the same TOMORROW


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Road Shows Canopy Marketing ATM Activity

Stall Activity Brochure Distribution

B


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Bra

nd

Awar

ene

s


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Concentrate on an area where there

is maximum FootfallThe Area where the maximum Salary

range of the Footfall would be 15000-

20000 Malls, Multiplexes, ATM, Banks Industrial Area Corporate Area Residential Complexes Market Area


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Titl

e

LEADMANAGEMENT

SYSTEM


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Click to edit Master subtitle style

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IMPORTANCE OF LMSMaintain records of all the leads To view the monthly performance through KPA. Self Appraisal oncontinuous basis. To set Appointments, Reminders and view additional task assigned bySupervisors. Incentives


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User

Loginwww.angeltrade.com/lms
http://www.angeltrade.com/lmshttp://www.angeltrade.com/lms


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In case of any QueriesContact : 022-33027002/3

Email:[email protected]


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B2C SALES PROCESS


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Agenda Why do we need a Sales Process in place.?

Client Profiling

DSR

The Sales Process

Taking Appointments

Avoiding Pitfalls Some Sales DOs & DONTs

Sales Executive Process

Wh d d S l


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Why do we need a SalesProcess?

It is a road map to guide the sales professional in facilitating their customers

buying process.

It focuses on helping improve the sales professionals effectiveness andefficiency.

Gives a structured approach and representation of the organization.

A sales process focuses on deals and opportunities

Hence it is imperative to have a sales process in place to offer better ClientService.

B2C Sa es


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B2C Sa esProcess

Prospect list

Entering inLMS

Appointmentgeneration

NeedAwareness

Need

Analysis

NeedSolution /Pitchingproduct

NeedConfirmatio

n

Meeting theclient


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CustomerAgree

Close &Asking

reference

NeedConfirmation

CustomerDisagree

Follow up &Asking

reference


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Process Defined

Meeting the customer:

Greeting the customer, giving Self & Company Introduction.

Understanding the Customers needs:

The executive should be asking the customer open ended questions to gain

maximum information.

The question should be asked to get maximum information about his income,liabilities, investment


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Contd..

Need Analysis:

Once the executive gets the information, recap the customers needs.

For E.g. Sir, based on the information you gave me, I see that you are looking for., Am I correct?

Need Solution:

Pitch the right solution to the customers need as per the need analysis.

Follow the ABC of Sales from hereon . i.e. Always Be Closing.

Focus on benefit selling: Sell the benefits not the features.

Take a confirmation on every benefit you pitch. This way you are leaving no doubtof objection and closing the call easily.


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ContdNeed Solution Confirmation:

Once you pitch the entire product, take a confirmation from the customer.

This will make sure that the customer understands the product pitched to him. Ifthere is any queries from customer, you can solve them and Close the Call.

Closure:Closing is one of the most important factor in the entire Call.

You should be confident about the close and make sure the customer is not rushedin closing.

The customer should feel comfortable while buying from you and should not be leftwith mixed feelings.

Appointment


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AppointmentGeneration

Step1: Greeting

Example:Good Morning / Noon. Am I speaking to Mr. X.Mr. X I am your name calling from Angel Broking Ltd.Recently I had an opportunity to meet with Mr. Y & he suggested me togive you a call. (Use this only if reference is taken).Do you have a moment to talk?

Step2: Introducing self and General Benefit StatementExample:

Mr. X the purpose of this call is to introduce you to Angel BrokingAngel caters to all kinds on financial investment, so we not only offer you arange of investment opportunities but also give you a choice to choosethe best suitable plan under one roof


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Contd..Step3: Introducing company products/servicesExample:

Angel Broking is an exciting company which deals in equity services as well asin wealth management services that offers you planning of your family, Yourchildren education & your personal retirement

Step4: Seeking Permission:Example:

Keeping that in mind I am calling today to see that we can find a mutuallyconvenient time to meet.So Wednesday will be o.k. with you or Thursday?Are Mornings or Afternoons would be better for you?So 10 a.m. will be o.k. with you or 11 a.m. would be better?

Step5: Close

Example:O.K. Mr. X I am looking forward to meet you on Wednesday at 11 a.m.

Thanks for your time. Have a nice day.


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General types of Customersyou would meet-----

Unknown about Equity market- Have nevertried his hands in Equity market

Curious about Equity Market:-Majority will beyoung working Class crowd, Fresh Graduates, mostly people not less than 35 40 Age

Investor Client:-An Investor who is well aware of the EquityMarket and has already traded with some broker. We have to convert thatclient to Angel Client by exactly understanding his pain area and pitch himthe right solution. Here, before pitching anything to the client if we focusonly on the concerned area and pitch him only what is needed is enough.Extra pitching will be of no use to the client.

Trader Client:-This type of Client of client is majorly focused on

Sales Pitch


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Greetings of the day

A Firm Handshake

Introduction : This is Manoj from Angel Broking Rapport Building : Talk about general things other than equity for

example his office, etc

Probing for Information : Eg: Sir Apart from your presentservice/business do you have any extra source of income?

If Yes. Where do you invest your income

How much time do you spend on earning that extra sourceof income?

How much is the return that you are getting from that investment?

Do you know that you can get good returns compared to the otherinvestments patterns

In Equity, considering the last 20 years performance Equity hasproven to give average returns of 17%

Benefits of Equity : Dividend, Bonus, Liquidity

New to Market


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If NO Awareness of the Equity Returns Awareness of Angel Broking, BuildingTrust, making him aware of the brand

Advantages of investing with AngelBroking

How we do the Hand Holding of thenew clients when they are new to themarket

The assistance, Knowledge what we

provide to the new client

Curious about


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Curious aboutmarket

Greetings

Probing for Information : Example:

Are you aware about the new trend in investment patterns?

Apart from the traditional options like gold, insurance, Banks etc,Equity is becoming best and new option.

It is the only investment option which has given an average returnof 20% in past 3 years.

With the assistance of the Professional hands it eliminates the riskwhich was previously involved with the Broking Houses.

All very well experienced Professionals will be guiding you in theinvestments you make.

Also we have a facility of online trading where you can do your own

market study, punch in your own orders This is the only investment option where you see your returns

instantly. You can anytime pump in funds if you think, according toyou market is in are favorable, or, liquidate your funds if you findthat this is not the suitable time to invest.

I


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If

hesays

N

O


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Investor Client Probing for Information : Example:

Sir, Do you invest in equity

May I know Sir with which broking House? (Here the RE should beaware of the market competition.

Oh! So you have an account with ICICI, thats great to hear? Theyhave a great online software. But there is no human touch in thatsoftware

Angel provides you with the user friendly software with a Humantouch. We @ Angel will provide you with a Call n trade facility, if incase your system goes down, or you are not able to execute theorder from your end, a dedicated Dealer, RM, 24/7 Back officesupport will be there for your support.

In short we adhere to our Tag Line of Service Truly Personalized

Sir, I am sure you will be having a good experience trading with us.

Experienced Professionals rich in their research and with our majorfocus on Retail clients helps us to serve you better.

We also offer you the PMS & Angel Gold products where you investfixed funds and the rest the RM will take care. We have all thetransparency in all the dealings.


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Trader Client Rapport Building : Talking about the current market

situation, current Indian politics and world politics (Political

Topics which will only have some effect on Indian Market)

If you have any Trader Client in your Kitty before your 4months completion it is mandatory to take your BranchManager or Team Leader to handle this case effectively.


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Assumed

Turnover

Angel

Brokerage

Competitor

Brokerage

Per Day

Brokerage

20 Day

Brokerage

1 CR 2 Paise 2000 40000

1 CR 1 Paisa 1000 20000

The simple calculation would be as follows:Assumed that the below mentioned trader Clients generates daily

revenue on an average of 1000-1500

So monthly, he would be saving Rs. 20000/- per month if he trades with Angel.

The above brokerage rates and Exposure limits which are to be given to any trader, solelydepends on his daily Commitment, that is his daily brokerage generation and with theBranch Managers Decision.

C td


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Probing: The art of asking questions:

Open ended: Any question that opens with Who, Why, What, When,Where and How and which does not have an answer that ends with Yesor a No is called Open ended QuestionExample:Sir when did you last trade

Who did you trade earlier withHow did you trade etc.

Close Ended: Any questions that starts with is, can, Did, etc and that

has an answer in the form of an Yes or No is Close ended questionExample:Can I meet you tomorrow to collect the cheque?Did you trade with angel earlier?

Contd..


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Important Points to follow

Plan meetings depending on the clients convenience.

Plan your meetings in such a way that you are able to meet severalclients within the same area.

Always be willing to ask for references

Pay special focus on Personal grooming aspects such as your attire,cleanliness, and general behavioral etiquettes

Never lie or make false commitments

Dont expect instant success


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Sales Dos &

Donts

DOs


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1. Ask for the business.

2. Close a relationship, not just the sale.

3. Study the competition.

4. Know your product/service better than anyone.

5. Set goals and monitor your progress.

6. See rejection as a tool to learn about yourself.

7. Keep accurate and consistent sales records.

8. Listen more than you talk.

9. Carefully observe early prospect/client signals.

10. Get information before you give it.

11. Focus on what you want not what you dont.

12. Keep your ego out of the sales process..

DOs

DONTS


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1. Talk too much.

2. Give unnecessary presentations.

3. Assume everyone buys for similar reasons.

4. Be afraid of rejection and failure.

5. Waste time on unimportant non-sales issues.

6. Assume all sales resistance is negative.

7. Spend time with poor prospects.

8. Advertise your willingness to make concessions.

9. Assume selling and negotiating are the same.

10. Lose control of the sales process.

11. Assume a verbal yes, means yes.

12. Assume you will have the business forever.

DONTS

D il S l R t (DSR)


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Daily Sales Report (DSR)

DSR

Th k Y


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Thank You

Published in FYI 2009. Angel Broking 2009-10.

Angel Broking All rights reserved. corporate Off: 612, Acme Plaza, M.V. Road, opp sangam cinema, Andheri east, Mumbai 400059,India.

Tel.: +(91) 022 39527100/ 4000 3600

This report is for information purposes only and does not construe to be any investment, legal or taxation advice. It is not intended asan offer or solicitation for the purchase and sale of any financial instrument. Any action taken by you on the basis of the informationcontained herein is your responsibility alone and Angel Broking and its subsidiaries or its employees or directors, associates will not beliable in any manner for the consequences of such action taken by you. We have exercised due diligence in checking the correctnessand authenticity of the information contained herein, but do not represent that it is accurate or complete. Angel Broking or any of itssubsidiaries or associates or employees shall not be in any way responsible for any loss or damage that may arise to any person fromany inadvertent error in the information contained in this publication. The recipients of this report should rely on their owninvestigations. Angel Broking and/or its subsidiaries and/or directors, employees or associates may have interests or positions,financial or otherwise in the securities mentioned in this report.

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Angel Sales Process

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