ANGEL Titl SALES e PROCESS

What is the your most important FIRST step of doing Sales?

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CREATE YOUR OWN PIPELINE WHERE YOU HAVE YOUR MAXIMUM NO. OF LEADS / NAMES IN YOUR KITTY

WHAT IS IT CALLED?

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My Market 50

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T o h a v e L e a d s
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Why My Market 50?

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How to generate My Market 50

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Dos in My Market 50

Titl e Briefing on Cold Calling

Cold Calling At Angel

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Why Cold Calling

1st Month --- Minimum 3 Accounts with 30000 margin 2nd Month --- Minimum 6 Accounts with maximum margin 3rd Month---- Minimum 9 Accounts with maximum margin How are you going to Get these Accounts?
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N a t u r a l M a r k e t 7/29/12

Ways to Generate Quality Leads

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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F o r E x a m p

What will you talk to the customer?

e : R o h a n
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Now the ???

If you can bring 12 leads in just 2 hours time, you would be actually generating 300 Leads in a month How many appointments you have got in those 12 Leads2, 3, Even if we consider 2 Appointments, you have got 50 Appointments apart from your other references Out of 50 Leads even if we take 5% conversion it would be 3 Accounts for the 1st month 7/29/12

And the reward would be..

We will discuss the same TOMORROW

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Road Shows Canopy Marketing ATM Activity Stall Activity Brochure Distribution

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B r a n d A w a r e n e s 7/29/12

Activities

Concentrate on an area where there is maximum Footfall The Area where the maximum Salary range of the Footfall would be 1500020000 Malls, Multiplexes, ATM, Banks Industrial Area Corporate Area Residential Complexes Market Area
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LEAD MANAGEMENT Titl SYSTEM

IMPORTANCE OF LMS
Maintain records of all the leads To view the monthly performance through KPA. Self Appraisal on continuous basis. To set Appointments, Reminders and view additional task assigned by Supervisors. Incentives

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User Login
www.angeltrade.com/lms

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In case of any Queries Contact : 022-33027002/3 Email: lms@angeltrade.com Click to edit Master subtitle style

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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

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Why do we need a Sales Process?

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 and efficiency. 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 Client Service.

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B2C Sales Process Need

Prospect list Awareness

Entering in LMS

Need Analysis

Appointment generation Need Solution / Pitching product Need Confirmatio n

Meeting the client

Need Confirmation

Customer Agree

Customer Disagree

Close & Asking reference

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

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 doubt of objection and closing the call easily.

Contd
Need 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. If there 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 rushed in closing. The customer should feel comfortable while buying from you and should not be left with mixed feelings.

Appointment Generation
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 to give you a call. (Use this only if reference is taken). Do you have a moment to talk?

Step2: Introducing self and General Benefit Statement Example: Mr. X the purpose of this call is to introduce you to Angel Broking Angel caters to all kinds on financial investment, so we not only offer you a range of investment opportunities but also give you a choice to choose the best suitable plan under one roof

Contd..
Step3: Introducing company products/services Example: Angel Broking is an exciting company which deals in equity services as well as in wealth management services that offers you planning of your family, Your children education & your personal retirement Step4: Seeking Permission: Example: Keeping that in mind I am calling today to see that we can find a mutually convenient 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.

Sales Pitch
General types of Customers you would meet----

Unknown about Equity markettried his hands in Equity market

Have never

Curious about Equity Market:-Majority will be

young working Class crowd, Fresh Graduates, mostly people not less than 35 40 Age

Investor Client:-An Investor who is well aware of the Equity

Market and has already traded with some broker. We have to convert that client to Angel Client by exactly understanding his pain area and pitch him the right solution. Here, before pitching anything to the client if we focus only on the concerned area and pitch him only what is needed is enough. Extra pitching will be of no use to the client.

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Trader

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

New to Market

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 present service/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 source of 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 other investments patterns In Equity, considering the last 20 years performance Equity has proven to give average returns of 17% Benefits of Equity : Dividend, Bonus, Liquidity 7/29/12

If NO Awareness of the Equity Returns Awareness of Angel Broking, Building Trust, making him aware of the brand Advantages of investing with Angel Broking How we do the Hand Holding of the new clients when they are new to the market The assistance, Knowledge what we 7/29/12 provide to the new client

Greetings

Curious about market

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 return of 20% in past 3 years. With the assistance of the Professional hands it eliminates the risk which was previously involved with the Broking Houses. All very well experienced Professionals will be guiding you in the investments 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 to you market is in are favorable, or, liquidate your funds if you find that this is not the suitable time to invest. 7/29/12

I f h e s a y s N O 7/29/12

Probing for Information : Example:

Investor Client

Sir, Do you invest in equity May I know Sir with which broking House? (Here the RE should be aware of the market competition. Oh! So you have an account with ICICI, thats great to hear? They have a great online software. But there is no human touch in that software Angel provides you with the user friendly software with a Human touch. We @ Angel will provide you with a Call n trade facility, if in case your system goes down, or you are not able to execute the order from your end, a dedicated Dealer, RM, 24/7 Back office support 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 major focus on Retail clients helps us to serve you better. We also offer you the PMS & Angel Gold products where you invest fixed funds and the rest the RM will take care. We have all the transparency 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 4 months completion it is mandatory to take your Branch Manager or Team Leader to handle this case effectively.

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The simple calculation would be as follows: Assumed that the below mentioned trader Clients generates daily revenue on an average of 1000-1500 Assumed Turnover 1 CR 1 CR Angel Brokerage Competitor Per Day Brokerage Brokerage 2 Paise 1 Paisa 2000 1000 20 Day Brokerage 40000 20000

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, solely depends on his daily Commitment, that is his daily brokerage generation and with the Branch Managers Decision.

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Contd..
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 Yes or a No is called Open ended Question Example: Sir when did you last trade Who did you trade earlier with How 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 question Example: Can I meet you tomorrow to collect the cheque? Did you trade with angel earlier?

Important Points to follow

Plan meetings depending on the clients convenience. Plan your meetings in such a way that you are able to meet several clients 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

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DOs
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..

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DONTS
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.

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Daily Sales Report (DSR)

DSR

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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 as an offer or solicitation for the purchase and sale of any financial instrument. Any action taken by you on the basis of the information contained herein is your responsibility alone and Angel Broking and its subsidiaries or its employees or directors, associates will not be liable in any manner for the consequences of such action taken by you. We have exercised due diligence in checking the correctness and authenticity of the information contained herein, but do not represent that it is accurate or complete. Angel Broking or any of its subsidiaries or associates or employees shall not be in any way responsible for any loss or damage that may arise to any person from any inadvertent error in the information contained in this publication. The recipients of this report should rely on their own investigations. 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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