External sales , From good to great strategies for success

1. External sales , From good to great strategies for success

2. FROM GOOD TO GREAT What differentiates the good for great in external sales are the following • Preparation • Attitude to questioning and uncovering a strategy • Using Handipics, visual , stories, examples to influence • Insurance presentations- Tailored, practical and impactful • Preference in the home- Going for it. • Exceptional followup skills and personal organisation

3. Preparation • Consult internal for unwritten feel of the inquiry. • Google destination to be familiar • Asked Moved before with Grace? - check details of previous moves • Familiar with Destination guides, routes, timing info • Consult sales manager, branch manager for indicatives or information to use at the survey • Our network – who’s who in the zoo, comfort call info • Paperwork, packs,- prepared • Customs docs printed and highlighted • Partner information prepared • Pre-calling discipline done and rapport started.

4. What do you know about Grace? Client-”Nothing” Client- “Ive moved before with you!” Where, when, why, how did it go? research pricing on moves What did they like about us What did they do about insurance last time? Confirm- “Let’s make this better than the last time” Talk early about giving them a sharp price if you feel $is still a concern. Be over familiar with their moves, people, to create a point of difference • Educate • Full presentation • Clearly talk about decision making • Find the hot spots • Discuss their job and what they want out of a move • Great summaries of concerns addressed • Show customer satisfaction

5. What concerns do you have? • Global versus specific, (timing, care, logistics VS items of concern) • Global- logistics, dates, care, price/budget, customs, orientation, insurance • Specific- time of pickup, cbm, corp allowance, special items of value that need care. • Find PAINS and work an angle to show competence • Address all concerns with summaries • Be subtle - conversational not presenting

6. Strategies to help uncover needs • Take notes and use your customer’s language. Mirroring like this shows you are on the same page and does a better job of connecting. • Dig for more details. Paradoxically, the more time customers spend talking to you about little stuff, the more the big picture comes into focus. • Ask for clarification. For example, “You said you need to pick up earlier. When you say earlier, what do you mean exactly?” • Ask what they’ve already thought about., there are two other reasons to ask this: (1) You want to see how educated they are and (2) the answer may reveal that they have talked to your competition. • Give them a choice of solutions. • Help them discover the advantages. Consider framing the discussion this way: “Let’s assume you choose us. What benefits do you see in making this choice?” The answer will reveal the value your customer places on the solution you’ve proposed. Most likely they will be ready to seal the deal at this point.

7. Using Handipics, visual , stories, examples to influence • Handipics- Get it out early • Know it, use it, be flexible, be the expert in navigation of slides and materials • Be convincing, bring it to life- use the compendium for proof • Encourage the conversation on the differences we have • Get specific – “pick the right pics”, impactful- benefit statements and client focused at all times • Tailored use their goods as examples of how we will wrap ,pack and protect-” Use the big five as proof” • Talk into the future to give the impression we are doing the job not quoting

8. Preference can make a huge difference to your closure rates and save you time during the sales process How to get preference • Be thorough- More thorough than the rest • Know the situation- Are you presold or not? • You must have rapport- Nothing will make it easier • Know the hot spots- Write them talk about them summarise them • Be bold- Bold questions can cutthrough the fog of sales decisions • ask with confidence • Explain Why we are the best option with

9. Be thorough • Initial call • Pre-call • Liaise with Mobility • Read the template from mobility • Understand , get your head right • Listen with your eyes • Build a solution not options • Instill confidence to do it! Not quoting

10. Know the Situation • You’ve done this so many times, be so familiar with there processes • Corporate allowances • Destination • Offices • Timing, pricing • Budgeting • Who is the decision maker here?

11. Know the situation - Liaise with Mobility • Who are they • Talk with familiarity • Personal Allowances • History of account • Who have we moved • Company approach to Insurance. • Who will make this decision- HR/Individual

12. You must have rapport • Be on time • Find commonality • Sit down to start • Be efficient • Analyse the clients behavioral style and adapt • Discuss their knowledge levels • Be positive careful of too many….,I’ll check, I’ll get back to you, options, what if’s • Relate Grace to their business if possible • Encourage any conversation about “choice”

13. Hit the hot spots • Find out the concerns • Find the items • What’s important to them? • Dig for an angle on the opportunity • Big summaries to show project management • Find a reason to call back

14. Be Bold/ask with confidence • Are you feeling confident with Grace? • Are you feeling confident with me helping you? • Well the only thing really is ensuring….(get this past HR, we hit your budget, we get a great price to you, ensure we package this right for you) • Discuss HR departments and preference • Ask if we can get the budget right would they move with us • Ask for help and encourage involvement with HR/Proposals/budgeting