1. Insurance Sales Presentation AlShamel Car Insurance International Travel Insurance

2. Prospecting & Qualifying While searching for new key accounts, Olayan Group seemed to be an optimal fit for Tawuniya Insurance Company growth plan It is a multinational company based in Riyadh, Saudi Arabia with more than 40000 employees – from unskilled labor to highly technical engineers, the company also has thousands of support staff, and professionals http://www.olayan.com/About/Directory A huge company with billions of $ in revenues It is worth the try to contact the company’s H/R director and the benefits manager

3. The Pre-Approach Stage Called the Olyan’s and arranged a meeting with both– the H/R director & the benefits manager “the executive decision makers”. They asked me to have a sales presentation ready and to bring it with me during the scheduled meeting. I did the homework in successfully setting the sales appointment with the executives' office manager, I did also qualify the company; my chances of success is better than average—this is a key account.

4. The Approach stage Meeting with the H/R director & the benefits manager of Al Olayan as scheduled – 10:30 A.M Tuesday Morning. There was a committee “ the H/R executives, the director of purchasing, and the chief accountant ”waiting for me to start. I started by introducing myself, and my company. I first asked them to tell me about their insurance needs. As they speak individually, I was listening carefully—all companies must do so the needs assessment first.

5. The Approach stage It was Clear it will be difficult to take Al Olayan Group from Al Saudiah for Insurance ! However, Al Saudiah for Insurance does not offer comprehensive car insurance nor international travel insurance That is my open window to add Al Olayan to my company’s portfolio.. I actually anticipated Al Olayan’s insurance needs, and was prepared to present my offer

6. The Presentation Stage It was time to present my two main products – the ones I came to actually sell and to present real owners’ benefits My Sales Plan Aims at Upgrading Al Olayan Employees car insurance plans – from basic liability to comprehensive one completely free – this will grab the decision makers attention, and get them ready to focus on the next step which is the international travel insurance !!

7. Comprehensive Private Motor Insurance (AL-SHAMEL) Program !! Al-Shamel Basic Covers:  Loss or Damage to the Insured Car  Liability to Third Parties  Flood Covers  Emergency Medical Expenses  Age Restriction Extension  Agency Repairs  Hire Car Facility

8. International Travel Insurance Program The International Travel Insurance Program covers the risks related to travel outside Saudi Arabia - All over the world (World-wide) that may be suffered by the traveler due to a series of accidents as follows:  Trip cancellation  Missed departure  Personal accident  Emergency medical expenses  Personal property  Delayed baggage

9. Sales Strategy

10. Handling Objections & Closing !!!  There were few concerns, but all gone once upgrading the car insurance was offered skillfully  Policies & contracts blank forms were prepared in advance – in both format ; paper & digital !  I quickly got the benefits manager & Committee’s approval – they signed the master policies and said they will distribute the rest by email to all company employees. Then, forward to me at a later date !

11. Follow-Up