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!”
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
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

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