Professional Documents
Culture Documents
first client
Agnieszka Marie Emilia Panchysz Paulina Baszczyk Adrian Kamola Donghuyn Park
Agenda
Preparation
Prospect analyze
Analyze of all aviable data about our prospect Conclusions:
about 30 years old married at least 2 children employed good financial situation educated traveling practising extreme sports
Main influencers
Wife Children Parents Friends
We assumed that the most important in prospects life are wife and children. That is why they may influence his decisions and cause particular actions. Their wealth is the priority for the prospect.
Product analysis
We have chosen 3 life insurance products to be possibly the most appropriated for our prostect:
Individual term life insurance with the educational plan Individual term life insurance with the capital plan Allianz the guardian
And we prepared an additional product to present if our prospect would not be interested in previous ones:
Allianz Profit 5,50%
Competition analysis
PZU Insurance Spokj najbliszych Aviva Opiekun VIP Allianz Indywidualne terminowe ubezpieczenie na ycie 18-71 years old ING Ochrona MetLife Amplico MetLife Protection
300 000 z
Duration
indefinite period
indefinite period
between the age of From 5 to 30 years From 5 to 30 years 62 and 81 of (max. till the age of (max. till the age of insured person 75 of insured 75 of insured person) person)
Plan of a meeting
Introduction of sellers Brief presentation of Allianz Questioning
Asking about available time and request to take notes What is the reason you wanted to meet with us? Do you have already an insurance? Why it does not satify your needs? What you would like to focus on retirement or children?
Short presentation of avaiable products Answering prospects questions Providing the brochures etc. Telling thank you and goodbye
First impression
As the first impression is always crucial, we entered the room with grace and smilling yet very confident. We were introduced by one of us and shook hands, ladies first. The same person briefly mentioned the company name we represented. Then we sat down and started the conversation.
Courtesy questions
The purpose of the meeting was to get to know the prospect better, so we asked the potential client if we could take notes. Also we asked about the time the prospect could spend with us. No longer than 10 minutes was necessary.
Questioning
Collecting Information
Right after the introduction we headed straight to the main purpose of the meeting, that is the questioning stage. In order to meet the prospect needs we had to cleverly ask questions to gather as much information as we could. On the other hand, we couldnt ask too many questions, as it was the prospect role to talk, talk and talk again. We tried not to interupt as it would be rude.
Building trust
On the way of finding more about the prospect we have also tried to build some trust. We asked for his children and showed our sympathy towards the prospect familly. Although we should have asked some more questions not related to the object of insurance, as our attempts to build trust might have been confused with vain familly information gathering.
Presentation
Needs - Benefits
Prospects needs
Security of health Security of financial situation Security of retirement Security of wife and children in case of prospects death Security of childrens education
Prospects benefits
Money in case of some disases Money to be spend on prospects wife and prospect hobby Money for family in case of prospects death Money for further education of children
Benefits
An extra benefit : time saved on looking for sepatare products which would satisfy the need of safety and separately secure the financial situation = more time could be spend on hobby
Presentation
Met the listener expectations - there was good level of information about the relevance to prospects situation Pointed out what could be saved by the prospect thanks to financial products purchase money, time and possesing safety conscious
Some notes were taken during the presentation Time was controlled, The language during presentation was appropriate to the prospects occupation and financial knowledge
Overcoming objections
Prospect s question about the Allianz Profit 5,50% - Belkas tax exemption
Close
Follow-up