Establishing Business Relations With Corporate Client.

ASSIGNMENT 2

Presented B !

"AR##N $AREE%
&' Establish Business Relationship (ith a )orporate )lient. %ra( the plan o* +isit stating ho( shall ou sell our ban, and its )usto-ers.
Corporate clients are the most esteemed clients for any bank not only in Pakistan but also globally. At Askari Bank the Corporate Banking Division (CBD) works on a long term relationship based business model to provide a single point within the bank for meeting all business re!uirements of its corporate and institutional customers" including public sector enterprises" with the primary ob#ective of enhancing customer service. Dedicated relationship managers for each of the corporate clients ensure their satisfaction" which is their top priority. $herelationship oriented outlook focuses upon providing a complete array of tailored financing solutions" that are practical and cost effective" some of which include% &orking Capital 'acilities $erm (oans )tructured $rade 'inance 'acilities (etters of *uarantee (etters of Credit 'und $ransfers + ,emittances Bill Discounting -.port 'inancing ,eceivable Discounting

$o establish relations with a corporate client as a banker it is important to know that great sales start with even greater detailed meticulous planning. All the homework" research" and effort you put into your pre call sales plan will lead to great conversations and even larger sales. $he proof of this is in your own e.periences and in the habits of the highly successful salespeople in your company. Putting in the effort to plan for the sales call removes the risk of error" nasty surprises" and wasting of time. $he more we prepare" the easier the sales call is. /n fact it is so easy it is like having a great conversation. $ailure To Plan Is A Plan To $ailure

0et most salespeople do not do anything in regards to pre call sales planning. ((ooking up information in your computer before you walk in to a call does not count as pre call sales planning. /t is more like cramming for a test.) &e know when a call goes bad because we did not plan at all for it. 1uestions sound awkward. $he customer is politely listening but we can see in their eyes they feel sorry for us or even begging that we end the torture. &hat was once an hour appointment is done in ten minutes. &e never even get the chance to ask for the business and if you do it is completely inappropriate. Steps To Pre'Call Planning ,eview all the sales notes" previous contracts" previous buying habits" and other information on the customer we are going to call on. /f it is a brand new prospect 2 review who their vendors are" buying habits for same priced items" and how they win business. ,eview the image of the company we are going to visit by looking at their website" facebook" twitter" blog" and any other information we can find on the internet. /f the company is public review their annual report. $his will help us see how profitable they are" what their vision is for the future" and if they have announced any ma#or plans that will effect our business. /f we know other vendors that work with your client+customer talk to them. 'ind out about payments" length of contract negotiations" and who they turn to in times of trouble. 3now the position of the person we are meeting in the corporation he is working for to determine his decision making powers. /f they are on (inked/n" see how removed we are from them and if you can get connected. &e should compile the information from our research and look for gaps in information. &e will turn these gaps into 4areas of interest.5 Create a hypothesis as to why these gaps in information e.ist. &rite open ended !uestions that will test our hypothesis and help us fill in the information gaps. 6isuali7e the sales call% 8ow do we e.pect it to go9 &hat will we do if you are cut short9 &hat will we do if you are given more time9 &here do we e.pect the customer give you ob#ections9 &hen do we want to close the sale9 Create anticipated ob#ections from the information we have gathered. Practice your sales presentation with our !uestions in front of the mirror" our friends+family" and in the car. Ti-e In+ested . Big Mone

Pre call sales planning is a time consuming process that reaps huge rewards. &e are likely to spend more time on the pre call plan than we are on the actual sales call. $hat is okay. /t means that you are digging deep to understand more about the needs of your customer. /t means that we are preparing to enter into a deep conversation that will be enlightening and have an impact. &ill we use everything that you have planned for9 :ost likely not" but we will be prepared. $hat preparation e!uals confidence" which e!uals being ready for anything. 8aving that feeling we will walk into any presentation" sales call" or meeting looking taller" stronger" and calmer than the other people in the room. ;ur confidence will rub off on everyone else. &e will feel as ready as ever to take on the world. $he great conversation 2 the magic 2 that happens from investing your time into pre call sales planning will result in larger sales.