8/12/2019 Establishing Business Relations With Corporate Client.

http://slidepdf.com/reader/full/establishing-business-relations-with-corporate-client 1/4

 

Establishing Business Relations With

Corporate Client.

ASSIGNMENT 2

Presented B!

8/12/2019 Establishing Business Relations With Corporate Client.

http://slidepdf.com/reader/full/establishing-business-relations-with-corporate-client 2/4

"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 'acilitiesetters 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 precall sales plan will lead to great

conversations and even larger sales. $he proof of this is in your own eperiences

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

8/12/2019 Establishing Business Relations With Corporate Client.

http://slidepdf.com/reader/full/establishing-business-relations-with-corporate-client 3/4

0et most salespeople do not do anything in regards to precall sales planning.

(ooking up information in your computer before you walk in to a call does not count

as precall 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. 1uestionssound 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 forto 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 eist.

&rite openended !uestions that will test our hypothesis and help us fill in the

information gaps.

6isuali7e the sales call%

8ow do we epect 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 epect 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

8/12/2019 Establishing Business Relations With Corporate Client.

http://slidepdf.com/reader/full/establishing-business-relations-with-corporate-client 4/4

Precall sales planning is a time consuming process that reaps huge rewards. &e

are likely to spend more time on the precall 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.