19 STEPS FOR A SUCESSFUL PRESENTATION.

1. MEET AND GREET.

2.SEATING.
3.WARM-UP.
4.COMPANY CREDIBILITY.
5.TAKE AWAY.
6.BRIDGING INTO SURVEY.
7.SURVEY (AS PER FORMAT)
8.BRIDGING OUT OF SURVEY.
9.RULES OF THE GAME.
10.PRE MARKETING.
11.PENCIL PITCH.
12.GRAPHIC TOUR.
13.CHALK BOARD PITCH.
14.RENTAL BOARD PITCH.
15.FINANCIAL LOGIC.
16.MARKETING POLICY.
17.ISOLATER & C.S.P.
18.HANDOVER.
19.WELCOME TO THE NEW MEMBER. (DEAL).
1. MEET AND GREET.
GOOD MORNING Mr. & Mrs._______________, MY NAME IS SANDY AND I WELCOME YOU ON
BEHALF OF BAJAJ ALLIANZ. THIS EVENING I M GOING TO TAKE CARE OF YOU WHEREIN I
SHALL EXPLAIN YOU; HOW OUR SYSTEM WORKS. SO PLEASE FOLLOW ME.

2. SEATING.
SEATING SHOULD BE DONE IN SUCH A WAY AS TO HAVE EYE TO EYE CONTACT WITH YOUR
CLIENTS. SEATING SHOULD BE IN THE FASHION WHERIN CLINTS WOULD BE FACING THE
WALL AND NOT THE DOOR. WHILE CHILDREN SEATING BESIDES, CONSULTANT WOULD SIT
FACING THE CLIENT AND MAINTING DIRECT EYE CONTACT.
WALL

WALLS
CONSULTANT

GIRL BOY

CLIENT

3. WARM-UP.
WARM UP IS DONE TO MAKE THE CLIENT COMFORTABLE. IT HELPS TO CREATE A FRIENTDLY
ENVIRONMENT AND HELPS BREAK THE ICE BETWEEN YOU AND YOUR CLIENTS. YOU CAN ASK
THEM INFORMATION ABOUT THEIR FAMILY, OCCUPATION, RECREATION AND MOTIVATION.
YOU HAVE TO SHARE INFORMATION WITH THEM SO THAT THE WARM UP DOES’NT SOUND
LIKE INTEROGATION. CRACKIN JOKES, GIVING COMPLIMENTS, SHARING SECRETS ARE FEW
OF THE THINGS, WHICH MAKE YOU, CREATE TRUST BETWEEN YOU AND YOUR CLIENTS.
WARM UP LASTS AS LONG AS IT CAN.

4. COMPANY CREDIBILITY.

5. TAKE AWAY.
WE KNOW THAT OUR SERVICES ARE NOT FOR EVERYBODY. IT IS ONLY FOR FEW EXCLUSIVE
PEOPLE WHO GIVES IMPORTANCE TO THE SECURITY OF THEIR FAMILY, WHO WANT TO
IMPROVE THEIR STANDARD OF LIVING AND FOR THOSE WHO WISH TO JOIN AN EXCLUSIVE
CLUB TO LIVE LIFE EXCLUSIVELY.

6. BRIDGING INTO SURVEY.

SO I SHALL BE ASKING YOU FEW QUESTIONS, JUST TO SEE WHAT WE HAVE TO OFFER YOU
TODAY.NOT ONLY THIS, BUT WE WILL ALSO USE THIS INFORMATION TO BUILD UP OUR
DATABANK WHICH HELPS US IN LAUNCHING OUR NEW FUTURE PRODUCTS.

THAT’S FAIR. IS’NT IT??

7. SURVEY (AS PER THE FORMAT).

8. BRIDGING OUT OF SURVEY.

FROM THE WAY YOU HAVE ANSWERED THESE QUESTIONS, I COME TO KNOW THAT YOU
WOULD CERTAINLY BE INTERESTED IN WHAT WE HAVE TO OFFER YOU TODAY. BUT BEFORE
WE PROCEED AHEAD, LET ME INTRODUCE YOU TO MY MANAGER WHO WILL AUTHORISE OUR
SURVEY. IF HE AUTHORISES OUR SURVEY, THEN ONLY WE CAN PROCEED AHEAD WITH THIS
PRESENTATION.

WILL IT BE O.K. WITH YOU???

9. RULES OF THE GAME.

NOW FIRSTLY I SHALL EXPLAIN TO U ABOUT OUR SERVICES AND THEN SHOW U THEIR
BENEFITS. IF U LIKE OUR SERVICES, WE SHALL DISCUSS THE PRICE. ANY HOW IF YOU DON’T
LIKE OUR SERVICES, WE WILL GET U REGISTER FOR A COMPLIMENTARY GIFT FOR YOUR
PRECIOUS TIME AND CALL THE DAY THERE ITSELF.

IS THAT FAIR ENOUGH??

10. PREMARKETING.
NOW FINALLY STEPING TOWARDS THE PRESENTATION, ONE MORE THING I WOULD LIKE TO
TELL YOU IS THAT AT THE END OF THE PRESENTATION, IF YOU LIKE OUR SERVICES, IF U FEEL
IT CAN PROVIDE COMPLETE SECURITY TO YOUR FAMILY AND THAT IF THE PRICE IS WELL
WITHIN YOUR BUDGET, I SHALL BE ASKING YOU TO JOIN US RIGHT TODAY ITSELF. SO ALL I
EXPECT FROM YOU AT THE END OF THE PRESENTATION IS A COURTESY OF SIMPLE “YES” OR
“NO” WETHER YOU WOULD LIKE TO JOIN OUR SERVICES RIGHT TODAY OR NOT.

WILL IT BE O.K. WITH YOU??

11. PENCIL-PITCH
What people do with money? what people do to earn money?

Bank +/- Job +/-

Property +/- Business +/-

Gold +/- Profession +/-

Share +/- Mlm +/-

+++/- - - +++/- - -

Life insurance

BalIc

New unit gain New family gain Child gain

Premium
Retirement Education
Term

Benefit Disability Career

Death marriage

S.A
F.V

FAMILY SECURED

ABSENCE SECURING YOUR

(DEATH) CHILD’s
“TOMORROW”
PRESENCE “TODAY” !!
(LIFE)
 PREMIUM PAID BY
Co.
LIVE HAPPY

100% PEACE OF
MIND

13. GRAPHIC TOUR.

SHOW YOUR CLIENT THE SUPRERIOTY AND EXCLUSIVITY OF YOUR SERVICES.

14. CHALK BOARD PITCH.

THIS IS THE LIST OF OUR RECENT FAMILIES WHO HAVE JOINED US YESTERDAY. THEY WERE
ALSO GIVEN THE SAME PRESENTATION AS I HAVE GIVEN TO YOU JUST NOW. LOOKING AT
THE SERVICES AND THEIR BENEFITS SHOWN TO THEM, THEY DECIDED TO JOIN WITH US ON
THE VERY SAME DAY OF PRESENTATION.

NOW YOU CAN SEE THAT ALL THESE PEOPLE BELONG TO DIFFERENT PLACES AND HAVE
DIFFERENT PROFILES. NOT ONLY THIS BUT THEY ALL HAVE GONE FOR DIFFERENT PLANS
WITH DIFFERENT REASONS. BUT THERE IS ONE THING COMMON IN ALL THESE PEOPLE.

CAN U PLEASE TELL ME WHAT IS COMMON AMONG ALL THESE PEOPLE?? (W.F.A.A.)

WELL BY JOINING WITH US, THEY NOT ONLY WILL BE SECURING THEIR FAMILY WHEN THEY
WILL BE NO MORE, BUT ALSO THAT THEY WILL GET PAID OF EXTRA RETURNS WHILE THEY
WILL BE LIVING HAPPY WITH THEIR FAMILY.

NOT ONLY THIS, BUT THEY WILL ALSO GET BENEFIT OF OUR LUXURY QUALITY HOLIDAY
VACCATION WITH THEIR FAMILY, FOR ALL THOSE YEARS THEY PAY THEIR PREMIUM.
DON’T’T U THINK THESE PEOPLE HAVE TAKEN A WISE DECISION IN THEIR LIFE?

14. RENTAL BOARD PITCH.

SHOW YOUR CLIENTS AND SIZZLE THEM ABOUT THE SERVICES BY DISPLAYING THE GRPAHIC
CHARTS AND FIGURES. FOLLOW THE “SHOW, TELL AND SELL” CLOSING. NO ONE BELIEVES
UNLESS HE SEE’S IT. SEEING IS BELIEVING.

15. FINANCIAL LOGIC.

16. MARKETING POLICY.

NOW FINALLY LET ME EXPLAIN YOU OUR MARKETING POLICY. WE ARE COMMITTED TO GI VE
MAXIMUM BENEFITS WHILE MAINTAINING THE SAME REDUCED COST. BUT WHAT DOES U
THINK WILL HAPPEN TO THIS REDUCED PRICE IF WE SEE THE SAME FAMILY OVER AND OVER
AGAIN?? (W.F.A.A)

CERTAINLY!!! OUR MARKETING COST WILL GO UP AND WE WILL BE FORCED TO INCREASE

THE PRICE OF OUR SYSTEM. AS WE KNOW THAT THIS SYSTEM IS NOT FOR EVERYBODY, BUT
FOR ONLY FEW EXCLUSIVE PEOPLE WHO GIVES IMPORTANCE TO THE SECURITY OF THEIR
FAMILY’S FUTURE AND WANT TO JOIN AN EXCLUSIVE CLUB TO LEAD AN EXCLUSIVE LIFE.
THAT’S WHY IN ORDER TO MAINTAIN THE PRICE OF OUR SYSTEM, WE SEE OUR CLIENT ONLY
ONCE ANT THAT IS THE DAY OF THEIR PRESENTATION; WHICH IN YOUR CASE IS……. TODAY!!

NOW I AM GOING TO SHOW YOU TWO PURCHASE PROGRAMS:

IN THE FIRST CASE, YOU CAN GO FOR ALL THE BENEFITS I HAVE SHOWN TO YOU, THROUGH
ANY OF THE INSURANCE AGENT IN MARKET. YOU CAN AVAIL THESE BENEFITS AT ANY POINT
OF TIME AS SUCH TOMORROW, DAY AFTER TOMORROW, AFTER ONE MONTH OR AFTER ONE
YEAR. BUT YOU KNOW WHAT Mr. ______ “TOMORROW NEVER COMES”!!!

WELL IN THE SECOND CASE, YOU HAVE MANY FEATURES TO AVAIL AT THE SAME PREMIUM.
NOT ONLY THIS; BUT ONE CAN GET AVAIL OF OUR 5* HOLIDAY PACKAGES WHILE PAYING THE
SAME PREMIUM. BUT BECAUSE YOU ARE HAVING AN EXCELLENT OPPORTUNITY TO GET
AHEAD WITH ALL THESE BENEFITS BY JOINING WITH US AS AN CORPORATE MEMBER, IT CAN
BE AVAILED ONLY AND ONLY IF U JOIN WITH US RIGHT TODAY ITSELF.

17. ISOLATER & C.S.P.

NOW THAT WE HAVE GONE THROUGH THE ENTIRE PRESNTATION; AND THAT DISCUSSED
ABOUT ALL THE SERVICES, LET ME ASK YOU Mr. & Mrs. _______

HAVE YOU UNDERSTOOD WHAT YOU HAVE SEEN TODAY?? YES/NO.

DO YOU LIKE WHAT YOU HAVE SEEN TODAY?? YES/NO.

DO YOU THINK IT CAN GI VE YOUR FAMILY TOTAL SECURITY? YES/NO.

SO, IS THERE ANY THING ELSE APART FROM MONEY THAT

CAN STOP YOU FROM JOINING US TODAY? YES/NO.
SO WHAT YOU MEAN TO SAY IS THAT, IF THE PRICE FITS WELL WITHIN YOUR BUDGET, YOU
SHALL BE HAPPILY JOINING US TODAY TO SECURE YOUR FAMILY’s TOMORROW. AM I
RIGHT???

18. HANDOVER.
NOW I SHALL CALL UP MY MANAGER WHO IS EXPERT IN FUND MANAGEMENT. HE WILL
MAKE THE PRICE COMFORTABLE TO YOUR BUDGET. (Raise your hand and invite the manger.)

SIR, AS U HAVE ALREADY MET MY CLIENT Mr. & Mrs._________. NOW THAT I HAVE GIVEN
THEM THE ENTIRE PRESENTATION, WHAT “SHAH FAMILY” IS SAYING IS THAT THEY HAVE
UNDERSTOOD AND LIKE OUR SYSTEM. WHAT THEY SAY IS THAT IF THE PRICE COMES WELL
WITHIN THEIR BUDGET, THEY SHALL BE HAPPILY JOINING US RIGHT TODAY AND GIVE THEIR
FAMILY A “SECURED TOMORROW”. SO SIR, IF U CAN HELP THEM IN MAKING THEIR BUDGET
COMFORTABLE, WE CAN WELCOME “SHAH FAMILY” TO THE WONDERFUL WORLD OF “BAJAJ
ALLIANZ”.

(After handing over the table to the manager, stand at the back of the client and make sure that you
keep MUM until manager asks.)

19. WELCOME TO THE NEW MEMBER. (DEAL)

LOOK Mr. AND Mrs.__________, LET ME SHOW YOU HOW YOU CAN SECURE
YOUR FUTURE TODAY. EACH INDIVIDUAL HAS HIS OR HER OWN PLANNING
TO ACHIEVE THESE GOALS. WE HAVE DONE A SURVEY OF THE PUBLIC IN
GENERAL AND HAVE FOUND THAT THESE WAYS OF FINANCIAL PLANNING
CAN BE BROADLY CLASSIFIED IN THREE DISTINCT MODELS. THE FIRST
MODEL IS WHERE PEOPLE SPEND FROM WHATEVER INCOME THEY GE T
AND SAVE THE REMAINING AMOUND. THE SECOND MODEL IS WHERE THE
PEOPLE SET ASIDE A CERTAIN REMAINING AMOUNT. THE THIRD MODEL IS
WHERE THE PEOPLE SAVE A CERTAIN AMOUNT FROM THEIR INCOME. AND
INVEST THAT SAVED AMOUNT. IN THE REMAINING ANOUNT THEY MEET
THEIR REGULAR EXPENSES, IF WE EXAMINE THESE THREE MODELS
CLOSELY, IN THE FIRST MODEL THE PEOPLE ARE NOT ASSURED OF ANY
SAVINGS SINCE THE EXPENSES WOULD BE INCREASING AND THE INCOME
MIGHT NOT INREAASE AT THE SAME RATE. THAT IS THE REASON PEOPLE
MIGHT FIND IT DIFFICULT TO SAVE MONEY. WOULD’NT YOU AGREE WITH
ME Mr._____???? THIS KIND OF FINANCIAL PLANNING WOULD END UP IUN
FINANCIAL FAILURE. IS’NT IT?? IN THE SECOND MODEL, COMPULSORY
SAVING DOES TAKE PLACE. THIS MAKES IT A BETTER MODEL. BUT WOULD
THIS TAKE CARE OF SUDDEN INCREASE THE VALUE OF SAVINGS? SO, THE
PERSON MIGHT HAVE TO BORROW MONEY. IN THIRD MODEL, DUE TO
INVESTMENT THE VALUE OF SAVINGS WILL INCREASE. THUS THE GOALS
CAN BE ACHIEVED. SO IT LOOKS THE BEST OPTION AND WOULD GI VE
FINANC IAL PLANNING WOULD YOU LIKE TO FOLLOW Mr. ______??
Mr._______, IF YOU WOULD HAVE A LOOK AT THESE PLANNING MODELS,
THEY ARE TOTALLY DEPENDENT UPON ONE THING. CAN YOU TELL ME
WHAT IS THAT THING? (W.F.A.A.)

IT IS THE INCOME i.e. THE INCOME-EARNING MEMBER. WHAT ARE THE

SITUATIONS IN THIS JOURNEY FORM X TO Y THAT CAN STOP THE INCOME?
(W.F.A.A.) IF THE BREADWINNER WERE TO BE AFFECTED BY ANY OF THESE
CALAMITIES THAT WE DISCUSSED, THE INCOME WOULD STOP. IN THESE
CIRCUMSTANCES DO YOU THINK ANY OF THESE WAYS THAT WE HAVE
DISCUSSED, CAN GIVE THE PROTECTION TO THE FAMILY??

IF THERE WERE A WAY, WHICH COULD NOT ONLY PROVE AS AN EFFECTIVE

WAY OF ACHIEVING YOUR GOALS, BUT COULD ALSO PROVIDE YOUR
FAMILY THE NECESSARY PROTECTION IN CASE OF THE UNFORESEEN
SITUATIONS, WOULD’NT YOU LIKE TO HAVE A LOOK AT IT?

WHAT WE ARE TALKING ABOUT IS NOTHING STRANGE OR NEW BUT THE

LIFE INSURANCE. IT IS BROUGHT TO YOU BY TATA Aig THE FASTEST
GROWING LIFE INSURANCE COMPANY IN INDIA. INSURANCE HELPS YOU
CREATING WEALTH BY CREATING RETURNS ON YOUR INVESTMENT. IT ALSO
GIVES YOU CERTAOIN ADDITIONAL BENEFITS. LET US SEE HOW IS THIS
POSSILE.

WE HAVE TWO INSURANCE PLANS WITH US, WHICH WOULD SUIT YOUR
REQUIREMENT. THE FIRST PLAN IS CALLED SAVE AND PROTECT. THIS PLAN
HELPS YOU TO PLAN FOR A LONG TERM FINANCIAL GOAL, AS SUCH FOR
HOUSE,, RETIREMENT etc. YOU HAVE TO DECIDE A PERIOD AND HOW MUCH
AMOUNT YOU WOULD REQUIRE AT THE END OF THAT PERIOD. THE
AMOUNT DECIDED IS CALLED SUM ASSURED AND THE PERIOD IS CALLED
THE TERM. YOU HAVE TO PAY A CERTAIN AMOUNT EVERY YEAR DURING
THE TERM IN ORDER TO RECEIVE THE SUM ASSURED. THIS AMOUNT IS
YOUR CONTRIBUTION AND IT IS CALLED PREMIUM. AT THE END OF THE
TERM YOU GET THE S.A. BUT ALONG WITH THAT YOU ALSO GET
SOMETHING EXTRA WHICH IS THE BONUS. TO TELL YOU MORE ABOUT THE
BONUS I SHALL CALL MY MANAGER.

MOVE ING FORWARD TOWARDS THE NEXT PLAN i.e. INVEST ASSURE.
EXPLAIN THE PLAN. AFTER BOTH THE PLANS IS EXPLAINED TURNAROUND
THE PENCIL PITCH. Mr._______ HAVE YOU UNDERSTOOD BOTH THE PLANS
THAT I HAVE EXPLAINED TO YOU? BOTH THESE PLANS HAVE DIFFERENT
FUNCTIONS AND HELP TO ACHIEVE DIFFERNET FINANCIAL G

OALS. SOME PEOPLE REQUIRE BOTH THE PLANS AND OTHERS THINK ONE
OF THEM SUITS THEIR REQUIREMMENT. WHAT DO YOU THINK Mr._____?
THIS IS THE WAY____PLAN WOULD HELP YOU ACHIEVE YOUR FINANCIAL
GOALS. BUT THAT IS NOT THE REASON WHY EVERY 3 MINUTES ONE
PERSON IN INDIA IS BUYING INSURANCE PLAN FROM TAT Aig. WE GIVE
YOUR FAMIULY PROTECTION IN CASE OF TRAGIV EVENTS HAPPENING, IN
CASE OF THE UNTIMELY DEATH OF THE PERSON INSURED., DURING THE
TERM, THE COMPANY IMMEDIATELY PAYS THE ENTIRE S.A. ALONG WITH
THE G.A. AND THE VB ACCRUED TILL THAT TIME TO THE FAMIULY. THIS
CAN HELP THE FAMIULY RECOVER FORM THE FINANCIAL LOSS. THIS IS
CALLED THE DEATH BENEFIT. DON’T YOU THINK THIS COULD ASSURE THAT
YOUR FAMILY WOULD MAINTAIN THEIR LIFESTYLE WHETHER YOU ARE
THERE OR NOT THERE?

OTHER THAN THIS EVERY PLAN GIVES CERTAIN ADDITIONAL BENEFITS,

WHICH ARE EXCLUSIVE TO THE PLAN

NOT ONLY THIS, BUT ALL THE PLANS ALSO GIVE TAX BENEFITS. WHATEVER
PREMIUM YOU PAY, YOU WOULD GET TAX REBATE UNDER SECTION 80C OF
INCOME TAX ACT 1961. ALSO WHATEVER RETURNS YOU WOULD GET FROM
INSURANCE PLANS WOULD BE TAX EXEMPTED UNDER SEC 10(10)(D) OF
THE INCOME TAX ACT 1961.

SO, NOW DON’T YOU THINK THAT WITH YOUR FAMILY SECURED EVEN IN
THE WORST POSSIBILITY, YOU CAN HAVE 100% PEACE OF MIND.

SO HAVE YOU UNDERSTOOD THE PLANS THAT WE HAVE JUST DISCUSSED?

WHICH OF THE TWO PLANS IS MORE BENEFICIAL FOR YOUR FAMILY?

____________
_
MAHA LIFE INVEST ASSURE HEALTH HOLIDAY
PROTECTOR

SECURING
TWO EARNING EARNIN 3* TO 5*
GENS. G HOTELS

LIFE
LIFE LIFE 56
DESTINATIONS
ABSENCE TO CHOOSE
FAMILY’ FROM.
ABSENCE
S
PROTECTI FUTURE
INDIA AND
EARNING ON
NEPAL.
IF ANY OF
THE ABOVE
RETIREME STUFFS IS 2N/3D PACKAGE
NT INTO
INVERSE
POSITION, 2ADULTS/2CHIL
ONE WILL GET
DREN FROM
STABILITY
FAMILY CAN
MONEY OVER IT
AVAIL.
FAMILY AFTER GOING
FOR HEALTH
SECURED PROTECTOR.
SECURED ACCOMODATION
WILL BE
PROVIDED
ABSOLUTELY
FREE.

BOOKING
BEFORE 20
DAYS.
11. PENCIL-PITCH
 What people do with money? WHAT PEOPLE DO TO EARN MONEY?

Bank +/- JOB +/-

Property +/- BUSINESS +/-

Gold +/- PROFESSION +/-

Share +/- MLM +/-

+++/- - - +++/- - -

LIFE INSURANCE

B A L I C

NEW UNIT GAIN NEW FAMILY GAIN CHILD GAIN

PREMIUM RETIREMENT EDUCATION

TERM DISABILITY CAREER

BENEFIT DEATH MARRIAGE

S.A. F.V FAMILY SECURED SECURING YOUR CHILD’s

“TOMORROW”-“TODAY”

ABSENCE (DEATH)

PRESENCE (LIFE)

100% PEACE OF MIND LIVE HAPPY PREMIUM PAID BY Co.