1. PRINCIPAL OFFICE KARACHI

2. PAYING ATTENTION TO YOUR PROPOSALS Interested enough to consider possibilities Seeking further information Evaluating your proposal A: Objections can work to your advantage if they indicate that your prospect is

3. B: Objections can warn you that you need to change your tactics if they indicate that your prospect is: Stalling (Cutting you short) Concealing something Making excuses Not interested.

4. If the prospect is genuinely interested in your proposals and seeking information, you are in a position to increase his/her interest by providing that information. If the prospect is stalling, concealing or making excuses, you must chip away at the objections until the prospect faces the need to take action.

5. C: Objections are statements that enable you to progress further, understand their meaning and act accordingly. An objection is a challenge and calls upon you to use your communication skills. Each time you overcome one; you will gain confidence in your ability to manage the wide variety of objections that will be presented to you during your sale calls/visits.

6. RESPECT YOUR PROSPECTS' OPINIONS. It is vital to keep the lines of communication open, never ever get into an argument with a prospect. DON'T LET THE PROSPECTS FEEL DEFEATED. Allow them to save face if they are at mistaken. Respect a prospect's opinion to build his or her image of you, and that of the company you represent.

7. D.BE WELL-ORGANIZED. Make a note of objections raised. Not only does this demonstrate that you take them seriously, but also helps you build up a list of the most common Objections to help you In future sales calls/visits. E. BE ENTHUSIASTIC ABOUT YOUR COMPANY, SOLUTION OR SERVICE. Always stress How it meets identified needs and show how the needs that are met compensate for any deficiencies your prospect might observe.

8. F. BE PROFESSIONAL. Always speak the truth. Never guess, exaggerate or misrepresent, and never fabricate answers. If you don't know the answer to a question, or aren't sure, admit it. Tell your prospect that you'll find out the answer, and revert to him promptly. Be sure to do so. If the user's expectations are unrealistic (that is, they want too much too soon) then either negotiate the demands down or negotiate for more time. If you complain, they will not be convinced. If you are assertive and back your case with well reasoned arguments, they will thank you for saving them for future problems.

9. You and your prospect are in line with each other Your prospect has enough information to make a decision Your prospect's attitudes are positive (Excited) You see positive body language (Smiles, Relaxation, Friendliness) You hear positive remarks (' 1 like that')

10. Your prospect appears confident Your prospect likes your proposal Your prospect realizes he or she can afford it. Your prospect realizes he or she can't afford to be without it Your prospect realizes the benefits Please note that means close as early as possible, don't wait to be asked by the prospect.

11. Increased customer retention and customer loyalty. Increased sales and persistency. Cross - Selling. Improve yours and State Life's image. Increased and regular flow of income to you. High morale through success. Increased self - confidence. Better promotion prospects.

12. FIELD MAN POWER DEVELOPMENT DEPARTMENT DEVELOPED BY: MOSHIN ABBAS & KASHIF HASHMI F.M.D P.O, KARACH