Mission India Consltancy

Day 1

Mission India Consultancy [email protected] India Consultancy [email protected]

Mission India consultancyRecruitment & Development

Mission India Consultancy [email protected]

• This product is designed and created by Mission India Consultancy Insurance Training Team. No part of this product should be used public. No part of this document may be copied , reproduced ,printed , distributed , modified , removed or amended in any means whether , mechanical , digital , optical , photographic of otherwise without prior permission of mission India consultancy

• Information contained here in is subject to change by Mission India consultancy. The names of companies, people characters, and/or data mentioned herein are fictitious and in no way intended to represent any real individual, company, entity, product or event, unless otherwise noted.

Program Description


• The purpose Mission India Consultancy way of Recruitment and Development Program is to familiarize the new Managers with the field of insurance and the company they have chosen to work with, i.e. mission India consultancy. The course explains the recruitment and Development process specific to MLI. Further the course will induct then to the new role equip then with skills and tools to perform their job successfully

• These skills will help them focus their training efforts and reinforce their Development of good management habits. These initial habits, will lay the foundation for their success and growth

Program objective


• After completing this training program, the Managers will be able to:

• Understand their role as an Manager• Recruit and Select Quality Employees • Develop Employees to ensure them a

successful agency career

Program Duration


• Duration of mission India consultancy of recruitment and Development program is Fifteen days

Today’s Agenda

• Welcome by Manager

• 1/8/2015

• Overview of MIC Sales Tricks

• MIC Sales Tricks steps-Role-plays


Zone Head Session Role of a Manager –No.1 accountability -Recruitment-No.1 accountability -Development-No.1 responsibility -sales Leader -Business Planning and Reviews -Inspiring and Motivating -Team Building Business Overview-State Level -Last month, quarter Industry Trends. -Implications?

Mission India ConsultancyMission India Consultancy [email protected]

Zone Head Session Maximize your compensation -’sky is the limit’ -’How did I make it large?’ Processes as your ally -Follow SOPs -Follow the daily ‘rhythm’ Beware of Pitfalls -Lake of focus on –Recruitment, or Production


Co Founder Session Mantras for Success -Prospecting Ten Call Per Hour -Developing Referral Market /Selector who gives you Name -Belief and adherence to scripts(Recruitment & Sales) -Build and Practice the right work-habits -Daily Calling -Performance Review and Planning(MIC) -Business Planning and Goal Setting(Quarterly and Monthly) -’Love Your Employee’


Questions?


Entry Test


Recap – MIC Sales Cycle And Prospecting

MIC Cycle: The Way We Sell

Prospecting

Approach

Problem/Need Identification

Solution –Design & Presentation

Decision-Close

Referred Leads


Recap-What is Prospecting?

The Process of identifying potential buyers that leads to a group of prospects who are considered “qualified”.

Prospecting enables an MIC Employees to have a steady stream of individual that can be turned into clients.


MIC - NOPP

Qualified Prospects: -Need -Opportunity to meet -Paying Capacity -Physically fit Reference will a Tool to identify your initial market A Tool that list your first prospects


Approach Talk: Natural Market

“Hello uncle/auntie/friend ! How are you?

I have recently joined Mission India Consultancy, a leading job providing company having gave job more than 10000 candidates since march, 2015 and we shall provide you best jobs for your best future.

Would Wednesday , at 10 am be good for you OR would Tuesday ,at 4 pm

be better? ”


Approach Talk: Referral Market

“Good Morning/Afternoon , Is this Mr. Rajesh Patel? Mr. Patel my name is _and I represent Mission India Consultancy .Do you have a moment to talk?”

“Recently, I met Your friend , Mr._ and he suggested I give you a call to introduce my company & my self. a leading job providing company having gave job more than 10000 candidates since march, 2015 and we shall provide you best jobs for your best future.”

“I am calling today to see if we can find a mutually convenient time for us to get

together to share some of these ideas.”

Would Wednesday , at 10 am be good for you OR would Tuesday ,at 4 pm be better?


Objection Handling


Objection Handling(Contd.)

The different objections faced by the Employee while approaching the prospect can be broadly classified under five heads.

-No Time -No Need -No Money -No Trust Mission India Consultancy provides its Employee pre-

approved scripts to handle such objections effectively. Lets learn the objection handling scripts.


Objection Handling: Role-Plays


NO TIME “I am too busy.”OR

“Why do not you give me a call next month; right now I am too busy?”

• Sir, I can understand you are not thinking about job joining right now. What, I would like to do is to meet you and share some ideas so that when you are ready, you know whom to call

• With that in mind, would____ (day), at____ (time) be good for you OR would__ (day), at ____ (time) be better?”


No Need “I do not need job.”

• Sir, I can understand how you feel. Many of candidate also felt the same until they Found the true value of job for himself.

• With that in mind, would____ (day), at____ (time)

be good for you OR would__ (day), at ____ (time) be better?”


No Need “I have enough jobs to cover all my financial needs.”

• Sir/madam, it is good to know that you have already taken a job. Can we sit together and assess if your job is sufficient to meet your future financial goals?

• With that in mind, would____ (day), at____ (time)

be good for you OR would__ (day), at ____ (time) be better?”


No trust “I do not trust that your company will give me a job without

any cost.”

• “Sir/Madam, while you are coming to job than you will earn hard money.

• Would provide you with more details on how candidates’ interests are safeguarded when I meet you in person.



No trust “I already know wrong companies so I do not trust on your

consultancy company.”

• “Sir/Madam, I understand how you feel; many of my candidates.

• Felt the same. However, after meeting me they found that any of suggestions would only complement their existing portfolio.



Conducting Need Identification


Fact Finding-Role-plays


Solution Designing And Presentation-Role-Plays


Closing Techniques & Objection Handling-Role-Plays


Nominator Approach Script


• Hi ____,this is ____,an Manager with mission India consultancy. Do you have a moment talk?

• ______the purpose of my call is that my office in _____, is currently looking for good people in sales and management.

• Over time, we have discovered that our best recruits come from recommendations by successful people like you, who come in contact with lots of people every day.

• ____ , I would like to meet you for 15-20 minutes to share some of the traits of the kind of people we are looking for.

• This will help you identify individuals you’d like to help and recommend for a career with mission India consultancy.

• With this in mind, I look forward to meeting with you. Are mornings or evenings better?

COI Approach Script


• The purpose of my call is that my office in ____, is currently looking for good people for positions in sales and sales management

• ____, I would like to meet with you for 15-20 minutes to share some of the traits of the kind of people we are looking for, This will help you identify individuals you’d like to help and recommend for career with mission India consultancy.

• With this in mind, I look forward to meeting with you, are mornings or evening better?

Nominator Approach Objection Handling


• What is it regarding?• As I told you that am an Manager and in Charge of recruitment for

________ city. My primary responsibility is to recruit successful individuals. With this in mind would Tuesday morning be ok with you or Wednesday afternoon be fine?

• I can’t think of anybody to refer!• Of course Mr. / Mrs. /Ms. ________ .I don’t expect you to know anybody

off hand. In the 15-20 minutes that we will spend together we will find out; if not, I will have the pleasure of meeting you. With that in mind could I have your office address?

Nominator Approach Objection Handling


• I will want you back?• I would really appreciate that Mr. / Mrs. /Ms. __It seems that are in

middle of some work right now. Will it be fine if I give you a call later in the evening [Again nominator: No its fine, I’ll call you back.]

• I would really appreciate that Mr. / Mrs. /Ms. __ In case don’t receive a call from your end by evening, would it be fine I call you back ?

• That would be fine… have a great day.• I don’t want to be an agent • Mr. / Mrs. /Ms. ___. I have not called for you up

THANK YOU


Recruiting & HR

Mission India Consltancy