AUTOMOBILE & TRAVEL INSURANCE
SALES PRESENTATION GUIDELINES
Scenario : Al Tawuniya Insurance Company Targeting
Intercontinental Hotel Jeddah Al Hamrah Corniche
PRESENTATION STAGES
First Step: Greeting & Introducing Self
Hello Everybody, my name is Tarik Awad, I work for
Al Tawuniya Insurance Company.
I’m here Today to tell you the story of a successful
sale I made recently to the Intercontinental Hotel
Jeddah.
PRESENTATION STAGES
Second: Insurance Product Knowledge
Let me share with you the secrets of successful
sales experience. One must become the
product expert nowadays.
I first developed and enhanced my knowledge
about the two insurance products I’m licensed
to sell—automobile & international travel.
AUTOMOBILE INSURANCE
 Let me first introduce Al Shamel,
A Comprehensive Private Motor
Insurance Program
AL SHAMEL COVERAGE
Liability to Third Parties
Natural Disasters
Emergency Medical Expenses
Loss or Damage to the Insured Car
ADDITIONAL EXTENSIONS OF THE PROGRAM
Hire Car Facility
Geographical Extension
Age Restriction Extension
Waiver of Depreciation Clause
INTERNATIONAL TRAVEL INSURANCE
 A program duly approved by the
Shraiah Committee
Covers the risks related to travel
outside Saudi Arabia that may be
suffered by the traveler due to a
series of accidents as
INTERNATIONAL TRAVEL INSURANCE
Missed departure
Personal accident
Personal property
Emergency medical expenses
Trip Cancellation or Curtailment
COMMUNICATION SKILLS SALES
AGENTS MUST HAVE & DEVELOP
 A salesperson should adapt and apply
certain communication and interpersonal
skills in order to establish the relationship with
prospective customers successfully
such as:
COMMUNICATION SKILLS SALES
AGENTS MUST HAVE & DEVELOP
Nonverbal Messages:
Every salesperson projects an image—positive or
negative
Nonverbal messages can reinforce or contradict
the spoken word
ENTRANCE AND CARRIAGE
The key to a successful entrance is believing
and projecting that you have a reason to be
there and something important to say
A confident manner suggests that the
meeting will benefit the client
SHAKING HANDS
The handshake is an important symbol of
respect, and in most business settings is the
proper greeting
Eye contact during handshake—maintaining
eye contact throughout the handshaking
process is important
COMMUNICATION SKILLS [4] INFORMATION
During my meeting with Intercontinental
Office Manager, I was able to find out
that:
 The hotel is already insured through Al
Saudia Insurance Company—Medical &
Dental insurance only
THE APPOINTMENT
I used my effective communication
skills to fix an appointment with the
decision-makers of the hotel
A committee of four, the general
manager, his deputy, the purchasing
manager, and the HR director
PRESENTATION TIME
I’m right there now – 10 minutes
before the scheduled time
Prepared to enter the board room
and meet the decision-makers