MDS COLLIVERY DRIVER-SALES TRAINING

Purpose and Goal: To train and equip the MDS Collivery driver to both represent and be the lead generator for and of the company.

• HOW BUSINESS WORKS

Every business must have a product or a service to sell, otherwise there is no business.

Even more important, every product or service must have a market. In other words you need people that are willing to buy from you. These we call clients or customers. Without them there is no business.

But now that you have a product/service that you know people want or need, they must buy from you, these are called sales. Without sales you have no business.

For any business to sustain itself it needs a constant flow of sales. If that flow slows down, the business is in strain. If that flow stops, the business dies. It is therefore essential that a business constantly introduces itself to people who need what that business has.

WHAT AM I BUYING?

It is very important to remember that what you are selling must be attractive and has to stand out, especially if there are other competitors doing anything similar to what you do. The more appealing and exciting your product is the more people are attracted to it and want it.

Example:

Take a look at the two burgers below and tell us which of these you would buy first.

FAT BOYZ SPAZA SPECIAL BURGER

STEERS PRINCE BURGER

REMEMBER: Presentation of your product is very important.

• MDS COLLIVERY. Not just another courier company.

Let us now look at our own company MDS Collivery. What makes us stand out, what makes us different and what makes us attractive?

1. We are the largest Web Based company in South Africa. Clients can arrange for their collections or deliveries on our website, without having to pick up a phone to speak to a consultant. No waits, no queues, no miscommunication. With a few simple clicks they can book a Collivery.

2. See the exact charge of their Collivery when booking or when requesting a quote. Unlike many other courier companies where the original quote given to the client may be subject to change, depending on a variety of factors, Collivery’s price quoted never changes. The price you see is the price you pay.

3. The Automated Solution. Strong focus is put into automating all of the company’s systems and procedures. This means the clients Collivery can be done fast, efficiently and with less room for human error.

4. The most advanced track & Trace system in the country. Simply click on the Tracking tab on our site, insert the waybill and check status. We tell you the distance the dispatched driver is away from you, as well as the estimated time he will get to you.

5. Great Pricing Structure. Because of MDS Collivery’s streamlining of its systems, we are able to keep our prices fair and very competitive.

6. Customer is King. We are a customer focused organisation, always putting the client first. Remember, a happy customer is a loyal customer who comes back again and again. A healthy customer base equals to a prosperous business.

• Drivers. An opportunity to help grow business … and be rewarded for it.

Earlier we saw the importance of introducing new customers to a business to make it successful. What methods can we use to this? Advertising is one method. We can put an advert in a newspaper or on radio, with the hope that the right person hears or sees the advert, and contacts you.

The more effective way would be for a representative of that company to personally go and speak to people who potentially want what you have. This person is now effectively the face of and an ambassador for the company.

Who in MDS has the most contact with businesses and people than any other? THE COLLIVERY COURIER DRIVER. Throughout his/her day the driver speaks to dozens of people, able to walk right into their businesses and homes. Therefore a driver is the perfect person to create relationships and introduce the business new clients.

This course is designed to show you how to effectively capture the attention of the client you are with, raise interest in MDS Collivery and extract the right information from him to feed into our sales system. Our Sales Department will then work that information and for every lead you bring in and start using us,

MDS will reward you by paying you R100!

• Image, confidence and professionalism. Representing your company.

Now that you are a Sales Representative for MDS Collivery, it is very important that you look and act the part. Your physical appearance, the way you conduct yourself and the words you use are very important.

Which of the two below will make the better impression when introducing themselves to someone?

Dress Code. The first impression is the lasting impression. Take note when you enter a client. Do you have the MDS issued articles of clothing? Does the way you look reflect a successful and professional business?

Confidence. People are attracted to confident individuals. Please keep in mind that you are the one who works for MDS, therefore you have more knowledge of MDS than the people you meet So, as a company representative, you are the expert in your field, take confidence in that.

Professional. Coming across with confidence and taking pride in how you are dressed is part of being professional. The way you interact with the client is very important.

• Always introduce yourself. “My name is Piet and I am the Courier Agent in your area for MDS Collivery.”

• When speaking to someone, make eye contact.

• Stand straight and proud. • Speak clearly and project your voice. • Speak the truth at all times. Do not make

claims about yourself or your company that are not correct and true. Half-truths have a way of catching up you sooner or later. Do not make promises that you cannot keep.

If they are a Mail Order business or an Online Shopping business, they need to send the purchases to their clients. Can you name other industries which would benefit in using couriers?

Is price and service important to you when dealing with couriers? As South Africa’s largest web based Courier Company we can offer you an excellent price on your next parcel and give you the quality service that will put a smile on your face.

With all the items you are sending on a weekly basis, don’t you find it a mission keeping track of what is in transit and what was sent and when it was sent? I can offer you a courier management solution that will solve all these problems, plus it would save you money and time too.

Isn’t it frustrating how problematic it can get when dealing with couriers? I can offer you a solution that will make sending your next parcel easy, fast and hassle-free.

Wouldn’t it be great if you could get a get an exact quote and arrange a collection of your next courier item, with a few clicks of your mouse? As South Africa’s largest web based Courier Company, we can show you how.

• Identifying Opportunities – Selling is all about filling a need, want or desire of a prospective client. Therefore the more you know about who prospect is; the more likely you are of linking Collivery with a need they have. EXAMPLE: Look around for evidence of couriers being used. If you spot waybills or parcels this is a good thing, as you know there is courier activity in the company. Never miss out on the opportunity to ask the direct question: “Does your organisation make use of courier services or have you ever used couriers?”

• Using the identified opportunities to formulate a compelling and attention grabbing opening. You now have to open up the conversation with the person you initially make contact with. Remember that in most cases people are too busy to have casual chats, so you have to get to get their attention and get to the point in a very short time. In many cases, when dealing with businesses, this person would be the receptionist. Here are a few opening lines that should get the attention of the person you are talking to-

• Identifying who the correct people to do the introduction sales pitch to would be. In smaller businesses it is easier to have access to the final decision maker. With larger companies however, this would not be the case. Who you are ultimately looking for is the person, within the business, that has hands-on dealing with couriers. Therefore ask the direct question: “Who in your company deals directly with couriers?”

REMEMBER! Your job as the driver/salesperson is not necessarily to ‘convince’ the client to start using Collivery. Rather it is to capture the attention of the client, raise his interest in MDS Collivery and extract the right information from him to pass to our sales department. Short, sharp and to the point. But this has to be done well, you want him to be interested enough to look forward to receiving more information from us.

Familiarise yourself with the material found in this manual so you know who MDS is and what makes stand out. (Especially the section we read earlier - MDS COLLIVERY. Not just another courier company.) Open up their curiosity, say just enough that will make the prospect look forward to that next email or call from us.

• Using the cell phone to record the prospects details.

In order for the sales system to follow up with more information to the prospective client, we need to know who this person is and his contact details. An application has been created for your Collivery cell phone to capture the details of the prospective contact. This application is found in you Collivery driver Menu.

1. On your drivers menu press More… tab.

2. Second from the top is the Sales Lead tab, press that.

“Thank you so much for giving me the time to explain my company to you. Do you know of anyone else who might find our services of use to them?”

3. You now see the screen where the contacts details are to be filled.

Notice the first field which is marked Waybill. This was created to assist you with the contact details. By default you will display the Waybill of the client you have just delivered to or collected from, along with all the client details as they appear on our database. If the details are different to those of the contact person we must engage with, then correct.

When done then press Submit button. The information will now be captured by our Sales system and will be followed up.

• Asking for leads. One of best ways to source new clients is to have someone refer you to them. Therefore never miss the opportunity to ask the person you are speaking to, if they know of anyone who could benefit from your company’s services.

• Leave them with a calling card or promotional material. Always leave a business with material with contact details. Having your and your company’s details is an important reminder of who you are, what you do and how they can get hold of us. Even if they don’t move their business to us right away, the material you leave behind might be used later and/or passed on to someone who may use us.

Each driver/salesperson will be given personalised calling cards. Give them out to the people you speak to. Use them, spread them where and when you can!

The Driver-Sales initiative is an excellent opportunity for the Collivery Driver to actively participate in the prospering of the company as well as grow your entrepreneurial skills.

And don’t forget- for every client you bring in that uses us, we reward you by giving you One Hundred Rand!