Customer Name: Mrs.
Swathi Reddy Lead ID And Lead L122168 DL
Type
Type of Home Villa Size of the House 6700 SFT
Area Mokila Area Code
IDA Name Priyanka, Essajees IDA Code
Atelier.
Lead Date 18th July Demo Date 1st August
Site Visit Date 10th September Current Status Closed
Floor Plan Link:
[Link]
%20(2)-001A-GF%20PRESENT%20(4)%20(1).pdf
[Link]
%20(2)-001B-FF%20PRESENT%20(5)%20(1).pdf
[Link]
%20(2)-001C-SF%20PRESENT%20(4)%20(2).pdf
tep 1: Choose Your Customer
Reflection Questions:
• Why was the customer selected?
The house size is 6,700 SFT, and the architect is Essajees Atelier, one of Mumbai’s top firms.
• Have there been examples of customers filtered out?
Yes, as the architect’s firm is among the top in Mumbai, this ensured we focus on high-value clients.
• What was the stage of construction, and how did you pace the discussion with the lead based on this
stage?
This was a renovation project. Given the stage of the house, our involvement was crucial for integration
planning.
• If AL lead:
• What’s the historical expense of this architect’s clients on interiors?
Not available (NA).
• What is the IDA influence level (1 to 21)?
21
• Has the architect informed you about the customer’s involvement level?
NA
Challenges:
• Were there challenges in filtering?
No.
Step 2: Dazzling Demo
Reflection Questions:
• Was the quote sent before the demo, and was there any reason for not calling the customer for the
demo?
No.
• Did you study the layout of the house before the demo?
Yes.
• Were you able to customize the demo to fit the house’s layout?
Yes.
• Who attended the demo?
• First Demo: Client (Mrs. Swathi Reddy) and two junior architects, including Priyanka, who led
their project.
• Second Demo: Client and her husband, Ravi.
• Third Demo: Client and their PMC, Ratan Singh.
These took place over four months.
• Did you check for additional demos for other family members and stakeholders?
Yes.
• Did you give an additional demo to other family members or stakeholders?
Yes.
• What were the top 3 takeaways for the customer from your demo?
• Brand assurance is vital for them.
• The architect’s decision carries significant weight.
• Swathi Ma’am was keen to know every detail.
• Were we able to probe the customer to understand their current knowledge of automation and
requirements?
Yes.
• What were the specific objections raised by the customer, and what was your understanding?
Before the demo, they mentioned exploring Legrand’s wired solution and had taken a quote. They
prioritized reliability. I demonstrated why a wireless solution made more sense for them.
• How accurate was the data entered in the CRM after the demo and site visit?
Initially 50%, later improved as the architect shared more details.
• Did you take a commitment for a site visit post-demo?
Yes.
• What was their understanding of automation after the demo (0-100%)?
• First Demo: 40%
• Second Demo: 70%
• Third Demo: 90%
Challenges:
• Any obstacles in giving a memorable, customized demo?
No.
• Challenges in getting other members for the demo?
No.
Step 3: Site Visit
Reflection Questions:
• Did you visit the site? If yes, when?
Yes, 2 days after the second demo.
• Did you meet the customer at the site?
Yes.
• Did you ask the customer to explain the layout from their perspective?
Yes.
• Did you ask them to highlight the key areas of the house?
Yes.
• Did you ask about automation needs for these areas?
Yes.
• Did you ask for IDA details, and did they share them?
Details were already shared.
• Did you ask the client to inform the IDA about your visit?
Yes.
• Did you capture site images?
Yes.
• Were you able to identify urgency at the site?
Yes.
• Were you able to identify the decision-makers?
Yes. Swathi Ma’am and the architect. Ravi was occupied with work.
• Did you check for other stakeholders (e.g., Lighting Designer, PMC, IC, Electrician)?
Yes, the PMC.
• If yes, share their details:
Ratan Singh.
• What did you discuss with the stakeholders?
The PMC attended the third demo for price negotiation.
• Did you invite stakeholders for a demo? Did they attend?
Yes, the architect, husband, and PMC attended.
Site Visit Summary:
The client gave a house tour, and we discussed each area in detail. Key highlights included the open kitchen,
master bedroom, home theatre, and portico.
Challenges:
None.
tep 4: Stakeholder Buy-In
Reflection Questions:
• What steps did you take to ensure stakeholder buy-in?
• Additional Family Members: Stayed in continuous touch with the architect.
• IDA: Architect was already involved.
• Lighting Designer: No.
• PMC: Yes, entered during negotiations.
• IC/Electrician: No.
• Others: No.
• Were you able to identify detractors, promoters, and neutral entities among the stakeholders?
• Most communication happened through the architect, who was neutral.
• The client was positive but preferred routing decisions through the architect.
• What was the cause/pain point of detractors?
Budget constraints.
• What did we do to neutralize detractors and leverage promoters?
Continuous communication and highlighting value for investment helped address concerns.
Challenges:
None reported.
Step 5: High-Impact BOM Presentation
Reflection Questions:
• BOM Presentation Date:
6th September (Ravi was present), 5th September (Vikas Gupta).
• Did you invite the IDA for the BOM presentation? Did they attend?
Yes, but they couldn’t attend.
• Explain the BOM presentation experience:
The presentation was conducted right after the second demo. Ravi, exhausted from a night shift,
preferred discussions focused on the layout. This session laid the groundwork for the subsequent site
visit.
• What was the customer’s response to the BOM presentation?
They appreciated the clarity, which facilitated the site visit.
• What was the IDA’s response?
They were not present.
• Did we professionally inform about the duration of the BOM presentation?
No.
• What was the time split between discussing solutions and commercials?
The solution was the primary focus. Commercials had been shared earlier and were negotiated that
day.
• Were we able to secure a soft commitment for the next stage?
No.
Challenges:
The session was cut short due to the client’s other commitments.
Step 6: Sales Conversion Mastery
Reflection Questions:
• Did you highlight the sense of urgency?
Yes. Emphasized the importance of coordination among stakeholders to avoid delays in a project of this
scale.
• Did you delay the discount?
Yes.
• What was the initial quote, the first revised quote, and the final discount?
• Initial Quote: 18.07 + GST
• First Revised Quote: 13.55 + GST
• Final Discount: 30%, offered during discussions with the PMC.
• When was the final discount given, and why?
During the negotiation with PMC asked for additional discount
• Did you ask for a written commitment to close the sale within two days?
No.
• Did the customer send a note confirming the sale closure within two days?
No.
• What was the scenario behind the discount request?
• The client wanted to evaluate the value of the investment, not negotiate unreasonably.
• What’s the customer segment and type? Provide examples:
• Segment: Passionate and Relational.
• Examples:
• The client was highly detail-oriented and eager to learn about every feature.
• Decisions were heavily influenced by the architect.
Challenges and Notes on Sales Closure:
The sale closed successfully despite budget-related concerns, thanks to effective demonstrations, continuous
communication, and stakeholder engagement.