SALES

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INTRODUCTION
1. Sales Processes

2.
3. 4.

Prospects
Basic Steps Post Sales Support

5.
6. 7. 8. 9. 10.

Law of Averages (LOA)

Ethics Tricks of Trade Schemes Pricing Pitch
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1. Sales Processes

Initial Contact
Sales Presentation

Handling Objections
Closing the sale

Follow-ups and Service after the sale

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2. Prospects
Working Professionals

Graduates who wish to do their MBA.

Final year engineering students who plan to take CAT / other MBA entrance exams. Third year engineering students planning to do MBA.

Remember o Determine your sales approach and plan your sales calls. o Determine which products and services best suit particular prospects. o Uncover reasons why you should not pursue some prospects, saving you valuable time and resources. Page 4

2. Prospects
Conducting a sales call Introduction Presentation of information (Keep it short)

Motive is an appointment not telesale

Time management

Follow-ups

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Initial Sales Contact

Common initial contacts is a "cold call" conducted by phone or in person.

Make an appointment, giving them choices of appointment times and meeting locations.
Some ideas to help turn cold calls into warm prospects: 1. 2. 3. 4. 5. 6. Determine your objective and the purpose of your call. Try to do a little homework before the call. Make statements that build rapport and confidence. Use humor - people love to laugh. Be sincere. Be friendly - people like to buy from people they like.
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3. Basic Steps
1. 2. 3. 4. 5. 6. Introduction Product Info and purpose Benefits / USP Pricing Close References
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3. Basic Steps
1. INTRODUCTION
The first step generally must contain your introduction (who you are Name and organization). Proof the company you represent (mainly when you approach classes / partners). With individuals, you can give reference of your telecon with him / her. The main approach towards any student/ partner must be confident but polite. Make sure its a conversation and not a speech.
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3. Basic Steps
2. Product Info and purpose
Tell the student your purpose of being there. Ask the student questions on what exactly the student is looking for, in an MBA. Give the higher options first rather than the smaller components. Explain the product in detail (Formats / Prices etc.)

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3. Basic Steps
3. USP
Integrated Ask-a-Doubt Detailed Analysis and Customized Feedback Personalized Practice Tests Unattempted Questions Exam Save Test for Later / Pause Test 12,000+ Unique questions Customized state products like iCET, TANCET, GCET
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3. Basic Steps
4. You need to know the following: a. Pricing National Exams b. Pricing State exams

c. UPSC products
d. Various discounts and schemes

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3. Basic Steps
Pricing - Schemes
Fixed schemes: 1. CAT /XAT scholarship 2. Group Discounts 1. 2. 3. 4. Variable Schemes: User celebration Online scholarship tests Seminars Miscellaneous (Festivals/End of Season/Early bird)

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Points to Remember during Presentation

Know your product well. Focus on the benefits of your products and services. Be on time for sales appointments. Have your sales brochures, demonstration materials (collaterals) available. Be relaxed during sales calls. Let prospects talk 90 percent of the time. You just need to listen. Don't be afraid to ask for their professional / student life. Limit the choices during a sales presentation. Anticipate on what the user mite purchase depending on back ground Always follow through on promises. Follow up, follow up, follow up. It often takes five to 10 exposures to Page 13 get a sale.

3. Basic Steps
5. Close
This is the most important part of the pitch.

A sale should always be assumed as complete else assumed

otherwise.

After the benefits are explained , you should directly explain the modes of payment.

One of the closes used can be You can give me a cheque in the name

of Enabilon Learning Pvt. Ltd. or You would make a payment with

cash / cheque?? Make sure that you do not get aggressive during your close. Page 14

3. Basic Steps
6. References
Once the pitch is made, never leave the place without taking references. Sheep factor Always works wonders in sales!! Works on the human mentality that if a friend has purchased it, so can I. Helps in building the trust factor. From each student, you should note atleast 5 references. It helps to build the database.

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Post Sales Support

After a sale is made, the most important step is to provide support to the customer who has purchased our courseware.

You need to tell the user to contact you directly in case of any problems / further upgrades that the user desires.

You need to assure him / her of the fact that he/she will never regret purchasing our courseware even if its the smallest product.

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Law of averages
LOA stands for Law of Averages.

It basically works on the concept that the more people you meet, the higher is your rate of converting them to purchase the product.

LOA helps to keep you motivated and build better relations that in turn helps to populate our database and increase trust factor.

Monetary benefits are increased by three fold when you follow LOA.

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Qualities of a Good Sales Person

Every action performed as a sales person should posess the following. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. Attitude maintenance Customized pitch Product knowledge Relationship building Professional behavior Time & Territory Management Dedication High Standards Optimism (Positive attitude) Hardworking Consistency
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Tricks of trade

G - Getting along with People I - Indifference F - Fear of Loss T - Tone of Voice S - Sheep Factor
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Sales Tracking
No Name Username Email ID Phone No. Date of Call Response Appointment (Hot/Wa rm/Cold) Result / Sale Comments

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