Welcome To Performance Enhancement Program: Manipal K-12 Education 1

Welcome
To
Performance Enhancement Program
Manipal K-12 Education 1

"The two great laws of life are
growth and decay.
When things stop growing, they
begin to die.
This is true of men, business or
nations."

CONTENTS
DAY 1
Main Purpose Of My Job- syndicate excercise
Selling Process
Customer Responsiveness – syndicate excerciset
Probing
Handling objections
Negotiation skills
Closing techniques
DAY 2
Presentations by Participants
Presentation skills
Communication skills
Presentations by Participants

Your Role
n What is the main purpose of your
Job?
n
n What are the key skills required to

perform your role?
n
n What are the powers you possess

to do your work?

Developing a Skill

Unconscious Incompetence

+

Knowledge

Conscious Incompetence

+

Practice

Conscious Competence

+

Experience

Unconscious Competence


POWERS
n What are the powers you possess to
do your work?
KAS
KNOWLEDGE
ATTITUDE SKILLS

What is a Sale?
When you come face to face with a

customer..
 Do we speak on costor feature?
Do we speak against a competition weakness or tell the customer

about our proposition?

 Do we SELL or make him feel that he is BUYING?

 Is there a standard process that we follow?

Needs Sale Proposition

Sales Process
10
K
KEEP
A
ACQUIRE
E
E N G A G E
P
P R O S P E C T

K
KEEP
A
ACQUIRE
E
E N G A G E
Initial Contact
P Mapping
P R O S P E C T
Prospect List

Prospecting
Identifying the prospective Schools
Mapping of the school without visiting the school
Mapping by visiting the school but not the top authorities
Identify the key decision maker, influencers.

Prospecting Identifying the prospective Schools
From the existing databases

From Campaign databases
From referrals
From Existing clients
From Vendor Partners
From Commission Agents
From other verticals
From Cold calls

Prospecting Mapping of the school without visiting
the school
Exact Location
Management
Individual
Trust
Board, etc..
Syllabus
No. of Students
Classes – 1 ~ ?
Name of the Principal
Name of the Vice Principal, Senior Teacher, Secretary, trustee etc..
Fees for students
Prospecting
Mapping by visiting the school but not the top
authorities
Current Facilities in IT / ICT
If there is any ICT solution who is the supplier
Is there any one approached for ICT solution , if so details

Who is the power centre of the school
Who is the H/W supplier in the school
Is there any recent fee hike ?

Prospecting Identify the key decision maker,
influencers.
Identify the Key decision maker

Chairman
Director
Secretary
Administrator
Principal / Headmaster / headmistress
Identify the second in line
ICT Head
Vice Principal
Senior Teachers etc…
Identify the influencers
Members of the Board
P T A officials
Consultants
Advisors
K
KEEP
A
ACQUIRE
Qualify
Project presentation /
Demo
E Need Identification
E N G A G E
Approach DM direct /
indirect
Initial Contact
P Mapping
P R O S P E C T
Prospect List

Engage
pproach the Decision Marker Directly / Indirectly.
Approach
Need Identification.
Total demo and Proposal submission.
Qualify.

Engage Approach the Decision Marker Directly /
Indirectly.
Identify direct or indirect is effective
This also should have been done as a part of the Mapping
Once identified take appointment through direct or indirect mode
Set up initial meeting
Prepare and visit the decision maker confidently

Engage Need Identification.
After the explanation of the product we need to identify the exact

need and based on that , we can prepare the proposal
How many classroom solution required ?

solution Model ( i / e classroom )
Interactive model – Device / Board
Finance option required ? ( No. of Years)
Demo date ( Audience ?)

Engage Total demo and Proposal
submission.
Demo
DigitALly
Interactive Board / device
Solution Proposal submission

Total solution based on the need identification
Draft Agreement submission

Engage Qualify.
Qualify the prospect as cold / warm / hot based on the inputs

received till now.

K
KEEP
Close
Negotiate
A Financial Proposal
ACQUIRE
Qualify
Demo
E
E N G A G E
Need Identification
indirect
P Initial Contact
P R O S P E C T Mapping
Prospect List

Acquire
Financial Proposal
Needs to the collected from edurite HO
Submission of the proposal with Terms and conditions.
Negotiation
Negotiation and final pricing
Final financial proposal
Closing
Outright Purchase
PO
Advance Payment
MOU and Balance Payment
Finance
PO
Advance Payment
MOU and PDC’s Manipal K-12 Education 25
Referrals / Up selling
Retention
K Service Support
KEEP
Close
A Negotiate
ACQUIRE Financial Proposal
Qualify
E Demo
E N G A G E Need Identification
indirect
P Initial Contact
P R O S P E C T
Mapping
Prospect List

Keep
Service Support
Timely and proper Implementation
completion certificate
Teachers Training.
Retention
Regular Visit
Solution usage report
Teachers re - training
Referrals / Up selling
Collect Referrals for other schools
Testimony
Up selling of the solution to other classes

FAIL TO PREPARE
PREPARE TO FAIL

Face to Face
Approach
1. Opening- Probing and Listening to understand

need
2. Seek opinion on service offered
3. Selling Benefits
4. Handling objections/ answer queries
5. Negotiation
6. Sales Commitments

Face to Face
Approach
Develop AIDA
-Gain ATTENTION to yourself and your product

-Create INTEREST on the part of the prospect to
know more about your product
-Generate DESIRE in the prospect to activate
purchase
-Motivate ACTION after conviction

Customer
Responsiveness
What do you understand ?

Why Build Customer
Relationship?
n What are the two parameters on
which a Customer chooses your
brand or service?


Importance Of Relationship
Brand/Service Satisfaction
Brand/Service Dissatisfaction
Importance Of Relationship
Vulnerable Loyal
Dissatisfied Satisfied
With With
Relationship Relationship
Beware! Hopeful
What steps you will take..
Vulnerable Loyal
4 1
With With
Beware! Hopeful
3 2
Brand/service Dissatisfaction
What steps you will take..
Vulnerable Loyal
Visit Frequently Engage
With With
Beware! Hopeful
Discover Why?
Customer Responsiveness

“ We should stop thinking in terms of
educating customers.Think more about
educating our self about our customers.
That is Customer Responsiveness”
Questioning Techniques
to understand needs
The art of asking questioning technique….

Basically two types of
questions...
n Open Questions
n
n Closed Questions
Open Qst.
n
Open Questions
n Open Questions are those which require
thought, on the part of person you are
asking question.
n Those that can not be answered with ‘yes’
or ‘no’
n The most important thing while using an
open question is “the first word out of
your mouth”
n Focus on whether the customer can
answer your question with a yes or no
response, or if he will be forced to
expand on his own answer
wwwwh
Open Questions…..

n Words that encourage a longer response:


Who
What
Where
When
Why??
How
Ø

WWWWWH
•
benefits
Open Questions - Benefits
n You can get lot of information with
few questions
n Can help open up a reserved
customer
n Open questions can get customers to
expand on information (“tell me
more”)
n Get the customer talking
exercise
Closed Questions
n Closed question does provide the
customer with the opportunity to
give a yes or no response.
n
n Customer’s prerogative to expand on

a closed question!
Words for closed ques

Closed Questions
n Words that encourage a yes or no
response:
• do
• so
• is
• are
• if
• can
• will
• would benefits
Closed Questions - Benefits
n Help you strategically to limit the
responses of a customer who has the
ability to monopolize the conversation
with meaningless information.
n
n Help you qualify customer information

n
n Ability to test and confirm information

Handling Objections
Few sales are concluded without one or more
objections being raised
There are two kinds of objections
INFORMATION MAJOR
SEEKING OBJECTION

Handling Objections
INFORMATION SEEKING
Prospect requires more facts about the product,
package and service
MAJOR OBJECTIONS
The client has a major obstacle or barrier in his or her mind
Which must be removed to have the sale closed

Handling Objections
Tackling the Logic
Fear: I fear loss if I was to deal with you
Habit: I am quite happy with what I have. Why should I

change?
Lack of Information: I need to know more

Handling Objections
Tackling the Logic – The formula
Fear: Empathy + Verbal assurance + Evidence + Benefits
Habit: Empathy +Third party loss/gain + Benefits
Lack of Information: Empathy + Benefits

Handling Objections
Special Categories of Objections
•HIDDEN OBJECTION
•
•DELAY OBJECTION
•
•PRICE OBJECTION
•
•COMPETITOR OBJECTION
Supporting

What?

A skill which demonstrates your agreement & acceptance.

When ?

Whenever the customer makes a statement/ need which

You / Your Brand can provide.

Positive about your Brand, company or you & service
you provide


Then you use supporting skills to reinforce/ support the
customers thoughts.

Eg. “I agree”, “You are right”, “Exactly”, “You have a valid
point”

What & when?-
Acknowledge
Acknowledging
What?
•A skill which demonstrates your understanding &
empathy.
When ?
•Whenever the customer makes a statement/ need which
–You / Your Brand cannot provide.
–Negative about your product ,company or you
–Positive about a competitor/ product.
•Then you use acknowledging skills not to agree upon but

to make him feel that you have understood.
Eg. “I understand”, I think I know how you feel”, “ I know
it must have been difficult”
Why?
Negotiation - Definition
n A process for reaching

agreement over
valued or scarce
resources

……In which Both Parties Have Vested Interests……

Negotiation Style
HIGH
MEDIATOR
NEGOTIATOR
BLOCKER ADVOCATE
i t al e R
pi hs noLOW
LOW HIGH
Task (Results)
The Relationship
Lose / Win Win / Win
Lose / Lose Win / Lose

pi hs noi t al e R
Task (Results)
Need To Maintain The
The Win – Win

The Smoothing Negotiation
Negotiation
Relationship
The Ducking The Pushy

Negotiation Negotiation
Need to Get What You Want

Four guidelines for making
concessions
Don’t make any
n
concessions unless
you have to
n Don’t make any
concessions unless
the other party
makes a concession
first or unless they
are needed to keep
the negotiation alive

Four guidelines for making
concessions Contd….
n When you give a

concession, get one
in return
n If you make
concessions, make
sure that the way
you make
concessions sends
the message you
Example:
really
If you are taking a “hard line” verbally, but displaying want
weakness to send
of resolve by your pattern of
concessions, the other party will perceive weakness on your part and refuse to make
concessions to you. Manipal K-12 Education 58
How to negotiate successfully
n Prepare
n Identify your lowest
limits but aim high
and expect the best
n Put yourself in the
other man’s shoes
n Plan your initial stance
Manipal K-12 Education

very carefully 59
How To Negotiate Successfully
Contd…
n Make other person to reveal
his initial stance and full
shopping list
n Never give a concession –
trade it
n Keep searching for
variables (Keeping Whole
Package in mind)
n Learn how to defend
yourself
How To Negotiate Successfully
Contd….
n Time must (appear to) be on
your side – not on his
n Don’t let it become a
personal battle
n Leave the buyer feeling that
he has done the better
deal
n Summarize clearly and
confirm quickly
n Never close the door
completely
Close
Every sale has a close
When to close
1. Look for the Hook

2. Catch the closing signals they often unspoken
3. Watch and liten for BUYING SIGNALS which could be
physical or verbal

Close
How to conclude or close
Assumptive close
Maintain the positive momentum of buying signals and use
it to close
Alternative close
Offer a choice of two alternatives (this or that)
Summary close
Summarise main points of your discussions specially the
benefits of your course
Close
Verbal Proof close

Refer to an existing client and the benefits derived
Concession close
Encourage theprospect to make a positive decision by
offering a concession

Close
Caution close
Intoduce a note of caution by explaining the disadvantages
of making a positive decision
Isolation close
If client raises last minute objection try and make sure there
is nothing else stopping him from going ahead

Post call Analysis
1. Call objective achieved or not

2. Promises made noted in diary or not
3. Knowledge of competition
4. Customer list
5. Fixing appointments for next visit
6. Recording after call
7. Use of selling time
8. Territory development

Presentation and
Communication Skills

Is “Satisfaction” Good
Enough?
How about a customer

who is
“90% Satisfied?”

Do you see a need to
Change?
n Why?
n What if we do not change?


The Elephant Story

Change
n Change Starts from YOU!
n You Can, if you THINK You can! You
Can’t, if you THINK You can’t!!
n You can make a difference…if you
Want to!!
n

Do you wish to Make a
Difference?

PRESENTATION SKILLS
A Presenter’s performance can be measured on 3

dimensions:
1.Knowledge and Experience
2.Presenters Skills – Design and delivery of Presentation Courses
3.Concern for the audience

PREPARING TO present
THE 5 W’S – QUESTIONS TO ASK
Before preparing yourself to present, you must answer 5 questions
specifically the 5 W’s!
WHY? Ask why you are Presentation at all. What are the
audiences’ objectives?
WHAT?Ask what you can put over in the available time. At what
intellectual level will you pitch your teaching? What audio
visual aids will you need?
WHO? Analyze the audience group: Age? Level? Language
abilities? Prior experience? Expectations? Mind set?
WHEN? Ask whether the timing of the course is good for you and
for them. Period of year? Weekdays/weekends?
Morning? Afternoon? Evening?
WHERE? Ask about and prepare for environment. Building? Room?
Layout? Seating Manipal
patterns? Interruptions? Noise?
K-12 Education 74
IF YOU WISH TO INFORM
•Know your audience

• Limit the technical data
• Watch the jargon
• Relate to real life situations
• Keep it light – keep it brief

COMMANDMENTS FOR PRESENTATION
• Know your delegates
• Prepare well in advance
• Schedule time for breaks
• Make it interactive
• Make it simple to understand
• Draw out a definite and time bound action plan
• Take feedbacks regularly
• Never ridicule an irrelevant query, never lose your
temper

Presentation STYLES
HIGH
Specialist Lecturer Professional

BORE PRESENTOR
KNOWLEDGE
Self Conscious Superficial

Beginner Presenter
LEARNER JOKER
LOW
SKILLS HIGH

Presentation STYLES
HIGH
Helpful Master Presentor

CONCERN for
PARTICIPANT
Insensitive Skilled Facilitator

Generalist
LOW
SKILLS and KNOWLEDGE HIGH

Presentation DELIVERY
ENTHUSIASM – YOU GOTTA BELIEVE!
•If you’re not enthusiastic about your subject, how can you expect the
audiences to be!!
•Consciously use your eyes and eyebrows to communicate enthusiasm
•Always keep a sparkle in your voice
•Fight boredom of repetitive sessions by introducing new anecdotes,
examples etc, or by changing lesson structure

USING YOUR VOICE
PROJECTION speak louder than usual; throw your voice to
back of room
ARTICULATION Don’t swallow words
MODULATION Vary tone and pitch; be dramatic, confident
PRONUNCIATION Watch tonic accents; check difficult words;
REPETITION Repeat key phrases with different vocal

emphasis
SPEED Use delivery speed to manipulate the audience;
fast delivery to excite and stimulate; slow
delivery to emphasize, dramatize and control

TIPS
• Don’t keep your eyes on your notes

• Never read anything except quotations
• If you’re not nervous there’s something wrong
• Pause often – silence is much longer for you than for
the audience
• Use humour ; a laugh is worth a thousand frowns!
• Be enthusiastic; if you’re not, why should they be?
• Don’t try and win the Nobel prize for technical accuracy
• KISS – Keep It Short and Simple!
YOU CAN’T COMMUNICATE
Research has shown that when someone gives a spoken message the
listener’s understanding and judgment of that message comes from:
7% Words - Words are only labels and listeners put their own
interpretation on speaker’s words
38% Paralinguistic – The way in which something is said (I.e. accent,

tone, inflection, etc) is very important to a listener’s understanding)
55% facial expressions – What a speaker looks like while delivering

message affects the listener’s understanding most
Research source – Albert Mehrabian


Research shows, communication is…

7%
words
55%
body language
38%
Voice

LIGHTHOUSE TECHNIQUE
Sweep the audience with your eyes, staying only 2-3 seconds on each
person – unless in dialogue
This will give each participant the impression that you are speaking to
him / her personally and ensure attention, in the same way as the
lighthouse keeps your awake by its regular sweeping flash of light. Above
all, avoid looking at one (friendly – looking) member of the audience or at
a fixed (non-threatening) point on the wall or floor.

FACILITATING DISCUSSION – ‘B’ ING
Here are 4 ways to keep a group discussion going:
• BUILDING Build on incomplete answers by adding own

comments and asking for agreement or
disagreement
• BOOSTING Support timid participants’ contributions, boost
their confidence and ask for extra comment
• BLOCKING Interrupt dominant / talkative / aggressive
participants by asking what others think
• BANTERING Establish non-threatening atmosphere by
engaging in friendly repartee with outgoing
participants

FACILITATING DISCUSSION – SOCRATIC DIRECTION
Take a tip from the Ancient Greeks.
If you wish to encourage audience participation to prove a point use

Socratic Direction
K now the answers you want
O pen questioning technique
P araphrase participants’ answers
S ummarize contributions (flip chart?)
A dd your own points

FACILITATING DISCUSSION – TEACHING TEMPO
Two factors will govern the tempo of your material coverage and
discussion periods:
1.The participants’ level of knowledge and general intelligence
• Low = slow
• High = fast
3.Your own teaching style
• Snappy / authoritarian/ directive = fast
• Relaxed, informal, facilitative = slow
How to change tempo
•Slower – Use more cases, examples, anecdotes; speak slower; ask
open questions
•Faster – Speak faster, use more directive tone; cut down discussions;
ask closed questions

AUDIO VISUAL SUPPORT
FLIP TIPS – GRAPHICS
ATTRACTIVE
• Give each flip a title
• Use bullet points
• Use at least 2 dark colours
BIG AND BOLD
• Use thick markers
• Should be legible from 10 metres!
CAPITAL KEYWORDS
• Never write sentences!

AUDIO VISUAL SUPPORT
FLIP TIPS – GRAPHICS
Standing
Every time you turn your back on the audience your voice and their
attention disappear.
Since you can’t write and face the audience at the same time. You
should
• Write (a few words/seconds)
• Turn and Talk
• Write (a few words / seconds)
• Turn and Talk

Concern and Availability
•Empathy
•Listening Skills
•Asking and answering questions
•Dealing with ‘difficult’ audiences
•Facilitating
•Adapting style / content to fit audiences’ needs

COMMUNICATION
“ A two way process with a feedback mechanism”
Ø Communication is a process rather than an activity.
Ø It needs two human beings to communicate
Ø Feedback has to be exchanged necessarily for

effective communication.

Communication Process
Sender Re
ce iv e
r
Constant feedback ensures effective communication !

Communication Process
Noise
Transmiss
Source Encoding Decoding Receiver
ion
Blac Blac
k k
Box Box
Feedback

Communication Elements
n Verbal
n
n Non Verbal
n
n Written

Why do we Communicate?
For

n Information seeking
n Information giving
n Listening
n Building rapport

FORMS OF COMMUNICATION – VERBAL
FACTORS OF SUCCESSFUL VERBAL COMMUNICATION–

C4P
Ø Clarity of Objective
Ø Clarity of speech
Ø Concise
Ø Courtesy
Ø Precise

CLARITY OF SPEECH
Ø The right diction, pronounciation and accent.

Particularly in regional markets to pronounce correctly
is very critical.
Ø The correct rate of speech should be approximately

14 words per minute.
Ø Do not chew words, open your mouth properly to

pronounce.

CONCISE
Ø Speak what you know….. More importantly know

what you speak. Nobody has time to listen to stories.
Ø Organize your thoughts and come to the point

quickly.
Ø After arriving at the point substantiate.
Ø Summarize and test understanding

COURTESY
Ø Remember to be patient and courteous at all stages.
Ø Ensure the right tone of the voice and gestures.

PRECISE
Ø Mean what you say and say what you mean.
Ø Do not ….. “I mean……” , “Actually what I want to
say…..”, “You know what I mean is ……….” etc
Ø Do not confuse and therefore get confused in issues.

CLARITY OF OBJECTIVE
Ø Know the purpose of the call and prepare
accordingly.
Ø Be clear about what, how, who in your
communication i.e. What to achieve, How to say and
Whom it is to be said to?
Ø Be focused and retain attention. Remember,
attention span is highest in the initial 30 seconds after
which it drops.

FORMS OF COMMUNICATIONS – NON VERBAL
There are 3 types of Non Verbal Communication
Ø Kinesics
Ø Proxemics
Ø Paralanguage

KINESICS
The science of analyzing body language is called kinesics.
It involves analyzing:
Ø Facial Expressions
Ø Modulations
Ø Rate of Speech
Ø Tone of Voice

TYPES OF BODY LANGUAGE
POSTURES AND GESTURES – How do you use hand gestures?
Sitting position? Stance?
EYE CONTACT – How’s your ‘Lighthouse’?
ORIENTATION – How do you position yourself in class?
PROXIMITY – How close do you sit / stand to participants
LOOKS / APPEARANCE – Are looks / appearance / dress important?
EXPRESSIONS OF EMOTION – Are you using facial expressions to
express emotion?

FACIAL EXPRESSIONS
Ø Have adequate Eye expressions.
Ø Use your face judiciously.
Ø Support your verbal communication with appropriate
facial expressions.

MODULATIONS AND RATE OF SPEECH
Ø Modulate your voice.
Ø Maintain proper tone.
Ø Ensure along with the correct rate of speech, the
appropriate voice modulations take place.

Voice
I didn’t say he stole that money

PROXEMICS
The science of analyzing body language is called
proxemics.
Ø Use right gestures
Ø Use the right postures
Ø Use the correct hand movements to support your

communications.

Mastering the Handshake

The Two-Handed Shake

The Finger Squeeze

The Bone Crusher

The Pull-In

The Palm Pinch

The Limp Fish

The Topper

The Proper Handshake
n Don’t shy away
from giving
handshake.
n Firm, but not bone-
crushing
n Lasts about 3
seconds
n May be "pumped"
once or twice
from the elbow

The Proper Handshake
n Is released after
the shake, even if
the introduction
continues
n Includes good eye
contact with the
other person
n Avoid giving
handshake with a
wet hand
PARALANGUAGE
The science of analyzing body bubble is called
paralanguage.
Ø Maintain favourable distance while shaking hands.
Ø Do not enter “I zones”.
Ø Use paralanguage to advantage. This will
help majorly in regional areas for e.g. In Muslim
areas hugging instead of shaking hands.

COMMUNICATION - LISTENING
Ø Listen 100%
Ø Do not have barriers
Ø Clarify and feedback

COMMUNICATION - LISTENING
Do Not Have Barriers
Barriers to listening
Ø Noise
Ø Fatigue
Ø Semantics
Ø Language
Ø Pre conceived Notion

Communicate Confidently-
SMILE
n SPEAK UP- Do not mumble or whisper
n
n MIND- Mind what you are saying.


Avoid controversial statements
n
n INTEREST- Show interest in what the other


person is telling you.
n
n LISTEN - Listen to the other person carefully.

n
n EYE CONTACT - Maintain eye-contact.

Barriers to Communication
n

Barriers to Communication
n Perception
n Distance
n Jargon
n Physical distractions
n Poor choice of
communication
channels
n Bias
n Semantic
n Cultural Difference
n Manipal K-12 Education 124
n
RESULTS TO BARRIERS TO EFFECTIVE COMMUNICATION
Ø Shallow Relationships
Ø Stress
Ø Fatigue
Ø Poor Networking
Ø Loss of Credibility
Ø ACTIVITY not ACCOMPLISHMENT

Body Language
n Do’s 
Don’ts
n Make frequent eye n Slouch

contact n Cross you arms
n Smile
n Nod frequently
n Tap your feet
n Smile n Bite your lips or
n Take notes nails
n Smile 
n Keep your hands

out of your pocket
n
Posture
n
n Sit back in the chair, spine straight,

back supported by the chair-back.

n Men need to remember not to slide

down the chair and spread their
legs or continuously shake their
knees.
n
n Stand tall, head high ,shoulder down

and back, midriff pulled- in.
Blind Man’s bluff
n

Learnings – Blind Man’s Bluff
n 2 Way Communication
n Clarification
n Body Language
(expressions, gestures)
n Eye to Eye Contact
n Perceptions
n
Written Communication
n Ability to communicate clearly in
writing is one of the most important
skills.
n We all know, that much that is written,
is only skimmed and sometimes not
read at all.
n We want to arouse and hold the
interest of the reader

Written Communication

ABC Of Written Communication:

n A: Accuracy

n B: Brevity

n C: Clarity
n

Format your Message

K - Keep

I - It

S - Short and

S - Simple

Presentation & Communication

n Tell them what you are going to tell them


n Tell them

n Tell them what you told them

n

Thank You!!
All The
Best!!

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Welcome

Performance Enhancement Program

Manipal K-12 Education 1

Manipal K-12 Education 2

Manipal K-12 Education 3

n What are the key skills required to

n What are the powers you possess

Manipal K-12 Education 4

Manipal K-12 Education 5

Manipal K-12 Education 6

Manipal K-12 Education 7

about our proposition?

 Is there a standard process that we follow?

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Identifying the prospective Schools

Mapping of the school without visiting the school

Mapping by visiting the school but not the top authorities

Identify the key decision maker, influencers.

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From the existing databases

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Is there any one approached for ICT solution , if so details

Is there any recent fee hike ?

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Identify the Key decision maker

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Total demo and Proposal submission.

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Identify direct or indirect is effective

This also should have been done as a part of the Mapping

Once identified take appointment through direct or indirect mode

Set up initial meeting

Prepare and visit the decision maker confidently

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After the explanation of the product we need to identify the exact

How many classroom solution required ?

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Solution Proposal submission

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Qualify the prospect as cold / warm / hot based on the inputs

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1. Opening- Probing and Listening to understand

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-Gain ATTENTION to yourself and your product

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What do you understand ?

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The art of asking questioning technique….

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n Words that encourage a longer response:

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n Customer’s prerogative to expand on

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