This document outlines Bayu Kurniawan's sales presentation for new sales consultants at Wall Street English. It details the 7 steps of the selling cycle: 1) introduction, 2) need analysis, 3) product presentation, 4) tour, 5) referrals, 6) objection handling, and 7) price and closing. For each step, it provides guidance on questions to ask prospects to gather information and understand their needs, presents the blended learning method and classroom components, and emphasizes treating objections and gaining referrals. The goal is to make the sales process easier to explain and help consultants appear like professional education consultants.

1. Bayu’s Presentation for Sales Consultant at Wall Street EnglishBayu’s Presentation for Sales Consultant at Wall Street English
New Consultant Excellence
Selling Cycle
Feb 2016
Bayu Kurniawan
Sales Trainer

2. Bayu’s Presentation for Sales Consultant at Wall Street English20/20
WSE Sales Method
WHAT IS SELLING CYCLE?

3. Bayu’s Presentation for Sales Consultant at Wall Street English
WHAT IS SELLING CYCLE?
Presentation Flow that makes you easier to
explain about Wall Street English, and you
can make your Prospect trust to you
You looks like a Profesional Education
Consultant
Education Consultants
WHAT
WHY
WHO

4. Bayu’s Presentation for Sales Consultant at Wall Street English
 TREATING OBJECTION6
 PRICE PRESENTATION / CLOSING5
 TOUR
4
 PRODUCT PRESENTATION
3
 INTRODUCTION
1
Selling Cycle
SELF GENERATE
LEADS
COMPANY
LEADS
-
2  NEED ANALYSIS
 REFERALLS7

5. Bayu’s Presentation for Sales Consultant at Wall Street English
 TREATING OBJECTION6 6
5 PRICE PRESENTATION / CLOSING5
 TOUR
4
4
 PRODUCT PRESENTATION 3
 NEED ANALYSIS
2
2
 INTRODUCTION
1
1
Selling Cycle
-
3
 REFERALLS7 7

6. Bayu’s Presentation for Sales Consultant at Wall Street English
Let’s do It

7. Bayu’s Presentation for Sales Consultant at Wall Street English
Intro Questions
Introduction1
Asking Question that makes you get a lot of information about your prospect
 Prospect’s Occupation (follow up questions)
 Prospect Living (follow up questions)
 Available Time for learn (follow up questions)

8. Bayu’s Presentation for Sales Consultant at Wall Street English
Need Analysis2
Need
Analysis
PHASES
 Open Questions
 Show Interest
 Active Listening
 Follow-up Questions
 80/20
 Positive Confirmations
 Create Curiosity
 20-30 Questions
 Understand your Client
 Build trust
 Gather information
 Breaking the Ice
 Past
 Present
 Future
 General Conversation
 Hot Button
 Framing
AIM
HOW

9. Bayu’s Presentation for Sales Consultant at Wall Street English
• Asking Question that makes
you get a lot of information
about your prospect
• Asking question about
prospect’s experienced
learning English
• Asking Question about
prospect’s ability in
English at the moment
• Asking Question about
prospect’s goal with their
english in the future
• Asking Question about
prospect’s Hot Button
- Pain with their English
- Why prospect here today
1. ICE
BREAKING
2. PAST 3. PRESENT 4. FUTURE
5. HOT
BUTTON
Need Analysis Questions Strategy2
1
2
3
4
5

10. Bayu’s Presentation for Sales Consultant at Wall Street English
Product Presentation
3
Blended Learning Method
Through our new way of learning English
language, which mimics the learning patterns
of a native language acquisition, you will learn
English in a natural and comfortable way.
3

11. Bayu’s Presentation for Sales Consultant at Wall Street English
Product Presentation
-
3
Classes (Speaking Center)
Speaking Center Goals
1. Listening
2. Repeating
3. Comparing
4. Exercise
3

12. Bayu’s Presentation for Sales Consultant at Wall Street English
Center Touring
Touring4

13. Bayu’s Presentation for Sales Consultant at Wall Street English
Referral5
-
3
Personal Course Plan

14. Bayu’s Presentation for Sales Consultant at Wall Street English
3 End Of Document