Value Proposition

Science of Sales™

by

Echelon Minds

Did You Know?

Key elements to successful selling is to Understand and

implement the basic

“building blocks” of winning

Customers through a series

of process

Create value by solving

problems, pains,

challenges or serve

an aspiration

Asks high value,

probing questions (listens 65% of

the time and talks only 35%

of the time)

Approximately 80%

of all sales occur

between the

second and fifth

call

Did You Know? cont’d…

Approximately 80% of sales are lost because the salesperson failed to establish an element of trust and credibility with the prospect

Approximately 65% of all sales calls in any industry are made on the wrong person

Successful sales presentations contain approximately 50% more sales objections than non-successful presentations

Professional salespeople sell value, not low price. A study concluded that in business to business sales, only 14% of all buyers considered the

lowest price to be the primary reason for making a purchase

In over 50% of the sales presentations made in any industry, the salesperson does not use a planned approach, but rather “shoots from

the hip

Sentiments from the Ground

Sales person are

Very pushy

No integri

ty

Over promis

e, under deliver

Push products without

understanding customer pains,

challenges, needs or aspirations

Sales Talent Shortage

SME bosses find it hard to hire sales talent

Sales talent are needed by all businesses

Sales Professionals prefer MNCs over SMEs

8% of graduates joined the sales industry

Universities don’t teach sales

Source: Harvard Business Review

Challenges of a Sales Person

Customers are

• Demanding & less loyal• Demands added value• Buying decisions are moving

higher

Organizations

lacks

• Sales process & methodology• Metrics for KPI measurement

Brand Story

Hard to find sales talent

Was mentoring start-upsRealised they don’t know how to sellStarted sales mentoring to share sales knowledge (9-Step Sales Process)Astounding results by Participants that led to the commercialization of Science of Sales™

Vision Statement

Create Business Prosperity through Sales Integrity

Alliance Partners

Institute of Business Mastery8 BusinessiAxilSIMSMU6 XCHANGECommGate

What We Do

Structured

Corporate

Sales Trainin

g

2.5 day of learning +

gamesSales Mentoring + Behavi

oral Coachi

ng

Processes + Self-

discovery

Methodologies

Accelerated

Learning Methods

Games, Debrief, Content, Knowledge-

sharing, Role-Play and Exercises

Mentoring

People, Process, System = Results

Coaching

Ontological: Emotions, Language,

Body Behaviour

Outcome of the Training

Implement a sales system to align Selling Process to Customer’s Buying Process

Create organizational sales consistency

Make sales professional fully responsible for their outcome

Provides a structured guidance from lead generation to sales closure

Guide sales personnel to capture up-to-date & accurate data for forecast & reporting

Training Deliverable

Key Deliverable

• Identify market segment and how to reach them• Define ideal Customers, Where and How to Prospect them • Understand the intention and purpose of qualifying a Prospect• Prepare specific list of Questions to qualify a Prospect • Identify Organizational Value Proposition which includes Unique Buying

Advantages, Results, Benefits, Case Studies, Success Stories, Customers, Partners, Technological Advantages, etc.

• Create a structured system to conduct user requirements and define those requirements clearly with specifications

Thank You!

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With Us???