Sunstone PGPM ProgramSales Plan

Steps to be followed

Prospecting Pre approach ApproachPresentation

& Demonstrati

on

Handling ObjectionsClosingFollow-up

ProspectingGolden Rule: 80% of the revenue comes from 20% of the customer base, so filtering it at this stage will lead to savings in terms of money and time

Finding the Customer

• Going through LinkedIn profiles• Targeting people who have not done their MBA• People who are in the executive level even after more than 6

years of experience• People who recently got promoted as managers• Those who are stuck in their present job from more than 3

years because of lack of managerial skills• Sending e-mails to the people who seem to be interested in

doing a PGPM• Carrying out campaigns

Being Found

•Advertisement on LinkedIn, Facebook, and other Social Media Networks•Search optimization techniques such as relevant page titles, search engine friendly URLs, Google reviews, which help in getting noticed by prospects searching for a management program•Advertisement in print media especially business magazines , and in news papers like Economic Times, Business Line which is mostly read by prospects•Carrying out campaigns, writing good articles on blogs and conducting competitions to get noticed•This strategy is more effective as the person who finds you and gets in touch with you can be easily converted as a student

Pre-approachCollecting all the background information

Study about the course offerings in order to be able to explain the prospect how it matches his specific requirements

Approach

Ask questions to properly understand his need

Understand the need by effective listening

Present how the course can practically help him

Let him know comparative advantages of the course like case study based approach, practical learning, importance of networking

Presentation and DemonstrationI will explain how the course will benefit them rather than concentrating on product features

Summarize the course details and specialization topic

Use their background and other details collected and make presentation directed towards that

Arrange for direct or online meeting with course faculty and allow the person to access one model class without any charges

Handling ObjectionsObjection means customer has interest in the product

First of all I will think about all the objections I might receive from prospects and get ready to answer them

If it is regarding the comparison with other courses, I will explain benefits of networking over lifetime and problem based learning which is adopted at Stanford and other colleges as differentiating factors

If it is regarding fees, I will say its very competitive compared to other similar courses and as such return on investment will be higher

If the query is regarding how recent are the business problems solved, I will say they will be real life business problems from the technology industry

If the prospect asks about placement, I will say the network created will be useful over the lifetime and not only for a short span of time like 1 year after the course duration or so. To give some statistics, compensation after a year of the program is

2.5X compared to industry average for all students 6X compared to industry average for top 20% of the students

Closing

Once the prospect shows much interest in the course, then I will ask will you pay by cash or card?

Once the prospect has gone through the videos and taken model classes, immediately I will follow up and ask for a payment mode

Assist the prospect in making payment by providing bank details and guide throughout the payment process

Help the student in introducing him to the website and the course schedule, structure and all

Follow-up

I will send a thank you note

Call up to confirm whether he/she is able to access the website with login details

Ask to give a good review of the course in social media and company’s website

Ask for referrals