Conduction Pitch Flow

Aakash BYJU’S
 Conduction Flow

1. Rapport Building
2. Goal Setting
The Examination (JEE / NEET) Dates, Format, Number of people appearing etc.
Colleges being targeted. Cut offs, Ranks, Scores
3. Schedule of preparation
Timelines (When will 11th course finish, when will 12th course finish etc)
How many questions are easy medium tough etc
How many tests will be taken during prep. Question banks covered.
Need for the preparation rigor
Importance of good faculty.
Justify with legacy (How many selections from Aakash have happened)
Note: By the end of this, student should realise that clearing the exam and achieving the goal is a function of how good you have been prepared.
Home study or sub par coaching will not yield the desired result and thus high quality coaching from Aakash is necessary.
4. Closing
Retouch the goal. Remind the dream and its perks
Question the commitment of the student in front of the parent (You should appear on the parent's side)
Ask Scholarship questions
Give intermittent pricing
Let parent ask for additional discount. Add Additional Byju's discount.
Generate Quotation and Close
 Flow of JEE/NEET Counselling session:

A. Introduction:

● Sit on the DS conduction / VC conduction and find a position from where the father,mother can get equal attention. Start
the discussion on random topics and try to make them comfortable. Do not directly discuss about studies. Any parent is
uncomfortable in the first 15 min so make them comfortable and work on the rapport

● Take session only in presence of both the parents and the student, do not take the session with only mother
● Understand their expectations from the session by asking what are you expecting or what has been informed to you.
This is a very Important point so that you understand what are they expecting from the session, you can also
understand what do they know about Aakash Byju’s.
● Brief them that the session is divided into 3 parts: (This is the most important segment of
Introduction as the tone of the VC for JEE/NEET counselling will be set)
● Analysis and Career counselling
● Solution to the problems (Course pitching)
● Scholarship discussion/Enrollment (inform them that there will be a financial decision at the end
of the session for the scholarship allotment so are you the one who takes all the decision for the
child career?)
Flow of JEE/NEET Counselling session:

B. Rapport Building (Rapport building can be done through probing):

● When was the last time you all sat together to discuss on your child’s academics?

● What is the difference that you have observed in your kid when we talk about approach towards learning and understanding
of concepts in pandemic and before pandemic ?

● Are you satisfied with the way the child is currently preparing for JEE/NEET exam ?

● Has your child appeared for any Olympiad /All India mock test?

● How much time do you feel He/She is dedicating for self study?
 C. Need generation for JEE/NEET Exam:

1. Start with the introduction of the child ask and about his dreams // Mandatory to understand the aspiration of the child
2. The counselling will be for 1.5 hrs. Try to make the parents realise that there is a need by asking good JEE/NEET
Illustration. After every qs involve the parents in the discussion and try to make them realise about the problems the
child is preparing for the preparation of JEE/NEET exam.
3. Write down all the problems and ask the father about the solution they have to address the issues. Following are
some common problems and do not proceed before you counter all the probable solution:
4. Student is weak in basics
5. The student are not able to retain the understanding of a particular topic, so they tend to forget it after sometime
and it becomes an infinite loop.
6. Students usually byheart the concepts but the fundamentals are not clear
7. Student starts a new topic without understanding the previous topic
8. Student did not spend enough time in applying theory to problem solving (poor application to numerical
solving)
9. The student needs a balanced approach and right guidance for the preparation of JEE/NEET where our other students are at
pace.
10. School and Tutions are not sufficient for JEE/NEET level question/Preparation
11. i) The student is not into regular practice,clearing JEE/NEET is all about regular practice (Is the child
into regular practice?)
12. j) A local coaching/Tution do not have the best teacher who can ensure quality education
 Need generation

Discussion on Problems of Career Counselling Dream selling/Discussion on

the student Child’s aspiration
● Make the parents understand that
1. Importance of a good college:
● Low retention ● how these two years are career
● Lack of practice deciding Years
● How a good college brings job security
● Jumped to next topic ● Even the tuition fees of IIT Bombay is
● How a good college brings financial stability
without completing 2.5 L per annum so will the parents say
● Discussion on how a college is student’s Identity card
last one a no while depositing the fees of IIT
(Brand)
● Lack of standard resource Bombay
and Good quality
Teacher ● Explain the ROI of the Investment
2. Exam analysis:
● Students are not able to apply the parent if kid goes to national
theory to Problem solving level engineering/medical
● Pattern of the exam should discussed
● Student is weak in basics college.
● JEE \ NEET challenges and steps to tackle
D. Mapping of the Solution to the Problems (Product mapping)

● Switch from need generation to Product with a story about how Live/Classroom learning is
important for JEE/NEET preparation

● Show the Engineering/Medical Product deck to explain all the key features of the product

● It is very Important to discuss about Aakash BYJU’S Live /CRP and its USPs.

● Discussion to be done on how expert teachers can change the game when it comes to IIT
JEE/Medical/Board preparation

● Discussion to be done on how a faculty (5 step process) is selected at Aakash.

● Discussion on the plan of the next one/two years and how Aakash will take care of the entire
preparation: Retention of concepts, Time management, Personalised attention, Self analysis
E. Closing (Demo closing)

Pointers to be used for on spot payment and the logic behind why now (Insession and Outside session)

Insession Enrollment Outside session Enrollment

1. Special batch for the student.

1. Scholarship is not offered if the parent joins
late or doesn’t join the meeting
2. Top faculties of the institute..
2. Scholarship is not offered if the student is not
3. EMI 12 months (Only for Insession enrollment). eligible for scholarship

4. Scholarship can only be offered on a
physical home counselling session.
5. AIATS, Rank booster is non chargeable for
Insession enrollment.
3. Scholarship is not offered in case the parents
couldn’t take a decision in a recorded session and
can purchase a generalised course online
● There are two programs Generalised Program (without scholarship) and Personalised scholarship program (with scholarship)

● We create specific batches with utmost strength of 75 students. The upcoming batch will start soon and there are limited seats

● EMI option is given only for a limited time for a particular region. Make them feel you are doing a favour by giving EMI option
Objection Handling and the counters that you have to Pre counter while product
pitching:
● If the kid is already enrolled in a local coaching.

● Rohan’s School is already teaching him through videos during these times and there are online assessments done by the
school/coaching too, why do I need an additional program with an added expense?

● In the current situation we have other personal priorities for the family, we don't want to think about it right now!

● My child is not even getting good marks in school exams? Why should I give him material for a competitive exam

● For 11-12th they find it difficult to study on their own

● What has been the success rate of Aakash classes in the past?

● Right now you are conducting live online classes , there are a lot of issues with the internet/network in our area.

● I need previous year results like other coaching centers provide on banners or newspaper ads

● With the current unpredictability, let the school’s reopen and then we will think of it.

● How can my child clear doubts during online classes?

● We have financial issues we cannot invest/spend this much.

● What if you are doing a fraud? How can I believe you are from Aakash Byjus.

● Why payment in only one year? What if you stop the service in the next year.

● How will my ward manage his school and coaching together.

Have a happy onspot sale
Good luck!