Direct Sales Calling Pitch

Introduction

This is Rajat calling from of “EXTRAMARKS EDUCATION” Noida head office. I am a

mentor / senior counsellor here,
Based on the lead score, engage with them. If the lead score is low then tell them about
Extramarks; if the lead score
is high , directly tell them about the videos that have been watched.
Tell them that million of students are already benefiting
Ask them, how they came to know about our app

There was a registration by this number on our application and the videos of the following topics
have been watched. May I ask that who have downloaded this app.
If parent has downloaded-Jump to the next section i.e rapport building.
If child has downloaded and you are talking to the parent ​- Ask them whether they are aware
about it. Discuss about the videos and ask for their feedback. If they have not watched the
video, tell them the videos their kid has watched. This can be also used for confirming the
class of the kid.
Downloaded by child and talking to child ​- Discuss about the videos they have watched and
directly tell them that they have been shortlisted for a scholarship and you need to talk to their
parents to discuss the same. Aim to have a conversation with father. If the call has been
transferred to mother,do a little rapport building and ask for father’s contact number

Rapport Building
This need to be done with parent only
Following points need to be discussed in the rapport building stage-: (BDE shall Make Notes)
● Ask about the performance of their child.
● Board in which the child is studying
● Previous class marks
● Interest Areas-Hobbies/extracurricular activities
● External Help(Tuitions/coaching)
If yes- Ask about the source. Which subjects they are taking the coaching. Coaching or
private tuitions.Impact of external help on academic performance .
IF no - Ask “Which member of the household take cares of the academics”.Discuss
about the problems faced , learning patterns,future scope of improvements.
● Duration for self study.
● Future ambitions and competitive exams appeared in till date depending on the class we
are talking about,

Creating the need

● In most of the cases the duration of self study will be less.
● Discuss the importance of self study . Academic performance depends on 50 % on
teachers and 50% on self study. “For the first 50% we go to school, take tuitions but
what are we doing for the next 50%”
● Discuss the importance of conceptual learning. Discuss how students are only preparing
for exams.Blackboard teaching sometimes doesn't have the resources to impart proper
visualization techniques and hence have to rely on child’s imagination to understand the
concepts.
● As this being the foundation stage( Based on the class), the learning methodologies
he/she adopts is quite essential for his future academic performance and will be difficult
to change as he grows up. (Sub categorisation needed and not generalisation again
depending upon the class).This need to be class specific-:

a)​ 4 and 5th class​- Mention the importance of proper understanding of concepts as this
will determine whether they will be interested in that particular subject in the coming
years.It has been seen often that a child loses interest in a particular subject only
because he has not understood the previous concepts well enough.
b) ​6th to 8th class-​Focus on the need of conceptual learning and how the small concepts of
these classes will translate into chapters in higher classes (Use Force<Pressure
<Newton Laws of motion <Kinematics
c) ​9th and 10th Class​-In addition to point b), also mention the significance of the Board
exams.
d) ​11th and 12th Class​-Talk about the importance of conceptual clarity in order to excel in
competitive exams. Also mention the need of self study to build these concepts.
Introducing the counselling session-​Never use the word “Home Demo”
● Now as he had downloaded our app and based on his activity on the app he is among
the few students who have been shortlisted for a one to one counseling session with our
mentors
● What ?
One of our mentors will be visiting your home for a one to one interaction with your kid.

Counselling session will consist of three parts basically-:

1.Counsellor will be analysing his learning pattern:for this he will also be taking a short
aptitude test for understanding his approach.based on his performance new learning
methodologies will be suggested and innovative ways to make learning fun will be
Discussed.

2.Discussion about his school performance, week area's, future ambitions. Awareness
about the olympiads which he is eligible for will also be imparted.
Future career prospects will also be discussed based on his interests and ambitions.

3.How to use “Extramarks The Learning App“ effectively. Based on the test taken at the end of
the session the counsellor will be suggesting a study pattern and the courses that will be
beneficial for the child .If you think that any of the courses will be beneficial for your child
you can get him/her enrolled in our classes.For that there will be a standard fee structure
we follow for the curriculums undertaken by us which would be chargeable. It is not a
compulsion though that you enroll your child in our classes.

This will overall be a 45 mins-1 hour session to discuss the intricacies as discussed above.
Also this time you are spending for this counselling session is of great value as never during a
performance review of your child during parent teacher meetings do you get to interact with the teacher
for more than 10 mins in entire 6 months.
This session will also make you aware of your child’s learning curve and measures to be taken
to enhance his/her academic performance.

Closure
● Tell them the counsellors who will be visiting them have interacted with thousands of
students. Feedback of parents is very important and therefore both the parents shall be
present for this
● Create urgency by telling them about the exclusivity of session , one to one and is being
held only in few cities.
● We are having it only for today and tomorrow . I tried calling you yesterday but your
number was not reachable, so we have only tomorrow's slot available.
Details to be taken :-

1. Kindly provide me with an alternate phone number

2. Which school is the Student going to .
3.Board
4. Your house address.(Full postal address starting from the House no. Or Door No.)
5. Landmark(preferably a school or a hospital or a well- known place)
6. Pincode
7.Time Slots
8.Proper detailed comments regarding the talk you have had with the parent to help out the
counsellor with faster rapport building and mentioning out the concerned person spoken to
avoid confusion as generally 1 parent would have been spoken to in most calls to fix the
appointment.
Once all this is done,ask for address . Keep the following points in mind
● Address should not have ambiguity, tell that counsellors will be coming through cabs and
hence the address should be recognizable
● Ask for time slots, don’t give all the options.
● Take alternate phone number :ensure that the person of whom the alternate number is
being provided, he /she is aware of the counselling session.
● Tell them to have the phone handy before 2-3 hours of counselling sessions as the
counsellor will be calling them before the session to confirm the address

Thank You Sir Ma’am Have a great day Looking forward to having this counselling
Session as per the scheduled date and time.

General Objections
● ​My kid doesn’t need any counselling session. He is scoring exceedingly well in
School and is brilliant:
Sir/ma’am I am glad to know this. But this counselling session is not about how well is he
scoring in schools but the way he learns. Lakhs of student appear for different
competitive examinations. No matter what stream is being chosen,he/she will have to
face cut throat competition in the coming years. So it’s necessary we start his
preparation at an early stage. The idea is not to pressurize him into learning concepts of
higher classes but to improve his learning methodologies and visualization techniques
which will come in handy in higher classes no matter which stream he chooses.The ease
of doing this adjustment will be difficult as he moves to higher classes.

● ​Both are working professionals and ask for the counselling session for the
weekend:

Tell them that in this campaign their ward’s name is for tomorrow and you cannot
guarantee slots on weekends as most of them are already pre-booked well in advance.
Tell them about the time slot 8-10 for working professionals. If still they are adamant for
weekend session, tell them you will try your best because you don't want their child to
miss out on this golden opportunity ​ººTake a pause for 30 secs saying you are
Checking slot availability and then pitch in the slot which is most vacant ​(This
will help establish a connect and will easily fetch you a booking for the weekend )

● ​No no this is just a marketing facade,You guys are coming to sell something
What are your gaining out of it

Ma’am /Sir -I m really sorry you feel this way ,The idea is to make students fall in love with learning and
make them understand the importance of learning for life rather than exams. We aim to customize
our app to the greatest extent possible which will not be possible without student’s
feedback. So yeah that’s our gain.
Moreover ma’am we are providing you this counselling session free of cost because he
is among the :-
a)If app usage is more:Top students in <city> based on the application usage and
videos/tests taken otherwise we wouldn’t have called you.
b)If app usage is less:To put forward greater utility of this pattern of studies as previously
mentioned to you(Stick to only study oriented pushing and nothing else)and to provide and
make you equally aware of the same kind of benefit which other students are also taking.

Definitely , we will be telling you about our courses but no one is going to force you to take it.:P
● Father is very busy ¨cannot be present during the session
Ma’am I do understand that sir is very busy , but tell me something ma’am,don’t you
think that whatever he is doing is for your son’s bright future. I’ m 100 percent sure that
he will be able to find time when it comes to the betterment of your child. If you want you
can give me his number, I will talk to him

● ​Going out of station

Tell them in that case you will transfer this counselling session to someone else. This
may make them think to reschedule their plans.

●​ Security Issue Generally single mothers have them

Ma’am .I know that as you stay in <<City name>>you will have your apprehensions.The
counsellor will be carrying an ID card .You have downloaded the app of Extramarks , you got a
call from Extramarks , counsellor who will be visiting will be from Extramarks . I think these threeproofs
are enough for you to trust us .
● ​What is the qualification of your counsellors
Our counsellors have been trained by our senior most teachers and have gone through
a training program.
They are all dynamic Btech/ MBA graduates who know about the education field in and
out.
If nothing works and they are still adamant of not taking the counselling session then tell them _:
Sir / Ma’am, only three things can happen if you go for this counselling session-:
● You will like it , it well help you understand your child’s academic pattern and you will
thank me for arranging it.May be you will enroll in one of our courses.
● You will think it as a waste of time and it will not be helpful for your kid
● But the third thing which I don’t want you to do is to succumb to your apprehensions and
miss out on this golden opportunity which you may regret later.There are many parents
in <<City name>>i only who have paid for this. Ma’am/sir, once you have attended our
session , the only regret you will be having is why didn’t you take it earlier.