Training Manual

This manual will take you to the journey of understanding mouchak’s clients, their painpoints, how to
address different common scenarios/objections and how to close a sale

Types of Clients

Attribute Very Popular Teacher Medium Popular Less Popular/New Teacher

Teacher

Class size 500+ 100-500 Less than 100

Popularity Very High Medium Low

Batch size Have multiple batches with Have 2 or 3 rooms Usually does everything in one
an entire building to room
facilitate

Assistant Usually have 5-10 Usually have 1-2 assistant Usually doesn’t have any
Teacher assistant teachers teacher assistant

Waiting List Usually a lot Very few Not at all

of Students

Goals 1. Teach as many students 1. Get more students 1. Get the most word of mouth
as possible 2. Increase the popularity and brand popularity
2. Hold the brand of brand 2. Get most students
Reputation 3. Earn more
3. Create more branches
4. Earn more money
5. Save time for himself
and his family

Challenges 1. Cannot teach all 1. Cannot get more 1. Barely students know about
students who comes students due to him
2. Slightest mistake can competition, location and 2. Barely getting students
cause lose brand image other factors
3. No point of creating 2. Hard to increase
branches cause he cannot popularity because of
teach those students in already most popular
every places teachers
4. Limited students equals
limited money
5. He barely gets time for
himself

Value More money More money Business Growth

Save Time Business Growth More Students
Business Growth Brand Value growth More Money
Brand Value growth Digital Presence
Digital Presence

Painpoints 1. Area Limitation 1. Area Limitation 1. Area Limitation

2. Classroom Size 2. Classroom Limitation 2. No word of mouth
Limitation 3. Competitive pressure 3. No branding
3. Huge waiting list 4. Need of more students 4. HugeCompetitive pressure
 4. Assistant teachers are 5. Need of huge number of
not as efficient as him students
5. Students do not like to
do classes of assistant
teachers
6. No Personal
TIme/Family time

Factors
There are few factors by which you will be able to know how to pitch each clients. These are
1. Student size: Very basic one. You will know which group they belong to
2. Govt’ Listed Teachers: They have limitation to take public courses online
3. Tech Savvy: There are teachers who already know about online classroom solution. In pandemic,
many teachers have taken classes online using Zoom, Google Classroom and even LMS platforms
like Teachmint and classplus
4. Location: It is a prime factor. Many location is really valuable. For example, places like Dhanmondi
has many schools thus many students. Here popular teachers have huge waiting list of students.
Also, the competition pressure works on medium popular teachers and low popular/new teachers.
5. Assistant Teachers: In popular teacher-based coaching centers, many assistant teachers take
classes. Students do not like that. They want to attend classes of the popular teacher only
6. Certain Class range: Our Primary target will be teachers of SSC, HSC, O/A levels, University
Admission, Job Exams, International Admission etc. However Class 6-8 can be in consideration too.

Questions need to be asked to categorize teachers

1. Have you take classes online, especially during the pandemic time?
2. In what institution, are you teaching right now?
3. Where is your teaching location?

Objections
There will be few objections you will be facing commonly when you will be closing a deal. Here is a list of
the objections. You need to come up with unique solutions to address these objections differently.

1. I don’t need online classes right now. My students can come to my coaching physically.
2. My students do not have smartphones
3. You are too expensive
4. I am not interested right now
5. I will think of it
6. I will buy it later
7. I will get back to you later
8. I don’t like online platforms. I prefer the traditional way of teaching
9. My clients (students and parents) do not like the idea of taking online classes
10. I am a enlisted teacher. I cannot offer public courses.
How to Close a Sale

Dan Lok
https://www.youtube.com/watch?v=EgCoRZNK0sc (5 reasons why people don’t want to buy. Keep these in
mind when you are doing a sales pitch)
https://www.youtube.com/watch?v=ejrHbB3_-zM How to reply when clients say “I will think about it”, or
“May be later”
https://www.youtube.com/watch?v=Cmd5NvjoVnU&t=434s Don’t be a salesperson, be a closer. What not to
do when you are making a sales call
https://www.youtube.com/watch?v=d0mwebxFxBc What do you say when clients say “I am not interested”
https://www.youtube.com/watch?v=4JPD-HoMOFw When clients say “I will get back to you later” how to do
you reply given here
https://www.youtube.com/watch?v=7PVNFhV5TeE 5 signals that shows your clients want to buy your
product.
https://www.youtube.com/watch?v=yVZEzyAE04Y What to do when clients say “Send me more
information”
https://www.youtube.com/watch?v=Qz7IYO2zFB4 What do you say when your clients say “You are too
expensive”
https://www.youtube.com/watch?v=Qz7IYO2zFB4 3 most important skills you need to achieve to be a
better closer. Understand, Connect and Care. Uncover their challenges and pain points. Handle their
objections. Don’t handle, preempt their objections. Know what objections they might come up with and
address them at the start.
https://www.youtube.com/watch?v=G6Z466LcyoA Sales Pitch Roleplay (Must watch)
https://www.youtube.com/watch?v=IkUdrV2bx3o How to handle any objections. Feel, Felt, Found.

Ryan Stewman
https://www.youtube.com/watch?v=gDS0C-TN8bQ 3 steps to remember when you are closing a sale
https://www.youtube.com/watch?v=zDEcdnVx6f0 How to close any sale in 3 simple steps

Grant Cardone
https://www.youtube.com/watch?v=gjHv4pM8WEQ Sales pitch live. How to close a sale confidently.
https://www.youtube.com/watch?v=BheLU1aDM8I&t=123s sales closing tips to remember
https://www.youtube.com/watch?v=-DPz_WyjAhM What do you do when clients say “NO”
https://www.youtube.com/watch?v=jGrBjT0wPcQ sales pitch live over the phone
https://www.youtube.com/watch?v=epjQon_2V-E Converting a really hard client

Sanjay singh
https://www.youtube.com/watch?v=9od4x0zRC7w&t=283s the perfect elevator pitch to set up a client
meeting/call later on.