1. Science of Sales™ by Echelon Minds

2. 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) Approximat ely 80% of all sales occur between the second and fifth call

3. 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

4. Sentiments from the Ground Sales person are Very pushy No integrity Over promise, under deliver Push products without understanding customer pains, challenges, needs or aspirations

5. Sales Talent Shortage SME bosses find it hard to hire sales talentSales talent are needed by all businessesSales Professionals prefer MNCs over SMEs8% of graduates joined the sales industryUniversities don’t teach sales Source: Harvard Business Review

6. 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

7. Brand Story Hard to find sales talentWas mentoring start-ups Realised they don’t know how to sell Started sales mentoring to share sales knowledge (9-Step Sales Process) Astounding results by Participants that led to the commercialization of Science of Sales™

8. Vision Statement Create Business Prosperity through Sales Integrity

9. Alliance Partners Institute of Business Mastery 8 Business iAxil SIM SMU 6 XCHANGE CommGate

10. What We Do Structu red Corpor ate Sales Trainin g 2.5 day of learnin g + games Sales Mentori ng + Behavi oral Coachi ng Proces ses + Self- discove ry

11. Methodologies Accelerated Learning Methods Games, Debrief, Content, Knowledge- sharing, Role-Play and Exercises Mentoring People, Process, System = Results Coaching Ontological: Emotions, Language, Body Behaviour

12. 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

13. Training Deliverable

14. Thank You!