Designed a Public Speaking Workshop presentation for Echelon Minds

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)
Approximately 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 talent
Sales talent are needed by all businesses
Sales Professionals prefer MNCs over SMEs
8% of graduates joined the sales industry
Universities 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 talent
Was 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
Structured
Corporate
Sales
Training
2.5 day of
learning +
games
Sales
Mentoring +
Behavioral
Coaching
Processes +
Self-discovery

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
Key Deliverable
• Identify market segment and how to reach them
• Define ideal Customers, Where and How to Prospect them
• Understand the intention and purpose of qualifying a Prospect
• Prepare specific list of Questions to qualify a Prospect
• Identify Organizational Value Proposition which includes Unique Buying
Advantages, Results, Benefits, Case Studies, Success Stories, Customers, Partners,
Technological Advantages, etc.
• Create a structured system to conduct user requirements and define those
requirements clearly with specifications

14. Thank You!
Are You Ready
To
SUCCEED
With Us???