DS Conduction Pitch flow for JEE/NEET (K12) Flow of JEE/NEET Counselling session: Elements of DS Conduction: 1. Introduction and Rapport Building (Expectation setting) (20 min) 2. Illustrations (20 min) 3. Need generation (Discussion on the problems) (40 min) 4. Product pitching and Mapping of the Product (20 min) 5. Objection Handling (10 min) 6. Price pitching and Closing (15 min) Flow of JEE/NEET Counselling session: A. Introduction and Rapport building: 1. 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 discuss about studies directly. Any parent is uncomfortable in the first 15 min so make them comfortable and work on the rapport. 2. Take session only in presence of both the parents and the student, do not take the session with only mother 3. 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 Byjus 4. Brief them that the session is divided in 3 parts: a) Analysis and Career counselling b) Solution to the problems (Course pitching) c) 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: Counselling session of Rahul Analysis and Problem Identification Problem discussion and Solution Scholarship (Yes/No) Flow of JEE/NEET Counselling session: Rapport building (Rapport building can be done through probing): 1. When was the last time you all sat together to discuss on your child’s academics? 2. 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 ? 3. Are you satisfied with the way the child is currently preparing for JEE/NEET exam ? 4. Has your child appeared for any Olympiad /All India mock test? 5. How much time do you feel He/She is dedicating for self study? B. Need generation for JEE/NEET Exam (Write all the Problems of Student on a piece of Paper) Write down all the problems of the student and ask the father about the solution they have to address the issues. Following are some common problems : a) Student is weak in basics b) The student is not able to retain the understanding of a particular topic, so he tends to forget it after some time and it has become an infinite loop. c) Student has byhearted the concept and the fundamentals are not clear d) Student has started a new topic without understanding of the previous topic e) Student did not spend enough time in applying theory to problem solving (weak application) f) The student is already late for the preparation of JEE/NEET and other students are at pace g) School and Tutions are not sufficient for JEE/NEET level question/Preparation i) The student is not into regular practice,clearing JEE/NEET is all about regular practice (Is the child into regular practice?) j) A local coaching/Tution do not have the best teacher who can ensure quality education Need generation Discussion on Problems of the student - Low retention - Lack of practice - Jumped to next topic without completing last one - Lack of resource and Good quality Teacher - Student is not able to apply theory to Problems - Student has a weak basics Career Counselling 1. Importance of a good college: a) How a good college brings job security b) How a good college brings financial stability c) Discussion on how a college is student’s Identity card 2. Exam analysis: a) Pattern of the exam should discussed b) JEE is a low scoring exam and NEET is a high scoring exam Dream selling/Discussion on Child’s aspiration - Make the parents understand that how these two years are career deciding Years - Even the tuition fees of IIT Bombay is 2.5 L per annum so will the parents say a no while depositing the fees of IIT Bombay - Explain the ROI of the Investment the parent is doing Pointers that can be discussed for Need generation to give a JEE/NEET touch ● What do you feel is clearing IIT/NEET difficult or easy and what percentage of marks is required to become a doctor/IITian in our country? (The fact is only 40-50% of marks is req to clear these exams) ● When do you feel is the right time to start preparing for JEE/NEET? (Most of the student who clear these exams starts preparing from 10th grade) ● What is the difference between student who gets selected and who doesn’t get selected, which category do you feel the child belongs to? There are 2 types of education in India : a) knowledge oriented education (Mostly this set clears the competitive exam) b) Marks oriented education ( This set gets good marks in boards but fails in all india exams) ● Do you feel the school or the local tuition centre is making the child ready for the competitive exams (JEE/NEET)? The fact is all the school and local tuition teaches them school level concepts and the student fails in India level Exams ● How confident are you that the child will get selected in JEE/NEET entrance after seeing the recent performance of the child in the counselling session as well as in School? Illustrations to be used to switch from Need to Product ● Father reading newspaper in morning but not at night when he returns back from office, he used to watch news channel why? Incase a person is tired then no one wants to read they just want some visuals to entertain themselves and get the required information. ● Mother prefers YouTube recipe to watch than a handwritten/Printed recipe ● Ramayan/Mahabharat in Book or in TV? ● Which student do you feel has a better chance to clear JEE/NEET? Someone who starts early (9th or 10th grade) or someone who starts in middle of 11th or 12th grade (Student who will start early will finish early) ● You can take an example of a marathon to explain that preparation JEE/NEET is like running for a marathon where daily practise is more imp like you cannot win a marathon with a week’s practise similarly you cannot clear JEE/NEET without daily practice. C. Mapping of the Solution to the Problems (Use Product decks to Explain the product to the customer) 1. Switch from need generation to Product with a story about how visualisation is important for JEE/NEET preparation 2. Pitch the BOCP/BTLP program properly with proper PART approach 3. It is very Important to discuss about AITS, DPP, Worksheet and how Important is exam like practice for JEE/NEET Preparation 4. Discussion to be done on how a good teacher can change the game when it comes to IIT JEE/Medical/Board preparation 5. Map all the concerns raised while need generation to the product case by case while pitching the product. 6. It is mandatory to use the counselling deck to pitch the product. Aakash Byjus Tab and Aakash Byjus Live Product features: Key Points for New Aakash BYJU’S Live Online Classes : 1. Online Live Classes by the best teachers in the country. 2. Conceptual Clarity with personalized live doubt solving 3. Classes will be launched in a Two Teacher model - One teacher for teaching concepts via live sessions, another teacher for solving doubts 4. Batch strength restricted to 100 5. Comprehensive post-class experience to parents using Quarterly PTMs, Homework, Regular tests, and reports 6. Aakash Byjus tab is a part of Aakash Byjus live online classes 7. AAITS (Aakash all India test series) and Aakash Books/Study Materials 8. Timely test like Unit test, Term Test, Olympiad exam and open test like DPP and Chapter test to be conducted Key Points for New Aakash BYJU’S TAB : 1. Video Library 2. Learn Journey 3. Unlimited Practice 4. Chapter wise test 5. Doubt support and Mentor Support 6. Previous year Paper 7. Mock Test 8. AAITS ( Aakash all India test series and Aakash Books/Study materials D. Closing (Demo closing) Use a piece of paper to explain the difference between with and without scholarship program and also explain the logic of why now? Insession Enrollment Outside session Enrollment 1. A Personalised course to be created on the basis of recorded call 1. Scholarship is not offered if the parent joins late or doesn’t join the meeting 2. Course created in session is a personalised course as per the issues of the student 2. Scholarship is not offered if the student is not eligible for scholarship 3. Program will be adaptive, personalised and the Top teachers will be allocated in batch A 3. Scholarship is not offered incase the parents couldn’t take a decision in a recorded session (LCA) 4. A 15 days of time will be given for the evaluation of the complete program 5. 6. Scholarship will be provided for financial help with EMI flexibility Chance to get connect with Aakash Byjus at such a low price (Scholarship Price) - Show the Online price to the customer and ask if they can pay the amount in one go - Ask if the parent wants the child to get an opportunity Pointers that can be used for on spot payments: ● There are two programs Generalised Program (without scholarship) and Personalised scholarship program (with scholarship) Generalised can be purchased from the website (Anytime) and is always available but personalised is given only to selected students. ● We create the course in batches. The next batch will start on Monday and there are limited seats post that we cannot provide scholarship/Enrollment (Pls ensure you are not discussing about Kota/Traditional classes as it will contradict your objection) ● I allocate a personalised mentor to the child. This mentor is limited in the personalised course as we cannot provide a mentor to everyone. ● 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 ● Our campaign in your area will end today post that we cannot give the personalised course under scholarship Pointers that can be used for on spot payments: ● We are giving an Observation for 15 days for a limited time. This option will not be available and the discussion is always done on a recorded call ● You can loop the customer in mail and take the scholarship approval from the manager. We have a scholarship form that can be filled to create a sense of urgency. ● Registration fees is taken as 5k and you will have an option to pay the amount in 12 No cost EMI Objection Handling and the counters that you have to Pre counter while product pitching: ● If the kid is already enrolled in a traditional coaching center, My kid is already burdened with so much material. He doesn't need anything more. ● Rohan’s School/ coaching 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 hasn't taken their 10th final exams as of now. I don't know how much he has learnt in his previous class. We will evaluate that when his final exams mark comes out which stream he wants to opt for ? Byjus giving away any kind of exams for the childs? ● 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 can't study at home, they have to go to the coaching center for competition ● Right now you are conducting an online class , there are a lot of issues with the internet/network in our area, or if my child wants to attend classes after sometime. Is that possible? ● With the current unpredictability, let the school’s reopen and then we will think of it. ● How can my child clear doubts in an online programme? ● 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. ● My child is already enrolled somewhere or Call me after 3 days I will discuss. Every customer has 5 basic obstacle: No Need, No Money, No Desire, No Trust, No Hurry It is always about setting the right goal by mapping the need to the product Have a happy onspot sale Good luck!
