Key Additions for Achieving a Successful Sale
Recommendation 1
In a phone conversation, intonation and voice are just as important as the content itself. Avoid rushing or trying too hard to please. Often, people call feeling uncertain about their choices and decisions, and they subconsciously seek support and positive validation from an “expert.”
To make successful sales over the phone, you must be 100% confident in yourself and your product. If you are confident that your offer is valuable and beneficial for the client, they will believe it too!
What Should Not Be Done in Sales?
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  • The Price
    Present tuition costs in terms of the average monthly fee, not as the cost per semester, year, or the entire program.
    Example:
    "How much does the program cost?"
    Incorrect answer:
    "5,000 MDL per semester."
    Correct answer:

    "Our tuition depends on the payment plan or program, but on average it is about 1,170 MDL per month."

  • The Invitation
    You should not invite a client to an open house or promotional event if they are already ready to visit or even to sign an agreement.
    Example:
    "When can I bring my child to enroll in the course?"
    Incorrect answer:
    "You can come to our open house next week — you’ll even get a discount there."
    Correct answer:

    "When would it be convenient for you to come? I can schedule a time that works best for you."

  • The Use of Numbers
    You should not overwhelm the client with numbers. For example, saying: “When signing the agreement you need to pay a 1,000 MDL deposit, then after the first month another 1,000 MDL, and then 1,000 MDL every month after that.”
    The client will almost certainly not remember all of this, but they will be left with the impression that they constantly owe someone money.
  • The Careful Choice of Words
    Use friendly diminutives when speaking with clients to create a warm, approachable tone.

    Examples: “little money,” “little agreement,” “little phone”

  • The Script
    You should not use any phrasing that differs from the standard script.
    Correct: “Which advertisement prompted your call?”

    Incorrect: “Where did you hear about us?” or “Where did you see our advertisement last time?

  • The Communication
    Avoid giving monosyllabic answers or leaving long pauses during client communication.
Successful Sales Checklist
A checklist is a sales manager’s “lifesaver,” especially at the beginning of their career. Without it, a smooth transition from sales knowledge to practical skills and professional growth is impossible.
Click HERE to Download the Checklist
Onboarding of a New Sales Department Employee
What You Need to Know About Sales Onboarding:
  • Training is an ongoing process. It’s unlikely that a short adaptation course can cover everything.
  • Don’t leave a sales manager alone with the training materials. Monitor the pace of learning and test results.
  • Feedback from employees helps improve the onboarding process.
  • Newcomers may sometimes feel shy and hesitate to share advice or ideas — encourage them.
  • Support employees, but also foster independence. Let the newcomer try to find answers on their own.
  • Sales targets should be realistic and take the client base into account.
  • When presenting the plan to the employee, make sure they understand how to achieve the results.
  • Make the end of the probation period a positive and memorable event for the sales employee.
Example of onboarding a new sales department employee can be seen in the following video.
Watch the process HERE