Foundation
Lead Funnel & Core Framework
Lead Funnel — L1 to L7
L1 — Suspect
Add to tracker
100%
L2 — Prospect
First contact made
40%
L3 — Qualified
BANT confirmed
20%
L4 — Demo Done
Send proposal 24hr
10%
L5 — Proposal Sent
Follow D+1,3,7
7%
L6 — Negotiation
Handle objections
5%
L7 — Closed Won 🎉
Advance received
3%
ICP — Ideal Customer Profile
| Business Type | Size | Pain Point | Module They Need |
|---|---|---|---|
| Small Manufacturer | 10–50 emp. | No inventory tracking, manual billing | Inventory + Billing |
| Pharma Distributor | 5–30 emp. | Expiry tracking, GST filing | Inventory + GST |
| Multi-outlet Restaurant | 20–100 emp. | No central stock control | Restaurant ERP |
| Garment Retailer | 5–25 emp. | Manual ledger, no reports | Billing + CRM |
| Auto Parts Dealer | 10–40 emp. | GST compliance, stock chaos | ERP + Billing |
| CA / Professional Firm | 3–20 emp. | Client management, invoicing | CRM + Billing |
Lead Generation Sources
| Source | How to Use | Quality |
|---|---|---|
| Google Maps | Search 'Manufacturers in Pune MIDC', 'Pharma distributors Nashik' | High |
| JustDial | Search manufacturers, exporters, distributors in city | Medium |
| IndiaMart | Filter by industry + city, find owner contact | High |
| Search 'Owner', 'MD', 'Director' + industry + city | High | |
| Local Industrial Areas | Walk in — Bhosari, MIDC, Waluj, Peenya, Bhiwandi | Very High |
| Referrals | Ask every client for 2 names | Very High |
City-Wise Target Areas
| City | Target Areas | Industries |
|---|---|---|
| Pune | Pimpri-Chinchwad MIDC, Bhosari, Hadapsar, Ranjangaon | Auto parts, Engineering, Packaging |
| Mumbai | Bhiwandi, Kurla, Dharavi, Thane | Garments, FMCG, Pharma distributors |
| Nashik | Satpur MIDC, Ambad, Sinnar | Wines, Engineering, Pharma |
| Aurangabad | Waluj MIDC, Shendra | Auto ancillary, Textiles |
| Bangalore | Peenya, Bommasandra, Electronic City | IT, Electronics, Manufacturing |
| Tier 2 Cities | Local bazaars, market areas | Textiles, Sugar, Retail distributors |
BANT Qualification Checklist
- BUDGET: Do they have budget or willingness to invest? (₹8K–₹1L+ depending on product)
- AUTHORITY: Is this person the decision maker? Or is there someone above?
- NEED: Do they have a clear, specific problem our ERP solves?
- TIMELINE: When do they want to implement? This month / Quarter / Year?
Qualification Rules
All 4 = YES → HOT LEAD — prioritize immediately | 3 = YES → WARM LEAD — nurture | <2 = YES → LOW PRIORITY — drip only
Beginner Mistakes to Avoid
🚫 Top 10 Mistakes
- Talking too much — listen 70%, talk 30%
- Giving price before establishing value — ROI first, price second
- Not following up — 80% of deals close after 5+ follow-ups
- Generic messages — always personalize with name + business
- Calling at wrong times — avoid 1–3 PM (lunch) and after 7 PM
- Demoing all features — show only what solves THEIR specific problem
- Saying "I'll check and come back" on basic objections
- Not updating CRM — leads get forgotten, money gets lost
- Accepting 'no' too quickly — first 'no' is usually 'not yet'
- Volunteering discounts — never mention discount unless asked
Confidence & Communication Building
🌅 Daily Confidence Boosters
- Morning: Read 1 customer testimonial before starting calls
- Before call: Say out loud "3 things I know that will help them"
- After rejection: Write what you did well, not what went wrong
- Weekly: Roleplay with founder — builds muscle memory
- Daily: Share 1 learning with team on WhatsApp group
- Monthly: Celebrate any win — even a demo scheduled is a win
Daily Standup Structure (9:30 AM, 10 minutes)
📢 Standup Agenda
- What did you do yesterday? (Leads contacted, follow-ups, demos)
- What will you do today? (Calls planned, outreach targets)
- Any blockers? (Objections you can't handle, need materials)
- KPI check: Leads added, calls made, demos scheduled vs target
Incentive Structure
| Achievement | Reward |
|---|---|
| 5 demos scheduled in a week | ₹500 bonus |
| 1 deal closed (any size) | 2% of deal value commission |
| Deal > ₹1 Lakh closed | ₹2,000 bonus + 2% commission |
| 3 deals closed in a month | ₹5,000 bonus + team lunch |
| Top performer (monthly) | Public recognition + ₹3,000 Amazon voucher |
| Exceeds monthly target by 20%+ | 1 extra paid leave day |
Week 1
Orientation & Product Mastery
Days 1–7 · Build foundation
DAY 1
Company Overview & Product Understanding
Know exactly what we sell and why businesses need it
▾
🎯 Goal of the Day
Salesperson understands the complete product portfolio, target industries, key differentiators, and can explain ERP in 2 sentences to any stranger.
📚 What to Teach
- Company story, mission, and values — why we exist
- Product portfolio: ERP, CRM, Billing, Inventory, Automation, SaaS
- Target industries: Manufacturing, Trading, Retail, Clinics, Restaurants
- Key differentiators vs Tally, Zoho, SAP — what makes us better?
- Pricing overview (high level) — ranges, not exact numbers yet
💡 Practical Exercise
Live Software Walkthrough
Open your ERP software on screen LIVE. Show each module. Explain what problem each module solves for a real business. Example: Show how a factory uses Inventory module to avoid stockouts. Ask: "If a customer asks what ERP does in 2 sentences, what would you say?"
📁 Documents to Share
- Company one-pager / brochure (PDF)
- Product feature list with screenshots
- 2–3 existing client case studies
- Internal pricing document (mark CONFIDENTIAL)
📊 Daily KPI Targets
1
Product pitch prepared
30 min
Self-study time
3
Case studies read
📝 End-of-Day Review Questions
- What is ERP and why does a business need it? Explain in 2 sentences.
- Name 3 industries we target and 1 specific problem we solve for each.
- What is our pricing range for basic ERP?
DAY 2
Target Market & Lead Identification
Know exactly which businesses to target and how to find them
▾
📚 What to Teach
- Ideal Customer Profile (ICP): Who has the pain? Who has budget?
- Where to find leads: Google Maps, JustDial, IndiaMart, LinkedIn, industrial areas
- BANT qualification: Budget, Authority, Need, Timeline
- Difference between suspect → prospect → qualified lead
🔍 Lead Generation Task
- Google Maps: Search "Manufacturers in Pune MIDC", "Pharma distributors Nashik"
- JustDial: manufacturers, exporters, distributors in your city
- LinkedIn: Search 'Owner', 'MD', 'Director' + industry + city
- Collect 20 leads minimum: Name, Company, Phone, Industry, City
📊 Daily KPI Targets
20
Leads collected
5
LinkedIn profiles noted
1
ICP sheet completed
📝 End-of-Day Review Questions
- Show me your lead list of 20 companies. Are they properly qualified?
- Who is the decision maker at a manufacturing company — owner or IT manager?
- What is BANT and how does it help us qualify faster?
DAY 3
Cold Call Fundamentals & First 10 Calls
Overcome phone fear. Learn to get past gatekeepers.
▾
🎯 Goal
Make first 10 cold calls today. Learn the opening script. Practice handling the gatekeeper. Get at least 1 demo appointment or WhatsApp permission.
📜 Cold Call Script — Manufacturing/Trading
📞 ERP Cold Call Script
[Opening — First 10 Seconds]You: "Namaste, kya main [Owner Name] se baat kar sakta/sakti hoon?"
[If gatekeeper asks 'kaun baat kar raha hai?']
You: "Main [Name] bol raha hoon [Company] se. Hum ERP software provide karte hain manufacturing companies ko. Owner se ek important baat discuss karni thi regarding their inventory management."
[When Owner Picks Up]
You: "[Owner] sir/madam, namaste. Main [Name] hun [Company] se. Hum Pune/Mumbai mein manufacturers ko ERP software provide karte hain jo unka inventory, billing aur GST automatically manage karta hai. Abhi aapki company mein stock tracking kaise ho rahi hai?"
[Listen — they'll say 'manually' or 'Tally']
You: "Samajh gaya sir. Hamare kai clients pehle Tally use karte the but 3 problems the: real-time stock nahi pata chalta, GST mein 2-3 ghante lagte the, multiple users ek saath kaam nahi kar sakte. Kya ye problems aapko bhi face ho rahi hain?"
[If Yes]
You: "Perfect sir. Main 20 minute ka free demo arrange karna chahta hun — seedha aapke business ke liye customised. Kab free honge — is week ya agli week?"
[If No/Not Now]
You: "No problem sir. Main WhatsApp pe ek 2-minute video aur brochure bhej deta hun. Aap convenient time pe dekh lena. Aapka WhatsApp number yahi hai na?"
📊 Daily KPI Targets
10
Calls made
3
Conversations
1
Demo appointment
🎭 Roleplay Exercise
🎭 Founder plays: Busy Factory Owner
Act uninterested but not rude. Salesperson must: Open professionally → Give strong 10-second pitch → Handle 2 objections → Get a meeting or WhatsApp permission. After roleplay: Give 3 specific compliments + 2 improvement points.
📝 End-of-Day Review Questions
- How many calls did you make? How many picked up?
- What was the most common objection you heard today?
- Read me your opening line — is it confident and clear?
DAY 4
WhatsApp Outreach & Warm Follow-Up
15–20 personalized WhatsApp messages with proven templates
▾
📱 WhatsApp Best Practices
✅ Rules for ERP WhatsApp Outreach
- Send between 10 AM–12 PM or 4 PM–6 PM (owner less busy)
- Always start with their name + business name — personalization matters
- Keep first message under 3 lines — build curiosity first
- Include 1 pain point relevant to their industry
- End with a clear, easy question — not 'are you interested?'
- Don't send brochure as first message
- Don't follow up same day — wait 24–48 hours
📱 WhatsApp Template 1 — Cold Introduction
📱
You → [Business Owner Name]
WhatsApp Message
Namaste [Name] Sir/Madam 🙏
Main [Your Name] hun, [Company] se.
Hum Pune/Mumbai ke manufacturing companies ko ERP software provide karte hain jo:
✅ Real-time stock track karta hai
✅ GST automatically file karta hai
✅ ₹40,000+ yearly bachata hai manual errors se
Kya main 15 minute ka free demo schedule kar sakta hun aapke liye?
Aapka valuable time waste nahi karunga. 🙏
10:32 AM ✓✓
📱 WhatsApp Template 2 — After Cold Call (No Answer)
📱
You → [Owner Name]
WhatsApp Message
Namaste [Name] Sir 🙏
Abhi aapko call kiya tha — aap busy honge isliye message kar raha hun.
Hum [Industry] companies ke liye ERP software banate hain.
Pichhle month [City] mein ek [Industry] owner ne hamare software se inventory problem solve ki aur 2 ghante/day bachaye.
Kya 10 minute free hain kabhi is week? Seedha demo dikha sakta hun.
11:15 AM ✓✓
📊 Daily KPI Targets
15
WhatsApp messages sent
5
Replies received
2
Demo appointments
8
Calls made
DAY 5
LinkedIn Prospecting & Email Outreach
Professional B2B outreach via LinkedIn and cold email
▾
💼 LinkedIn Strategy
- Search filters: 'Director', 'MD', 'Proprietor', 'Operations Head' + industry + city
- Priority industries: Manufacturing, FMCG, Pharma, Auto parts, Textiles
- Warm up: Like/comment on 2 posts BEFORE sending connection request
📜 LinkedIn Connection Request Note
🔗 LinkedIn — Connection Request (under 300 chars)
Namaste [Name] Sir,I help [Industry] companies in [City] automate their inventory and billing with ERP software.
Would love to connect and share a quick insight that saved one of your peers ₹50,000 last year.
Best, [Your Name]
📧 Cold Email Template — Manufacturing
📧 Email — Cold Outreach
Subject: How [City] Manufacturers Are Saving ₹40,000+/Year on Inventory ErrorsDear [Name] Sir/Ma'am,
I'm [Name] from [Company]. We help small and mid-sized manufacturing companies in [City] manage inventory, billing, and GST compliance through our ERP software.
A quick question: Does your team currently face any of these challenges?
• Stock records updated manually (risk of errors)
• GST filing takes more than 2 hours per month
• No real-time visibility of purchase vs. sales vs. stock
If yes, I'd love to show you a 15-minute live demo — no commitments, no sales pressure.
Can we schedule a call this week? I'll adjust to your availability.
Warm regards,
[Your Name] | [Company] | [Phone] | [Website]
📊 Daily KPI Targets
10
LinkedIn requests
10
Emails sent
5
Calls made
DAY 6
Discovery Call Mastery
Listen 70%, talk 30% — uncover the real pain
▾
🔍 What is a Discovery Call?
A discovery call is NOT a sales call. It is a RESEARCH call. Your goal is to understand their exact pain so you can customize the demo perfectly. Listen 70%, talk 30%.
📜 Discovery Call Script (15–20 minutes)
🔍 Discovery Call — Full Script
[Opening]You: "Thank you for your time Sir/Madam. Main seedha aapke business ke baare mein samajhna chahta hun. Main kuch questions poochhunga — ye bilkul free consultation hai. Theek hai?"
[Q1 — Current Situation]
You: "Abhi aap inventory kaise track karte hain — Excel, Tally, ya koi aur software?"
[Q2 — Team Size]
You: "Kitne log abhi accounts aur stock ka kaam handle karte hain?"
[Q3 — Pain Points]
You: "Kya kabhi aisa hua ki stock mismatch mili, ya billing mein galti ho gayi?"
[Q4 — Business Scale]
You: "Approx kitna monthly turnover hai company ka? (Roughly — just to recommend right plan)"
[Q5 — Decision Making]
You: "Software purchase ka decision aap lenge ya koi aur bhi involved hai?"
[Q6 — Timeline]
You: "Agar solution pasand aaye, toh aap kitni jaldi implement karna chahenge?"
[Summary & Next Step]
You: "Sir, jo aapne share kiya — [specific pain] — ye exactly wo problem hai jo hamare [Module] solve karta hai. Main ek customised demo prepare karta hun — kab schedule karein?"
📊 Daily KPI Targets
2
Discovery calls
10
Outreach attempts
1
Demo scheduled
DAY 7
Week 1 Review & Roleplay
Measure progress, identify gaps, practice cold call simulation
▾
📊 Week 1 KPI Scorecard
| KPI | Target | Actual | Status |
|---|---|---|---|
| Total leads collected | 100 | ___ | — |
| Cold calls made | 50 | ___ | — |
| WhatsApp messages sent | 50 | ___ | — |
| LinkedIn connections sent | 30 | ___ | — |
| Emails sent | 30 | ___ | — |
| Discovery calls done | 5 | ___ | — |
| Demos scheduled | 3 | ___ | — |
🎭 Roleplay Exercise
🎭 Cold Call Simulation — Founder plays Busy Factory Owner
Scenario: Owner is on factory floor, gets an unexpected sales call. Acts uninterested but not rude.
Salesperson must: Open professionally → Strong 10-second pitch → Handle 2 objections → Get a meeting appointment or WhatsApp permission.
Debrief: Give 3 specific compliments + 2 concrete improvements. Record audio for review.
Week 2
Demo Mastery & Pipeline Building
Days 8–14 · Deliver demos, send proposals
DAY 8
Demo Preparation & Structure
7 golden rules for a winning ERP demo
▾
🏆 7 Golden Rules of ERP Demo
Demo Rules
- Never demo all features — show only what solves THEIR specific problem
- Start with their pain: "Aapne bataya tha inventory problem hai — dekhhiye kaise solve hota hai"
- Make it interactive — ask questions during demo, don't just talk
- Show mobile access — every owner wants to monitor from phone
- Show dashboard/reports — owners love seeing business at a glance
- Use real-like demo data — similar to their business type
- End with ROI: "Is software se aap approx ₹X/year bachayenge"
📜 ERP Demo Script (30 minutes)
🖥️ Demo Script — Full Flow
[0–3 min — Confirm Agenda]You: "Sir, aaj main specifically [their pain] solve karne wala module dikhaunga. Saath mein billing aur reports bhi. Please feel free to stop me anytime."
[3–10 min — Inventory Module]
You: "Ye dekhiye — yahan se aap real-time mein stock dekh sakte hain. Mobile pe bhi. Agar stock 50 units se neeche aaye toh automatic alert aata hai. Aapke yahan abhi ye kaise hota hai?"
[10–20 min — Billing & GST]
You: "Ye billing screen hai. Ek bill banana — 30 seconds. GST automatic calculate hoti hai, e-invoice bhi. Pichle mahine aapke accountant ne kitna time lagaya GST mein?"
[20–25 min — Reports & Dashboard]
You: "Ye owner dashboard hai. Aap apne phone se dekh sakte hain — aaj kitna bika, stock kya hai, outstanding payment kiska hai. 24/7 available."
[25–28 min — Handle Questions]
Let them ask — listen carefully, note objections
[28–30 min — Close]
You: "Sir, jo aapne dekha — ye [specific feature] aapke liye kitna useful lagaa? Hamare [Plan] mein ye sab included hai. Kya main proposal bhej dun aaj?"
📊 Daily KPI Targets
1
Demo delivered
15
Calls/outreach
5
New leads added
DAY 9
Proposal Creation & Pricing Discussion
Structure the perfect proposal, discuss price with confidence
▾
📄 Proposal Structure
| # | Section | Content |
|---|---|---|
| 1 | Executive Summary | Their problem + our solution in 3 lines |
| 2 | Understanding Your Business | What we learned from discovery call — THEIR specific needs |
| 3 | Recommended Solution | Which modules, which plan, why this specific combination |
| 4 | Key Features & Benefits | Only features relevant to their pain — not all features |
| 5 | Implementation Timeline | Week 1: Setup → Week 2–3: Training → Week 4: Go Live |
| 6 | Pricing & Packages | 3 options: Basic, Standard, Premium |
| 7 | ROI Calculation | Show how much time/money they save vs current cost |
| 8 | About Us | Brief company intro + 2–3 client testimonials |
| 9 | Next Steps | Clear CTA: Sign MOU + Pay 50% advance |
💰 Pricing Discussion Script
💰 How to Discuss Pricing (Never Lead With Price)
[Never give price without value first]You: "Sir, price batane se pehle — abhi aap manually kitna kharcha kar rahe hain? Accountant salary, manual errors, lost time?"
[After they share]
You: "Toh roughly ₹[X] per year ja raha hai abhi. Haara solution ₹[Y] per year hai. Matlab aap ₹[X-Y] bachayenge — aur efficiency 3x hogi. Ye investment hai, kharcha nahi."
[Always present 3 options]
You: "Main 3 options de raha hun — Basic ₹8,000, Standard ₹15,000, Premium ₹25,000. Based on aapki requirements — Standard most suitable lagta hai. Kya detail explain karun?"
[Price anchoring]
You: "Sir, ek accountant hire karo toh ₹15,000/month — ye solution ₹15,000/YEAR. Aur 24/7 kaam karega."
📊 Daily KPI Targets
1
Proposal sent
10
Calls made
3
Follow-ups done
DAY 10
Objection Handling Deep Dive
Master all common ERP objections with winning responses
▾
🚫 ERP Objection Handling (See Objections Tab for Full List)
| Objection | Winning Response |
|---|---|
| "Tally se kaam chal raha hai" | "Tally great hai sir billing ke liye — but kya aap real-time mein stock dekh sakte hain mobile pe? Multiple users ek saath? Hamare ERP mein ye sab hai." |
| "Bahut mahanga hoga" | "Sir, hamare basic plan ₹8,000/year se start hote hain. Ek accountant ki ek month ki salary itni hoti hai. Aur ye pura saal chalega." |
| "Staff trained nahi hai" | "Sir ye hamaari responsibility hai. Hum free training dete hain — 3 sessions, aapki team ke saath. Aur 1 year support." |
📊 Daily KPI Targets
15
Calls made
5
Follow-ups
10
Objections practiced
DAY 11
Follow-Up System & Urgency Creation
Structured 6-touch follow-up sequence with urgency triggers
▾
📅 Follow-Up Sequence (Post-Demo)
| Follow-Up | When | Channel | Goal |
|---|---|---|---|
| FU #1 | Same evening | Thank you + Proposal sent confirmation | |
| FU #2 | Day +2 morning | Call | "Proposal dekha? Koi sawaal?" |
| FU #3 | Day +4 | Share a relevant case study | |
| FU #4 | Day +7 | Call + Email | Create urgency — pricing deadline |
| FU #5 | Day +14 | "Kya decision ho gayi?" | |
| FU #6 | Day +30 | Call | Re-qualify — "Abhi kya situation hai?" |
⏰ Urgency Creation (Without Lying)
- Limited slots: "Is mahine sirf 3 new clients le rahe hain — aap shortlist mein hain"
- Pricing deadline: "Quarter end pe pricing change ho rahi hai — current rate lock karna hai toh advance chahiye"
- New feature: "Nayi GST module next week launch — existing clients ko free milegi"
- Competition: "Aapke area ke 2 competitors already hamare software pe hain"
📊 Daily KPI Targets
8
Follow-ups done
12
New outreach
1
Advance received
DAY 12
Local Area Targeting — MIDC, Bazaars, Industrial Areas
On-ground visit strategy + city-specific targeting
▾
🗺️ City-Specific Target Areas
| City | Target Areas | Industries |
|---|---|---|
| Pune | Pimpri-Chinchwad MIDC, Bhosari, Hadapsar, Ranjangaon | Auto parts, Engineering, Packaging |
| Mumbai | Bhiwandi, Kurla, Dharavi, Thane | Garments, FMCG, Pharma distributors |
| Nashik | Satpur MIDC, Ambad, Sinnar | Wines, Engineering, Pharma |
| Aurangabad | Waluj MIDC, Shendra | Auto ancillary, Textiles |
| Bangalore | Peenya, Bommasandra, Electronic City | IT, Electronics, Manufacturing |
🚶 On-Ground Visit Strategy
- Visit 1 industrial area per week — walk in, ask to meet owner
- Carry printed brochures + visiting cards — leave even if owner unavailable
- Talk to shop owners/distributors for referrals — they all know each other
- Best time to visit: 10 AM–12 PM or 2:30 PM–5 PM (post-lunch decision making)
📊 Daily KPI Targets
1
Area visit
10
In-person contacts
20
Online outreach
DAY 13
Value Selling & Client Psychology
Understand owner types and sell value, not price
▾
🧠 Indian SME Owner Psychology Types
| Owner Type | What They Care About | How to Sell |
|---|---|---|
| Price-Sensitive | ROI, saving money | Show exact rupee savings, compare with manual cost |
| Status-Conscious | 'Premium' positioning | Show enterprise-level features, big client names |
| Risk-Averse | Scared of change | Free trial, handholding, "we do everything" approach |
| Busy Owner | Time saving | Lead with time ROI — "Save 3 hours/day" |
| Tech-Savvy | Features & integrations | Deep technical demo, API, advanced reports |
| Trusting/Referral | Personal recommendation | Share testimonials, offer to connect with existing client |
💎 Value Selling Framework
- Never lead with price — lead with pain → solution → proof → price
- Use 'Because' statements: "Ye feature important hai because aapke jaisi factory mein stock mismatch = ₹X loss"
- Social proof: "Hamare Bhosari MIDC mein 5 clients hain — aap visit kar sakte hain"
- Loss aversion: "Aap already ₹2,000/month waste kar rahe hain — main proof dikha sakta hun"
📊 Daily KPI Targets
2
Demos delivered
1
Proposal sent
10
Outreach messages
DAY 14
Week 2 Review — Pipeline Health Check
Review all leads, demos, proposals — identify gaps
▾
📊 Week 2 KPI Review
| KPI | Week Target | Actual | Running Total |
|---|---|---|---|
| Calls made | 70 | ___ | 120 |
| WhatsApp messages | 60 | ___ | 110 |
| Demos delivered | 4 | ___ | 7 |
| Proposals sent | 3 | ___ | 5 |
| Deals in negotiation | 1 | ___ | 1 |
🎭 Roleplay Exercise 2
🎭 Scenario: Prospect says "Sochna hai" after demo
Salesperson must uncover the REAL reason behind "sochna hai". Is it price? Boss not convinced? Competitor? Timeline?
Key skill: "Sir, ek cheez main samajhna chahta hun — pehle bhi aisa koi software dekha tha kya?"
Goal: Turn a stall into a specific next step — never leave without a date.
Week 3
Advanced Selling & Closing
Days 15–21 · Close first deals
DAY 15
Closing Techniques
8 proven closing methods for Indian B2B software sales
▾
🔒 8 Closing Techniques
| Technique | When to Use | Script |
|---|---|---|
| Assumptive Close | Warm prospect, demo went well | "Toh main implementation next Monday se shuru kar deta hun?" |
| Trial Close | Testing readiness mid-call | "Abhi tak jo aapne dekha — useful lagta hai aapke liye?" |
| Summary Close | After long demo | "Toh aapko chahiye: Inventory + Billing + GST. ₹15,000 mein sab. Advance kab?" |
| Urgency Close | Stalling prospect | "Is mahine last 2 slots hain free onboarding ke saath." |
| Option Close | Give control, not yes/no | "Basic lenge ya Standard? Dono mein core features hain." |
| ROI Close | Price-sensitive | "₹15,000/year = ₹1,250/month. Helper ki bhi itni salary hoti hai." |
| Social Proof Close | Skeptical | "Aapke area mein [Client] hamaara software use karta hai — introduction chahiye?" |
| Fear Close | Competitor risk | "Aapke 2 competitors already automated hain — pehle implement karo." |
📊 Daily KPI Targets
2
Closing attempts
1
Advance received
15
Total outreach
DAY 16
Negotiation & Pricing Mastery
Never discount without getting something in return
▾
💬 Negotiation Rules
- Rule 1: Never discount without getting something — "Main 10% de sakta hun — aap reference denge hamare?"
- Rule 2: Offer value-add before discount — "Discount ki jagah — free 3 months support add karta hun"
- Rule 3: Anchor high — present premium first, then standard
- Rule 4: Silence is power — after quoting price, stay quiet
- Rule 5: Payment terms as leverage — "Full payment pe 10% discount, 2 installments pe no discount"
2
Negotiations
1
Deal closed
3
Referrals asked
DAY 17
Referral & Upsell Strategy
Every happy client = 2 new leads. AMC upsell opportunities.
▾
🔗 Referral Ask Script
🤝 Referral Ask — After Successful Implementation
You: "[Client] Sir, aaplog hamare software se khush hain — bahut accha laga sunke."You: "Aapke circle mein — koi 1–2 business owner hain jo inventory ya billing problem face karte hain?"
[They name someone]
You: "Perfect. Agar aap unhe introduce karein aur deal ho jaaye — aapko ₹2,000 cash ya subscription mein ₹3,000 free extension denge. Kaisa lagta hai?"
📈 Upsell Opportunities
- Basic → Standard upgrade after 3 months
- Add HR module to existing ERP client
- Annual Maintenance Contract (AMC) renewal with added features
- WhatsApp Business API integration for ERP clients
5
Referrals asked
2
Upsell pitches
1
AMC proposed
DAY 18
Multi-Stakeholder Selling
When Owner + Accountant + IT Manager are all involved
▾
| Stakeholder | Their Concern | What to Show |
|---|---|---|
| Owner/MD | ROI, business growth, cost | Dashboard, profit reports, savings calculation |
| Accountant/Finance | GST accuracy, audit trail | GST module, bank integration, audit trail |
| IT Manager | Security, hosting, backup | Cloud hosting, data security, API docs |
| Warehouse Manager | Ease of use, speed | Inventory screen, barcode scanner support |
| Purchase Manager | PO creation, vendor mgmt | Purchase module walkthrough |
1
Multi-stakeholder demo
12
Total outreach
3
Follow-ups
DAY 19
SaaS Subscription Pitch
"Netflix of business software" — recurring revenue model
▾
- Position as 'Netflix of business software' — always updated, no maintenance headaches
- Compare with one-time traditional software: hidden upgrade costs, maintenance charges
- Show total cost: SaaS ₹15,000/year vs traditional ₹50,000 + ₹10,000/year maintenance
- Lock-in with annual plan + discount vs. monthly plan
☁️ SaaS One-Liner Pitch
You: "Sir, hamaara software SaaS model pe hai — matlab aap ₹1,250/month mein complete ERP use karte hain. No installation, no server, automatic updates. Ek chai ki dukan ke expense mein enterprise software."
3
SaaS pitches
1
Trial conversion
10
Calls/outreach
DAY 20
CRM Pitch — Special Focus
Real estate, insurance, CA offices, solar, travel agencies
▾
📋 CRM Target Industries
- Real estate agents — leads lost in WhatsApp, no follow-up system
- Insurance firms — no pipeline visibility, sales team not accountable
- CA offices — client management, invoice tracking
- Solar companies — project tracking, AMC follow-ups
- Travel agencies — booking management, customer history
📞 CRM Cold Call Script
You: "Sir, hamare CRM software se aapki sales team ke saare leads ek jagah track honge — call log, WhatsApp history, follow-up reminder sab automatic. Aapke sales rep ko reminder aayega — 'Aaj [Client] ko call karo.' Kya aapki team mein abhi koi lead tracking system hai?"
5
CRM leads contacted
1
CRM demo done
DAY 21
Week 3 Review & Advanced Roleplay
Full simulation: Discovery → Demo → Objection → Close
▾
📊 Week 3 KPI Review
| KPI | Week Target | Actual | 21-Day Total |
|---|---|---|---|
| Calls made | 80 | ___ | 200+ |
| Demos delivered | 5 | ___ | 12 |
| Deals closed | 2 | ___ | 3 |
| Revenue generated | ₹30,000+ | ___ | ₹50,000+ |
| Pipeline value | ₹2L+ | ___ | — |
🎭 Full Sales Simulation
Founder plays: Skeptical factory owner, uses Tally, 2 employees, price sensitive.
Salesperson must: Discover pain → Run 20-min demo → Handle 3 objections → Try to close.
Debrief: What would have converted this prospect? What was missed?
Week 4
Mastery, Closing & Independence
Days 22–30 · Multiple deals, self-sustaining pipeline
DAY 22
WhatsApp Broadcast Campaign
200-person broadcast to manufacturers — generate 20+ replies
▾
📢 How to Run WhatsApp Broadcast
- Collect 200 manufacturer numbers from JustDial, IndiaMart, Google Maps
- Save all numbers on phone (required for WhatsApp broadcast)
- Create broadcast list of 256 contacts max
- Send campaign message — all replies go to individual chats
- Respond to all replies within 1 hour
- Log all responses in CRM immediately
📢
Broadcast Message — Manufacturers
256 recipients
🏭 Manufacturers & Distributors — Important
Kya aap abhi bhi inventory Excel ya Tally se track karte hain?
Hamare ERP software se:
✅ Real-time stock visibility (mobile pe bhi)
✅ GST automatic — zero errors
✅ Billing 10x faster
✅ ₹40,000+ yearly savings
15-minute FREE demo ke liye reply karein: 'DEMO'
[Your Name] | [Company] | [City]
10:00 AM ✓✓
200
Broadcast sent
20+
Replies expected
5
Demo bookings
D23–30
Week 4 Sprint — Days 23 to 30
Execution sprint — close deals, build pipeline, deliver monthly report
▾
| Day | Focus Area | Key Tasks | KPI |
|---|---|---|---|
| Day 23 | JustDial & Google leads | Collect 50 leads from JustDial paid listings | 50 leads, 15 calls |
| Day 24 | Demo marathon | Back-to-back 3 demos from last week pipeline | 3 demos, 2 proposals |
| Day 25 | Follow-up blitz | Call every open proposal — force decision | 10 follow-ups, 1 close |
| Day 26 | Referral harvesting | Ask every happy client for 2 referrals | 5 referrals collected |
| Day 27 | LinkedIn content post | Post anonymized case study from existing client | 1 post, 20 reactions |
| Day 28 | Closing day | Follow all hot leads — push for advance payment | 2 deals closed |
| Day 29 | Pipeline audit | Review all 30-day leads — categorize, re-prioritize | Full CRM updated |
| Day 30 | Month-end review | Full KPI report + next month plan to founder | Report submitted |
🏆 30-Day Target Summary
300+
Total outreach
15+
Demos delivered
5+
Deals closed
₹75K+
Revenue generated
Scripts
All Scripts & Message Templates
📞 Cold Call Scripts
📞 Cold Call — Manufacturing (Full)
You: "Namaste, kya main [Owner Name] se baat kar sakta/sakti hoon?"[Gatekeeper: 'kaun hai?']
You: "Main [Name] hun [Company] se — manufacturing companies ko ERP software provide karte hain. Owner se inventory management ke baare mein baat karni thi."
[Owner on line]
You: "[Owner] sir, main [Name] hun [Company] se. Hum [City] ke manufacturers ko ERP dete hain — inventory, billing, GST automatic. Abhi stock tracking kaise ho rahi hai?"
[They say 'manually' or 'Tally']
You: "Hamare clients ko Tally se 3 problems thi: real-time stock nahi, GST mein 2-3 ghante, multiple users nahi. Ye aapke saath bhi hota hai?"
[Yes] → You: "Perfect. 20 min free demo schedule karte hain — is week ya agli week?"
[No/Not now] → You: "No problem sir. WhatsApp pe brochure bhejta hun. Number same hai?"
📞 Cold Call — CRM (Real Estate / Insurance)
You: "Namaste sir, [Owner] baat kar rahe hain?"You: "Main [Name] hun [Company] se. Aap [industry] mein hain — ek quick question: aapke agents ke leads currently kahan track ho rahe hain — WhatsApp pe ya koi system hai?"
[Usually: WhatsApp or Excel]
You: "Exactly sir — ye problem bahut common hai. Leads miss hoti hain, follow-up nahi hota, senior ko pata nahi chalta kaunsi lead kahan hai. Hamare CRM mein sab tracked hai — call log, WhatsApp history, automatic reminders. Kya 15 min mein demo dekhhna chahenge?"
📱 WhatsApp Templates
📱 WA Template 3 — After Demo Follow-Up
Namaste [Name] Sir,Kal ka demo hope acha laga 🙏
Jaise discuss kiya — hamare [Package] mein aapke liye ye sab included hai:
✅ [Feature 1]
✅ [Feature 2]
✅ [Feature 3]
Proposal aaj bhej raha hun. Koi bhi doubt ho toh call karein — main help karunga.
Aapka confirmation kab tak expect kar sakta hun Sir? 🙏
📱 WA Template 4 — Urgency (Before Month End)
Namaste [Name] Sir 🙏Ek important update share karna tha.
Is mahine 2 onboarding slots bache hain free setup ke saath. Next month se setup charge lagna shuru hoga.
Aapka demo ho chuka hai — kya is week confirm kar sakte hain? Main poora support karunga onboarding mein.
Ek call lagayein? 📞
📱 WA Template 5 — Referral Ask (To Happy Client)
Namaste [Client Name] Sir 🙏Hope software se kaam smooth chal raha hai!
Ek chiz poochhna tha — aapke business circle mein koi hai jo inventory ya billing ka issue face kar raha ho?
Agar aap introduce karein aur deal ho — aapko ₹2,000 cash ya subscription mein ₹3,000 ki extension denge. 😊
Koi naam aata hai dimag mein?
📧 Email Sequence
📧 Email FU1 — After Demo (Day 1)
Subject: Summary of Today's Demo + Your Personalised ProposalDear [Name] Sir/Ma'am,
Thank you for your time today. Quick summary:
• Your challenge: [Their specific pain they mentioned]
• Our solution: [Specific module]
• Expected outcome: [ROI they will get]
Proposal attached. I'll call you tomorrow at [time].
Warm regards, [Name] | [Company]
📧 Email FU2 — Day +3 (No Response)
Subject: Quick Follow-Up — [Company Name] + ERP SolutionDear [Name] Sir,
Hope you had a chance to review the proposal.
Quick share: [Client Name], a [similar business] in [city], implemented this in [month] and reported [specific result] within 60 days.
I'm available for a 10-minute call anytime this week to answer any questions.
Best, [Name]
📧 Email FU3 — Day +7 (Urgency)
Subject: Important: Slot & Pricing UpdateDear [Name] Sir,
We are finalising implementation slots for [month]. Currently 2 spots remaining with free onboarding included.
After [date], new clients will be scheduled for [next month] with a ₹3,000 additional setup fee.
To lock in current terms, please confirm today. Happy to answer any questions on a quick call.
Best, [Name]
Objections
Complete Objection Handling Guide
🧠 The Psychology of Objections
An objection is NOT a rejection. It is a REQUEST FOR MORE INFORMATION. Most objections are smokescreens for fear (fear of spending wrong, fear of change, fear of being judged). Your job is to find the real fear and address it directly.
'Abhi zaroorat nahi hai'
Real meaning: Not urgent enough / no pain felt
"Sir bilkul. Main sirf 2 minute mein batata hun kaise 3 manufacturers ne last month ₹40,000/year bachaya. Kya main WhatsApp pe details bhej sakta hun?"
'Tally se kaam chal raha hai'
Real meaning: Comfortable with status quo, switching cost fear
"Tally great hai sir billing ke liye — but kya aap real-time mein stock dekh sakte hain mobile pe? Multiple users ek saath? Hamare ERP mein ye sab hai. 10 min demo mein dikhata hun specifically."
'Bahut mahanga hoga'
Real meaning: Price-value gap not established yet
"Sir seedha poochhta hun — haare basic plan ₹8,000/year se start hote hain. Ek accountant ki ek month ki salary itni hoti hai. Ye pura saal chalega, 24/7. ROI calculate karte hain?"
'Sochna hai / Baad mein karenge'
Real meaning: No urgency, or a hidden objection
"Bilkul Sir. Ek cheez — kis cheez ke baare mein sochna hai? Main us specific doubt ka jawab abhi de sakta hun. Aur jab bhi ready hon — main yahan hoon."
'Staff trained nahi hai / nahi seekhega'
Real meaning: Implementation fear, change resistance
"Sir ye hamaari responsibility hai completely. Hum 3 free training sessions dete hain aapki team ke saath. Pehle mahine hum haath pakad ke chalate hain. Aur 1 saal ke liye support available hai."
'Pehle free trial do'
Real meaning: Risk aversion, wants commitment-free experience
"Sir 15-day free trial dete hain — aapka kuch nahi jaata. Chalte hain shuru? Main setup bhi kar deta hun aapke liye pehle din."
'Already ek software hai'
Real meaning: Loyalty / switching cost concern
"Kaunsa software Sir? [Listen] Samajh gaya. Hamare kai clients usi software se aaye hain — main specifically comparison chart dikhhata hun. 10 min hai?"
'Competitor ne sasta quote diya'
Real meaning: Testing you on price, wants validation
"Sir interesting. Kya wo same features include kar rahe hain — GST module, mobile app, multi-user? Main 30 minute mein feature-by-feature comparison chart bana ke bhejta hun."
'Owner abhi bahar hain / Busy hain'
Real meaning: Gatekeeper blocking access
"Koi baat nahi. Owner ka WhatsApp number le sakta hun? Ya aap unhe ek forward kar dena — main kal subah 10 baje call karunga. Unhe batana ERP implementation ke baare mein tha."
'Hamare nephew/bhai banate hain software'
Real meaning: Loyalty, relationship bias
"Bahut accha Sir! Family trust bahut important hai. Ek cheez — kya unke paas GST compliance module, cloud hosting, aur multi-user access ka experience hai? Main compare karne ko nahi bol raha — bas ensure karna chahta hun aapko best option mile."
'Abhi budget nahi hai'
Real meaning: Not convinced of ROI, or genuinely tight
"Sir main samajhta hun. Bataaiye — agar ye solution aapko ₹50,000/year bachaye, toh ₹15,000 ka investment make sense karta hai? Aur hum installment option bhi dete hain — 50% abhi, 50% go-live pe."
'3 mahine baad karenge / Next quarter'
Real meaning: No urgency, comfortable with status quo
"Sir bilkul. 3 mahine mein aap approx ₹[X] loss karenge current system se. Ek option — aaj lock karo current pricing mein, implementation 3 mahine baad karein. Rate same rahega. Kya ye kaam karega?"
🎭 Objection Roleplay Exercises
🎭 Exercise 1: "Price" Objection Drill (5 minutes)
Founder says: "Bahut mehanga hai yaar. 30% discount do."
Salesperson must: NOT discount → Find what they value → Offer value-add OR anchor with ROI.
Rule: Never offer discount before exploring value-adds (free months, extra training, extended support).
🎭 Exercise 2: "Sochna hai" Drill
After a full demo, founder says: "Bahut accha tha — sochte hain."
Salesperson must surface the REAL objection with one question: "Sir, kya main pooch sakta hun — specifically kis cheez ke baare mein sochna hai?"
Then handle whatever comes up — price, authority, timing, or competition.
SOPs
Trackers, Daily Report & SOPs
📋 Daily Reporting Template (Send to Founder by 7 PM)
📋 DAILY SALES REPORT — [Salesperson Name] — [Date]
📞 CALLS MADE: ___ (Target: ___)
💬 WhatsApp Messages: ___ (Target: ___)
🔗 LinkedIn Outreach: ___ (Target: ___)
📧 Emails Sent: ___ (Target: ___)
🤝 Demos Given: ___
📄 Proposals Sent: ___
✅ Follow-Ups Done: ___
💰 Deals Closed Today: ₹___
🔥 HOT LEADS (Follow up tomorrow):
1. [Name] — [Company] — [Next Action]2. [Name] — [Company] — [Next Action]
❓ BLOCKERS/HELP NEEDED:
[Any objections or situations you need founder's help with]💡 LEARNING OF THE DAY:
[One thing you learned today about selling]
📊 Lead Tracker Columns
| Column | What to Fill |
|---|---|
| Lead ID | L001, L002, L003... (auto serial) |
| Company Name | Full business name |
| Contact Person | Owner/decision maker name |
| Phone | WhatsApp number |
| Business email | |
| City | Location |
| Industry | Manufacturing / Restaurant / Clinic / Startup etc. |
| Source | Google Maps / LinkedIn / JustDial / Referral |
| Stage | L1 Suspect → L7 Closed Won |
| Last Contact Date | DD/MM/YYYY |
| Last Action Taken | Called / WhatsApp sent / Demo done |
| Next Action | What needs to happen next |
| Next Follow-Up Date | Specific date |
| Proposal Sent | Yes/No + Date |
| Expected Deal Value | ₹___ |
| Notes | Any important info from conversation |
🔄 Client Status Pipeline
| Status | Definition | Action Required |
|---|---|---|
| New Lead | Just added, no contact yet | Call/message within 24 hrs |
| Contacted | Called/WhatsApp — awaiting response | Follow up in 48 hrs if no response |
| Interested | Showed interest, agreed to demo | Schedule demo within 48 hrs |
| Demo Done | Product shown, feedback received | Send proposal within 24 hrs |
| Proposal Sent | Proposal in their inbox | Follow up D+1, D+3, D+7 |
| Negotiating | Discussing price/features/terms | Loop in founder if deal > ₹50K |
| Closed Won 🎉 | Advance received, agreement signed | Handover to delivery team |
| Closed Lost | Deal not converted — reason logged | Re-enter pipeline in 90 days |
| On Hold | Client said 'later' — specific date given | Calendar reminder set |
📋 Daily SOP — Sales Employee
Morning Routine (9:00 AM – 9:30 AM)
1
Review CRM
Read yesterday's notes — know your hot leads before the day starts
2
Respond to all replies
Check WhatsApp/email — respond to all leads within 30 minutes
3
Plan today's calls
Target 15–20 minimum — know who you're calling and why
4
Standup with founder
9:30 AM — 10 minutes. Yesterday, today, blockers, KPI check
Active Selling Block (9:30 AM – 1:00 PM)
5
Cold calls
10–12 calls minimum — use script, note every outcome in CRM
6
WhatsApp outreach
10–15 personalized messages — never copy-paste without name personalization
7
LinkedIn
5–10 connections + DMs — comment on their posts first for warm approach
8
Follow-ups
Follow all 'pending' leads from CRM — never let a lead go cold
Afternoon Block (2:00 PM – 5:00 PM)
9
Email outreach
5–10 cold emails with personalized subject lines
10
Proposal drafting
Proposals for yesterday's demos — send within 24 hours always
11
Lead research
Collect and qualify new leads for tomorrow's outreach
End of Day (5:00 PM – 6:00 PM)
12
Update CRM
Every interaction of the day logged — no exceptions
13
Set follow-up reminders
Next action + date for every open lead
14
Send daily report
WhatsApp report to founder by 7 PM — every single day
✅ Client Onboarding Checklist (Post-Deal)
| # | Action | Responsible | Timeline |
|---|---|---|---|
| 1 | Send welcome email + agreement copy | Salesperson | Same day as close |
| 2 | Collect 50% advance payment + receipt | Salesperson/Founder | Within 24 hrs |
| 3 | Introduce client to delivery/tech team | Founder | Day 1–2 |
| 4 | Requirement gathering document shared | Delivery team | Day 2–3 |
| 5 | Kick-off call with client + team | Founder + Delivery | Day 3–5 |
| 6 | First milestone checkpoint | Delivery team | Week 2 |
| 7 | UAT (User Acceptance Testing) | Client + Delivery | Week 3–4 |
| 8 | Training sessions for client team | Delivery team | Pre-launch |
| 9 | Go-live + handover | Delivery + Salesperson | Per timeline |
| 10 | Post-launch follow-up call (Day 30) | Salesperson | 30 days after go-live |
KPIs
Weekly KPI Targets & Monthly Scorecard
Weekly KPI Progression
| KPI Metric | Week 1 | Week 2 | Week 3 | Week 4 |
|---|---|---|---|---|
| Total calls made | 50 | 70 | 80 | 100 |
| WhatsApp messages | 50 | 60 | 70 | 80 |
| LinkedIn messages | 30 | 35 | 40 | 50 |
| Emails sent | 30 | 30 | 35 | 40 |
| New leads added | 100 | 60 | 50 | 40 |
| Discovery calls | 5 | 8 | 10 | 12 |
| Demos delivered | 3 | 5 | 6 | 8 |
| Proposals sent | 2 | 4 | 5 | 6 |
| Deals closed | 0 | 1 | 2 | 3 |
| Revenue generated | ₹0 | ₹15K+ | ₹30K+ | ₹50K+ |
Monthly Performance Scorecard
📞 Activity
Total calls made300
WhatsApp messages260
LinkedIn messages155
Emails sent135
📊 Pipeline
Total demos given22+
Proposals sent16+
Leads in L3+ stage50+
Pipeline value₹5L+
💰 Revenue
Deals closed5+
Revenue generated₹75,000+
Avg deal size₹15,000
Referrals collected8+
⭐ Quality
Avg lead response time< 1 hr
CRM updated daily30/30 days
Daily reports submitted30/30
Roleplay sessions done8+
Proposal Flow — End to End
📄 Standard Proposal Flow
- STEP 1: Discovery call → Note: Pain, Goal, Budget, Timeline, Decision maker
- STEP 2: Draft proposal within 24 hours of demo/call
- STEP 3: Founder reviews proposal before sending (for deals > ₹50K)
- STEP 4: Send via email + WhatsApp simultaneously
- STEP 5: Follow-up call within 24 hrs — "Proposal dekha? Koi question?"
- STEP 6: Address objections → Modify if needed
- STEP 7: Verbal agreement → Send agreement + payment link
- STEP 8: Payment received → Onboarding begins
Sales Dashboard — What Founder Tracks
| Section | What to Track | Update Frequency |
|---|---|---|
| Lead Pipeline | Total leads by stage (L1–L8), conversion rate | Daily |
| Activity Board | Calls, messages, emails — daily count | Daily |
| Revenue Tracker | Deals closed, advance received, pending | Per deal |
| Follow-Up Board | Who needs follow-up today/this week | Daily |
| Demo Calendar | Scheduled demos — who, when, which product | Daily |
| Monthly Target | Revenue target vs current month achievement | Weekly |