1. Sales Process One to One Career Consultations
Carrie Waley

2. IMPORTANT:
The process should be followed as it is laid out here and no step should be skipped. This will ensure that you are in control of the conversation throughout the consultation/s.
There is a form that follows this document and should be completed for each consultations.

3. Introduction (for the first time)
The text for your first conversation is as follows
“I am …. (Insert name)… a career consultant from Mandarin Consulting. (Scenario of how you received the student’s information i.e. you registered for our seminar last week). I believe we have arranged to have a career consultation now. Before we start, I need to understand a bit more about you. Can I firstly confirm your name etc.……”
*Examples (Scenario of how you received the student’s information)
From an existing candidate
From a friend/student
From an in-house seminar
From a seminar
From a career fair
From WeChat

4. Stage 1 - Know Your Clients
Information Collection:
The following information must be collected for each student.
Full Name
Contact Details for the following WeChat/Mobile Number/ Address
Bachelors Degree – Name and Major. Why was that chosen?
Masters Degree – Name and Major. Why was that chosen?
Date candidate arrived in the UK
Candidates Home Town in China
Candidates past internship experiences. How was the internship acquired?
What is the candidates Career Plan? Reasons.

5. Stage 2 - Emotive Questioning
The following should be discussed with the student to establish motives and candidates future long term plans:
What do you want from your future career?
When looking at the job market, what is important to you?
Describe to me what your dream job would look like/ is?
Describe to me what type of professional lifestyle you want and are looking for?
What are your parent’s aspirations for you, what do they want you to do/achieve?
*You must clarify at this point to ensure you understand the answers given in questions 1-5.
Example- “So as I understand it you are looking for…….”

6. Clarification questioning
 For me to understand you better, please explain the problems that you feel that you may have at the moment?
Have you applied for any posts?
How much progress did you make/ what has been your success so far with applications?
How much do you know about getting an internship or job in an international company?
Based on the concerns that you have explained to me what is your action plan to solve these problems?
*You must clarify at this point to ensure you understand the answers given in questions 6-10.
Example “Just to confirm you are concerned about….”

7. Stage 3 - Consultants’ explanation of the Solution
Start this part of the consultation with a clear statement.
“I believe that I can help you, let me tell you about how….” (Then go into the following discussion points and explanations)
 The following should be discussed as your advice to the candidate
Explain the job application process
Explain why Chinese students in the UK have difficulty passing interviews.
Explain the four types of interview questions
Motivational
Competency
Commercial Awareness
General Questions

8. Explain the Knowledge and skills required
Explain that knowledge and skills can lead to endless offers.
Show a comparison Table to differentiate UK and Chinese relevant to interview questions and answers.
What training each of member in your team members have been getting every day, every week and regularly?
Who have been the one giving such training?
How were they given?
Do you think these training are helpful?
What more do you think they should have to help them to sell effectively?

9. British Chinese Values Corporate structure Business functions
British
Chinese
Values
Democracy.
The rule of law.
Individual liberty.
Mutual respect for and tolerance of those with different faiths and beliefs and for those without faith.
Communism
Harmony
Benevolence
Righteousness
Courtesy
Wisdom
Honesty
Loyalty
Filial piety
Corporate structure
Matrix with multiple decision-takers
Top down - hierarchical
Business functions
Professionals in charge
Senior family/party members
Leadership
Motivational
Dictatorial
Team work
Collaborative
Structured
Work life balance
Critical
Unimportant
*Clarify the candidate has understood everything you have explained. Take your time. Check that they can understand what you have said - this is very important as assist in preventing future objections.

10. 4th Stage - Matching Product to Problem
This section gives you the opportunity to match the part of the product that will address the candidate’s problem.
I suggest that you choose the main 5 problems and match them - as explained below
For example: “From what you have explained to me the concerns you have are ….”

11. Unsure of the interview questions – We can help here as our coaches have the experience to help you to fully understand what questions you will have, why, and how best to answer them
Not sure about international companies – This will be fully explained to you during your personal coaching sessions
Do not fully understand the difference between East and West corporate culture – This is an area of concern for many Chinese students and our coaches are experts in being able to help you here.
Your English is lacking – This is about the best practise and our programmes will help you personally develop and improve your English
Your comprehension is lacking – We can identify the areas of weakness and strengths and help you build on these
You don’t understand what jobs you could do – You need personal 1-1 advice and help, our programme offers exactly what you need
Not sure how to apply to a job – This is the very reason we started business we are experts in assisting you in understanding the corporate international marketplace and what is expected from you.
Do not understand the research required – We can help and teach you how to understand how to do this.
Etc. etc….

12. Key Areas USP Knowledge Skills Four Types of Questions
Western Professional Coaches
Unlimited Interview Coaching
One to One attention

13. By the end of this section ensure that the student agrees that they have all these problems.
*If they don’t agree then clarify and make sure you fully understand before moving to the next stage
Ensure that you have addressed all their anxieties and concerns and then explain and say:
“Mandarin Consulting was founded to address these very problems, the programmes that we offer can help you in all of these areas”.
*Clarify the candidate has understood everything you have explained. Take your time. Check that they can understand what you have said - this is very important as assist in preventing future objections.

14. 5th Stage - Consultant to provide solution choosing the right package
This is the section where you discuss the merits of the package you have chosen for the candidate
“From what I understand after discussing everything with you, is that you need is a 50 hour programme that will support you in…. and guide you in …. And the coach will be able to advise and help you to understand….”
“This programme will provide you with the skills for ….” – return to Stage 4 (matching) if necessary here.
Discuss the number of hours you feel the candidate will need 32 or 50. Very few candidates will be able to secure a job with 15 session.
Discuss the price of your chosen package
*If you have conducted stages 2 and 3 correctly, you should not encounter objections at this stage. If you do go back to stage 2 and work through the process again.

15. 6th Stage - Briefing Parents
This section is the opportunity for you discuss the best way for the student to approach their parents.
Ask the student if they have thought about how they will approach their parents?
Offer advice on the best approach.
Suggest the warm leads first discuss with the parents what they learn from us first – Knowledge and skills
Ask the parents if they support him/her to learn such knowledge and skills
Do they want him/her to be an international business professional?

16. Let the parents know the quality of the coaches
Explain to the parents how applications to the large companies are done and hence Chinese students need to learn the relevant knowledge and skills
Explain how referrals do not help applicants to pass interviews
Explain to the parents the importance of finding a job that suits the person’s strengths and interest: successful people tend to be doing something they love
Explain to the parents the personal coach is like a wise and knowledgeable uncle or aunt to guide them through their transition from being a student to being a professional

17. 7th Stage - Close
This is the final section where you take payment and congratulate the student on becoming an MC candidate and on choosing a life changing programme.
*Keep this brief- DO NOT start reselling the package!
Keep this discussion brief
Give clear instructions on the next steps - Inform them that they will be invited/ or book a workshop and explain that they will be sent an introduction to the personal coach.
Take payment details and ask “How will you be paying, bank cards or bank transfer?”

18. Offer reassurance to any last-minute questions by saying
“Yes that’s right, your coach will be able to advise you in more detail”
“This is very exciting, yes your coach can answer all that for you. ….”
DO NOT go into detailed discussion about any aspect of the product.
Keep control of the conversation.
Finish the conversation on a positive note and use positive reinforcement.
For example “I am so pleased for you, how exciting it is that you are on your journey!”