Program Advisor - High ticket, Consultative Sales

About the Role

We are looking for a Program Advisor to join a premium, founder-led career transition program designed for experienced working professionals and senior executives.

This is a consultative, high-ticket, relationship-led sales role. You will engage with professionals at different stages of their decision journey, understand their career objectives, answer relevant questions, remove friction and help qualified prospects take the appropriate next step.

The role involves managing prospects across a structured journey:

Registration → Demo Start → Demo Completion → Expression of Interest → Discussion/Consultation → Enrollment

This is not a conventional telesales or volume-calling role. Success will be measured by the quality of conversations, ability to understand prospect intent, funnel progression and conversion.

Key Responsibilities

1. Prospect Engagement & Calling

• Engage with high-intent inbound and outbound prospects.
• Handle approximately 120+ call attempts per day, with an expected 40–50 meaningful connected conversations, while maintaining conversation quality.
• Respond promptly to high-intent prospects.
• Understand each prospect's career objective, intent and current stage in the journey.
• Build rapport and establish credibility with experienced professionals.
• Prioritize prospects based on intent, engagement and funnel stage.

2. Demo & Funnel Conversion

Engage with prospects who have:

• Registered but not started the demo
• Started but not completed the demo
• Completed the demo but not submitted an EOI
• Progressed further but not yet booked the next discussion

Your objective will be to progressively move qualified prospects through the funnel toward enrollment.

3. Consultative Candidate Engagement

• Understand the prospect before attempting to influence the next action.
• Guide prospects through the program journey and relevant next steps.
• Answer basic questions and remove friction.
• Identify career objectives and buying intent.
• Explain the relevance and value of the next step without using pressure tactics.
• Ensure a professional and consistent experience throughout the journey.

4. Objection Handling & Consultative Selling

Handle conversations around:

• Price
• Timing
• Relevance
• Career fit
• Decision-making
• Perceived ROI

You should be able to:

• Diagnose the underlying concern before responding.
• Communicate value clearly and credibly.
• Build trust rather than create artificial urgency.
• Avoid aggressive closing, manipulation and unnecessary discounting.
• Escalate complex or strategic questions when appropriate.

5. Follow-ups & Conversion

• Maintain structured follow-ups across different prospect stages.
• Re-engage prospects who have dropped off.
• Prioritize high-intent prospects while maintaining systematic follow-up.
• Drive progression toward demo completion, EOI submission and subsequent consultation/enrollment stages.
• Maintain accurate follow-up records.
• Ensure meaningful prospects are not lost because of delayed or incomplete follow-up.

6. CRM & Funnel Management

Maintain accurate CRM records covering:

• Lead status
• Conversation history
• Prospect intent
• Follow-up dates
• Demo status
• EOI status
• Consultation/discussion status
• Next action
• Conversion stage

You should be comfortable understanding your funnel, identifying drop-offs and taking action to improve progression.

What We're Looking For

• 2–4 years of direct B2C / consultative sales experience
• Experience selling high-ticket products/programs, ideally with a ticket size of ₹1 lakh+
• Experience with premium offerings such as executive education, professional education, career transformation, premium coaching or similar considered-purchase products
• Experience selling to working professionals aged 35+, ideally experienced professionals or senior executives
• Proven experience working against a defined annual sales target
• Ability to clearly articulate your annual target, actual achievement and achievement percentage for at least one complete financial year
• 100%+ target achievement is preferred
• Strong inbound and outbound sales experience
• Comfortable conducting structured conversations over Google Meet / Zoom
• Strong communication skills with a calm, articulate and confident style
• Ability to establish rapport without sounding scripted
• Strong objection-handling and consultative selling skills
• Disciplined approach to follow-ups
• Comfortable working with CRM and lead-management systems
• Comfortable working independently in a fast-moving environment
• Receptive to feedback and capable of implementing changes quickly

Ideal Background

Candidates from the following backgrounds may be particularly relevant:

• Executive education and B-school executive programs
• Premium EdTech
• Executive certifications
• Career transformation programs
• Executive / premium coaching
• Other high-ticket B2C businesses involving experienced professional buyers

Experience selling to students or freshers alone is less relevant, as the sales motion and buyer profile for this role are different.

What We Don't Want

This role may not be suitable if you:

• Primarily rely on urgency or pressure selling
• Use aggressive closing techniques
• Focus on call volume without caring about conversation quality
• Have only sold to entry-level students or freshers
• Have primarily sold low-ticket transactional products
• Depend on discounts or artificial urgency to close
• Are uncomfortable with structured follow-ups
• Are looking only for a conventional telecalling role
• Prefer highly prescriptive processes with limited ownership

What Success Looks Like

You will be successful if you can combine sales discipline with consultative judgement — engaging experienced professionals thoughtfully, understanding their intent, handling high-value objections, maintaining a disciplined funnel and consistently moving qualified prospects toward the right next step.

The expectation is not simply to make more calls. It is to create better conversations, stronger prospect engagement and measurable funnel progression.