Transcript
Selling skills
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Follow the training
• AIESEC product• Calls• Simulation
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AIESEC product
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Cylinder of sales
Business KnowledgeIndustry Knowledge
Company KnowledgeProduct KnowledgeSelling Knowledge
Attitude
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AIESEC product
Which is the product? What is the added value for our partners? What strategy we have selling it?
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The product
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Which are the main values for the AIESEC partners?
Top talentsTop talents Employers brandingEmployers branding Youth opinion Youth opinion Impact on society Impact on society
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Top talentsTop talents
InternationalInternational
Exchange
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LocalLocal
Conferences Projects
Employers brandingEmployers branding
Building strong brand among top talents
Positioning their brand in AIESEC network
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Youth opinionYouth opinion
Problem/case solving & Problem/case solving & new solutionsnew solutions
Surveys on relevant Surveys on relevant topic, product/servicetopic, product/service
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Impact on societyImpact on society
CSR – Corporate Social ResponsibilityCSR – Corporate Social Responsibility
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What strategy we have for What strategy we have for selling AIESEC?selling AIESEC?
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AIESEC core strategy
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Business logic
Superior qualitySuperior quality Superior functionalitySuperior functionality Develop a product and then Develop a product and then
create customer demandcreate customer demand Educate the marketEducate the market
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Calls
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Cold and warm calls
•Cold calls - contacting organization unfamiliar with AIESEC and asking for meeting to sell TN
•Warm calls – contacting the organization that is already familiar with AIESEC or you have been referred by individual/organization (e.g. re-raising TN)
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Goal of the call
With any type of the call, the only goal is - to get a physical
meeting with a relevant company representative
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Call structure
1. Introduction – make it short and highlight the info
2. Ask if the person can speak with you now3. Present the goal of your call (do NOT try to sell
the TN or project by the phone, book the meeting)
4. Book the meeting (give options or ask them is it better on the beginning of the week or in the end, question)
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Before the call
1. Prepare the list of companies, target according to your goals2. Research each company, key selling points3. When you make call for the first time, make a script and practice (e.g role play)4. Send introductory e-mail if appropriate5. Make a call in the convenient environment for yourself6. Make your mood
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How to get through the assistant?
•“Smart ass”•Self confident voice•I have been referred to…•Don’t spend much time talking with assistant – you need to speak with the person who actually makes the decision!
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Tips and tricks•DO NOT SELL AIESEC VIA PHONE•If the contact asking too much questions – insist on the meeting, it will take 30 minutes, and that visual materials are essential•If the refusal is tough – don’t give up, the company cant be sure that they don’t need your product unless they know it•Don’t say: “I don’t know”•Adjust your rate of speech•Be confident
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•Think of them as EQUALS, you are a part of international organization with 40.000 members•Don’t read the text, prepare to tell it in your own words•Create the mood!!!! (e.g dress up, put make up on, do things that put u in the mood)•There should be silence in the environment•Shouldn’t take NO personally (maybe the product is not that relevant for themselves, or don’t get the point)•Believe in what you are selling :)
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Tips and tricks
Simulation
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Questions?
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