SELLING Goals: • Gain practical skills in selling • Know how to communicate AIESEC • Get deeper knowledge about our products
Flow • Introduction • Our products • How to communicate? • Selling process • Simulation • Closing
My expectations
ask!
don‘t agree !
share!
Flow of selling • Finding suitable companies • Phone calls • Preparation • Meetings • After the meeting
Finding suitable company • Personal network • Umbrella organizations • Internet • Media • Job faires • Recommendations
Phone call • Goal: – Sell a traineeship Set up a meeting
• Tips: - Be prepared with dates when you can meet - Be prepared with your speech - Don‘t forget to leave your contact info - Use names of our partners/references - Smile & walk! - Don‘t talk about details
Preparation • With whom No.1- company
• Web pages
• With whom No.2– AIESEC
• Available students
• Clothes
• Flow of the meeting
• Documents
• Job description
• Google it!
• Other possibilities of
• Questions
cooperation • Contact information
Company Meeting - Ice-breaker, Introduction of @ - Introduction of company - Project introduction - Process, follow up
Icebreaker+Introduction of @ • Goals: - Create a friendly atmosphere - Introduction of the meeting - Co.representatives get to know basic info about @
• Tips: - Don‘t forget to ask if they know something about @ - Let them space to ask questions - Use the way of @ introduction according to AIESEC Identity, Brand Promise - Drinks
Introduction of company • Goals: • Find possible space for the trainee • Get to know relevant information about the company
• Tips: • • • • •
Ask open questions Make notes Active listening Be prepared with your qustions in advance Cooperate with your colleague
Project introduction, benefits • Goals: – Arouse their interest
• Tips: – Use benefits smartly – Use selling materials as a support – Use gained information
Process & follow up • Goals: • Clear understandance of X-process • Next steps are set up • New meeting set up to sign a contract
• Tips: • • • • •
Use contract and questionnaire for explanation Use concrete examples and numbers Be prepared for objections Persuade them! Define concrete steps after meeting
After the meeting • Goals: – Fulfill what you promised – Be remembered
• Tips: – Send all necessary documents – Send a thank-you email – Fill in our lovely CRM
To be able to sell the product, you have to sell the vision FIRST!!!
National
Partnership Exchange
….Enough with theory GO!
Let‘s make it real !!!