Webinar #2. Sales in GIP
Hometask
Daria, iGIP, LC Lviv
Great Job!!!
Market research, iGIP, Lviv
Sales
What is sale?
• A sale is the act of selling a product or service in return for money or other compensation.
Why sales in GIP Growth
By culture
By scale
Mindset
Professionalism
By processes
Selling Techniques Cold Calls
Consultative selling
Direct sales
Guaranteed sale
Needsbased selling
Persuasive selling
Hard Selling
Heart Selling
Price based Selling
Relationship Selling
Target account selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
Main Selling Techniques in GIP Cold Calls
Consultative selling
Direct sales
Guaranteed sale
Needsbased selling
Persuasive selling
Hard Selling
Heart Selling
Price based Selling
Relationship Selling
Target account selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
Business models
Sales
B2B
B2C
B2G
G2B
oGIP: B2C • Business-To-Consumer (B2B). A transaction that occurs between a company that provides goods or services for consumers.
oGIP: B2C • Good understanding of a client • Strong marketing • Mid-term perspective • Light persuading Relation• Satisfaction reason ship Selling • Non-direct sales (or?) Cold Calls
Needsbased selling
Heart Selling
iGIP: B2B • Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler
iGIP: B2B • Good understanding of a client Solution Selling • Deep company profiling • Long-term relationships Needsbased • No manipulation selling • Economical reason Relation• Direct Sales ship Selling
Cold Calls
Warm and Cold Contacts
How to reach your TA ?
TA
Warm Sales
- not the first deal - have expectations - have areas to develop - likes you if still work with you
Cold Sales - first meeting - no XP to work together - no expectation - from pure list
Tips for cold sales • try find more information about your client • your proposition have to cover his needs • show his clear benefits (KPIs) and returns of investments • you need to have good endorsement or reputation (give your client a source, where he can get it) • be positive • More listen, less talking • You sale your personality first and only then your product!!!
Tips for warm sales • Ask feedback • Do everything on time • Don’t promise if you are not sure that you can do it • Listen!!! • Give presents, don’t be very strict • Talk like with a friend
Make focus on WARM SALES • Alumni • Old friends • Old contacts, etc. • REMEMBER! People buy from people
Reach your TA
Understand your focus product in GIP!
GIP Teaching
Marketing
Marketing India
Malaysia Poland Brazil Sri Lanka
National Partnerships
Teaching Colombia
China Poland Egypt Turkey
National Partnerships
Hotel Business Tunisia India Sri-Lanka Morocco
National Partnerships
Management Lithuania Brazil India Egypt
National Partnerships
IT/Engineering Germany Colombia Poland
The Netherlands Taiwan
National Partnerships
Reach your TA: oGIP Cold contacts
Online
Warm contacts
Offline
Internal
External
Social Networks
University
LC Members
X Returnee
Media-partners
External Events
Alumni
NGO partners
Mailers
University
Reach your TA: oGIP Cold contacts
Online
Warm contacts
Offline
Internal
External
Social Networks
University
LC Members
X Returnee
Media-partners
External Events
Alumni
NGO partners
Mailers
University
Attraction for Sales
cold contacts|online|social networks
LinkedIn: • JDs of partnership TNs • Personal messages to your TA with concrete propositions Facebook: • Short-JD TN-promo with link to Lin • Lot of subscribers • Interesting info for popularity growth
Focus
Attraction for Sales
cold contacts|online|media partners
Rabota.ua: • JDs of partnership TNs Specialized blogs, media-portals: • Focus on career topics • Approach people from LC to post there
Attraction for Sales
cold contacts|offline|universities
Non-partnership with Uni • Direct promo among students • Promo-tables • Flashmobes • Posters/flyers • Presentations
Attraction for Sales
cold contacts|offline|external events
Partnership with Event Organizers • Promo-table • Presentation during agenda • Discounts for best participants Non-partnership with Event Organizers • Personal approach and hide sales
Reach your TA: oGIP Our FOCUS Cold contacts
Online
Warm contacts
Offline
Internal
External
Social Networks
University
LC Members
X Returnee
Media-partners
External Events
Alumnus
NGO partners
Mailers
University
Attraction for Sales
warm contacts|internal|LC members
LC members • Internal events showcasing • Discounts policy • GIP culture and awareness • PDP including • Personal approach
Attraction for Sales
warm contacts|internal|alumni
Alumni • Personal approach • Partnership TNs by mailers (mail-groups) • Discount policy • GIP showcasing in Social Media in Alumni groups
Focus
Attraction for Sales
warm contacts|external|X returnee
X returnee • Reflection and reinvention, inner journey • Discount policy • Last internship showcasing • Discount policy • Customer loyalty approach
Focus
Attraction for Sales
warm contacts|external|NGO Partners
NGO partners • Discount policy • Partnership TNs • Special projects • Promo during external events organized by NGO
Attraction for Sales
warm contacts|external|mailer
• Partnership TNs by mailers (mail-groups) • GIP showcasing
Attraction for Sales
warm contacts|external|universities
Partnership with Uni • Co-delivery projects(e.g. Ustronianka) Co-Delivery Recruitment
Focusing on S&D
First meeting with University
Cooperation with hosting LC
Cooperation with University
Focus
Sales Basis: Call and Meeting
Cold call • Introduce yourself • Give a reason of your call • REMEMBER: Goal of cold call is to agree to meet • Conclusion of the call
oGIP Cold call
iGIP Cold call
Meeting in GIP
Meeting Summary Appropriate Profiling Sale Needs discovering Individually
First meeting flow
Meeting tips • Be on time • Make a compliment and start your meeting from something neutral (weather, office, etc.) • Be positive • Prepare your business card and give it in the beginning of the meeting • Introduce yourself and your organization properly • Always do a sum-up of the meeting!
Personal Sales in GIP Проговорити деталі Продати продукт відповідно до потреб Визначити, який з наших продуктів задовольняє потреби клієнта Визначити потреби клієнта Дізнатися більше про людину
Налагодити особистий контакт
Шлях персональних продажів
Close the Deal
Close the deal: oGIP Standard scheme (10 days +100500) 1 day after: passing/rejection
3 days after:
2 days after:
Needed doc collection
Signing the contract
3 days after: Ra in my@
or Effective offline matching (21 days) 1 day after: passing/rejection
12 days after:
3 days after:
2 days after:
Offline matching (3 TNs)
Needed doc collection
Signing the contract
3 days after: Ra in my@
Close the deal iGIP • Be sure that you covering expectations and needs • Be concrete • Don’t promise something you can’t realize • First honey, then money
Task
Task till 17.04.2014