aiesec- icx sales training

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!

share!

don‘t agree !

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

• 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

Set up a meeting

Preparation

• With whom No.1- company

• With whom No.2– AIESEC• Clothes• Documents• Google it!• Questions

• Web pages• Available students• Flow of the meeting• Job description• Other possibilities of

cooperation• Contact information

- Ice-breaker, Introduction of @- Introduction of company - Project introduction- Process, follow up

Company Meeting

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

• 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

Introduction of company

Project introduction, benefits• Goals:

– Arouse their interest

• Tips:– Use benefits smartly– Use selling materials as a support– Use gained information

• 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

Process & follow up

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

Exchange

Partnership

….Enough with theory

Let‘s make it real !!!

GO!