Download - #2 sdp how sales in gip
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Webinar #2. Sales in GIP
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Hometask
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Daria, iGIP, LC Lviv
Great Job!!!
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Market research, iGIP, Lviv
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Sales
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What is sale?
• A sale is the act of selling a product or service in return for money or other compensation.
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Why sales in GIP
Growth By scale
MindsetBy culture
Profes-
sionalismBy processes
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Selling Techniques
Cold CallsConsultative
sellingDirect sales
Guaranteed sale
Needs-based selling
Persuasive selling
Hard Selling Heart Selling
Price based Selling
Relationship Selling
Target account
selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
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Main Selling Techniques in GIP
Cold Calls
Consultative selling
Direct salesGuaranteed
sale
Needs-based selling
Persuasive selling
Hard SellingHeart Selling
Price based Selling
Relation-ship
Selling
Target account
selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
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Business models
Sales
B2B B2C B2G G2B
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oGIP: B2C
• Business-To-Consumer (B2B). A transaction that occurs between a company that provides goods or services for consumers.
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oGIP: B2C
• Good understanding of a client
• Strong marketing
• Mid-term perspective
• Light persuading
• Satisfaction reason
• Non-direct sales (or?)
Cold Calls
Needs-based selling
Heart Selling
Relation-ship
Selling
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iGIP: B2B
• Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler
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iGIP: B2B
• Good understanding of a client
• Deep company profiling
• Long-term relationships
• No manipulation
• Economical reason
• Direct Sales
Cold Calls
Needs-based selling
Relation-ship
Selling
Solution Selling
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Warm and Cold
Contacts
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How to reach your TA ?
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TA
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Cold Sales
- first meeting
- no XP to work
together
- no expectation
- from pure list
Warm Sales
- not the first deal
- have expectations
- have areas to
develop
- likes you if still work
with you
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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!!!
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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
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Make focus on WARM SALES
• Alumni
• Old friends
• Old contacts, etc.
• REMEMBER! People buy from people
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Reach your TA
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Understand your focus product in GIP!
GIP
Teaching Marketing
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Marketing
National
Partnerships
India
Malaysia
Poland
Brazil
Sri Lanka
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Teaching
Colombia
China
Poland
Egypt
Turkey
National
Partnerships
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Hotel Business
Tunisia
India
Sri-Lanka
Morocco
National
Partnerships
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Management
Lithuania
Brazil
India
Egypt
National
Partnerships
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IT/Engineering
Germany
Colombia
Poland
The Netherlands
Taiwan
National
Partnerships
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Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumni
External
X Returnee
NGO partners
Mailers
University
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Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumni
External
X Returnee
NGO partners
Mailers
University
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Attraction for Salescold 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 popula-
rity growth Focus
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Attraction for Salescold 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
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Attraction for Salescold contacts|offline|universities
Non-partnership with Uni
• Direct promo among students
• Promo-tables
• Flashmobes
• Posters/flyers
• Presentations
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Attraction for Salescold 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
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Our FOCUS
Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumnus
External
X Returnee
NGO partners
Mailers
University
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Attraction for Saleswarm contacts|internal|LC members
LC members
• Internal events showcasing
• Discounts policy
• GIP culture and awareness
• PDP including
• Personal approach
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Attraction for Saleswarm contacts|internal|alumni
Alumni
• Personal approach
• Partnership TNs by mailers (mail-groups)
• Discount policy
• GIP showcasing in Social Media in Alumni groups
Focus
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Attraction for Saleswarm contacts|external|X returnee
X returnee
• Reflection and reinvention, inner journey
• Discount policy
• Last internship showcasing
• Discount policy
• Customer loyalty approach
Focus
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Attraction for Saleswarm contacts|external|NGO Partners
NGO partners
• Discount policy
• Partnership TNs
• Special projects
• Promo during external events organized by NGO
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Attraction for Saleswarm contacts|external|mailer
• Partnership TNs by mailers (mail-groups)
• GIP showcasing
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Attraction for Saleswarm contacts|external|universities
Partnership with Uni
• Co-delivery projects(e.g. Ustronianka)
Focusing on S&D
First meeting with University
Cooperation with hosting LC
Cooperation with University
Recruitment
Co-Delivery
Focus
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Sales Basis:
Call and Meeting
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Cold call
• Introduce yourself
• Give a reason of your call
• REMEMBER: Goal of cold call is to agree to meet
• Conclusion of the call
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oGIP Cold call
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iGIP Cold call
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Meeting in GIP
Individually
Needs discovering
Profiling
Appropriate Sale
Meeting Summary
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First meeting flow
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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!
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Personal Sales in GIP
Проговорити деталі
Продати продукт відповідно до потреб
Визначити, який з наших продуктівзадовольняє потреби клієнта
Визначити потреби клієнта
Дізнатися більше про людину
Налагодити особистий контакт
Шлях персональних продажів
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Close the Deal
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Close the deal: oGIP
1 day after: passing/rejection
3 days after:
Needed doc collection
2 days after:
Signing the contract
3 days after:
Ra in my@
1 day after: passing/rejection
12 days after:
Offline matching (3 TNs)
3 days after:
Needed doc collection
2 days after:
Signing the contract
3 days after:
Ra in my@
Standard scheme (10 days +100500)
orEffective offline matching (21 days)
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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
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Task
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Task till 17.04.2014