SELLHOW TO

WHAT ARE SALES?

Sales are transactions between two or more parties in

which the buyer receives products or services in

exchange for money or other products and services.

The selling process usually involves a seller that

understand the benefits and value proposition of the

product and a buyer who is interested in what they

have to offer. Sales require awareness, persuasion and

negotiation.

WHEN DO WE SELL

IN AIESEC?

• During Attraction

• During Consideration

• During Post-Experience

WHEN DO WE SELL IN

AIESEC?

During Attraction

• Stands

• Class Shouts

• Events

• Online Campaigns

• Social Media posts

• Banners and Posters

• Marketing Stunts

• Etc.

WHEN DO WE SELL IN

AIESEC?

During Consideration

• First Call

• Info Session

• Follow Up

• Post-Application Service

WHEN DO WE SELL IN

AIESEC?

During Post-Experience

• Follow Up

• Debrief

• Promoters Touchpoints

WHY DO WE NEED TO

KNOW HOW TO SELL?

Our exchange program is a means to an end. It’s a platform for leadership development in youth. Our

chosen way for achieving our purpose as organization.

But it’s also a product.

Because it has a price.

WHY DO WE NEED TO

KNOW HOW TO SELL?

Our members are the sellers and EPs are customers.

We need to understand our benefits and value

proposition to be able to offer youth our

opportunities and engage them in our cause.

We do this through selling.

WHY DO WE NEED TO

KNOW HOW TO SELL?

• To have more Sign Ups

• To have more Applicants

• To have more Approvals

• To have more Realizations

WHY DO WE NEED TO

KNOW HOW TO SELL?

• To be more known in our

university, city and country

• To be more relevant

• To have more impact

HOW SHOULD WE SELL?

• Sales Techniques

• Mind Triggers

• Breaking Excuses

SPIN SELLING

SPIN Selling is a Sales Technique based on a series of

questions made to the customer in order to better

understand their profile, needs, pains and objectives

so the seller is able to use the most proper Sales Pitch

to convince this specific customer that our Product is

what they need to achieve their goals.

SALES TECHNIQUES

SPIN SELLING

• SITUATION QUESTIONS

• PROBLEM QUESTIONS

• IMPLICATION QUESTIONS

• NEED PAY-OFF QUESTIONS

SALES TECHNIQUES

SITUATION

The objective of this phase is first to connect to the

customer and make them feel comfortable and then

to get to know them and their objectives.

• How did you meet AIESEC?

• What do you study?

• Why do want to go on an exchange?

• Have you ever traveled abroad?

• When would you like to travel?

• Etc.

SPIN SELLING

PROBLEM

Here the objective is to understand the problems the

customer is facing that make them need an exchange or the

obstacle that may make it harder for them to purchase it.

• What are the world issues that bother the most?

• What do you plan to do after graduation?

• What do you think is missing from your resumé?

• What’s stopping you from making an exchange?

• Etc.

SPIN SELLING

IMPLICATION

At this moment, the objective is to make the customer

understand on their own what will happen to them if

they do not take this opportunity.

• Have you already done something about this (world

issue, resumé, etc.)?

• What would happen if you don’t have this experience?

• What will do these holidays if you don’t go na exchange? What will you gain from it?

• Etc.

SPIN SELLING

NEED PAY-OFF

Finally, the objective is to make the customer see how

valuable is the Solution we are offering.

• What will happen to your career if you have this

experience?

• How changed do you think you’d come back na

experience like this?

• How spending your vacations at XXXX doing YYYY

sounds like to you?

• Etc.

SPIN SELLING

CLOSING THE DEAL

Here’s where your present to the customer the right

opportunity for their profile, that responds to their needs

and solve their pains.

• Explain the Product’s Value Proposition

• Explain the opportunity’s Job Description and benefits

• Explain the city’s and country’s benefits

• “How does that sound?”

SPIN SELLING

CLOSING THE DEAL

After you finally feel the customer is hooked, you can

explain what they need to do purchase the product.

• Explain selection process and deadlines

• Explain costs and payment methods

• Explain Preparation process, the 16 Standards

and the XPP Basics

• Align expectations for the country and project

• Apply on spot!

SPIN SELLING

SPIN SELLING

Alignments

• The SPIN Selling Flow is cyclic. You can alternate

between the questions of different phases and

suggest solutions for each pain/need separately

• If the customer is not fully convinced by the end,

make more questions, try to understand why and

what’s stopping them

• This method is a continuous and conversational

process. It’s nothing similar to a questionnary or an

interview. Make comments!

SALES TECHNIQUES

SPIN SELLING

Alignments

• SPIN Selling is just one of many Sales Technique

and it shouldn’t be your only strategy in Sales

• You still need to gain the customer’s trust during

the Pitch

• This process does not guarantee quality of

customer service. You need to train your

communication and presentation skills

SALES TECHNIQUES

MIND TRIGGERS

Mind triggers are specific sentences, words or

speeches that can have certain psychological effects

on the customer to make them more inclined to our

suggestion and solutions.

SALES TECHNIQUES

SHORTAGE

Sentences that give the customers the sensation the

product is not widely available, that it’s special and

unique, that is highly demanded by the market.

• The last tickets for the concert

• The only pieces of this brand in the store

• A jewelry with a rare stone

• Etc.

MIND TRIGGERS

SHORTAGE

IN AIESEC

• Few spots and only specific times available for infos

• Few spots on the opportunity

• “These spots are available for applicants from the whole world”• “This project receives a lot of applicants”• “Applying is a way to guarantee your spot”

MIND TRIGGERS

SHORTAGE

IN AIESEC

• Don’t give too many options. The more options the

harder for the customer to make a decision

• Do not present all 17 SDGs. Choose max. 5 your work

the most with and make them choose 2 priorities

• Do not present more than 3 options of projects. Two

opportunities is the ideal number.

MIND TRIGGERS

URGENCE

Sentences that give the customers the sensation the

product or the current offer will not be availble for too

much longer.

• Today is the last day!

• This offer expires in two days!

• This is your last chance

• Now or never

• Etc.

MIND TRIGGERS

URGENCE

IN AIESEC

• Always give deadlies to the customer and explain why

they are important

• “I can’t guarantee there will still be spots abialable for this

project in the end of the Month”• “If you take too long they will have to reject yo to make

the spot available to other applicants”• “Our offer is only until this Friday”

MIND TRIGGERS

AUTHORITY

Sentences that give the customers the sensation that

the seller is a specialist in the subject and knows what

theya re talking about. Build credibility. Transmit trust

and security.

MIND TRIGGERS

AUTHORITY

IN AIESEC

• Mention partnership with the UM, university, big

companies, etc.

• Mention we are the biggest youth organization

recognized by UNESCO

• Mention exchange data and numbers

• Understand deeply your LC2LC processes, projects and

facts about their cities and countries

• Mention other customers’ or your own experience

• Etc.

MIND TRIGGERS

SOCIAL PROOF

Sentences that make them customer feel like they are

going to be part of a very special and priviledged

group with they purchase the product. Create the

feeling of missing out (FOMO).

MIND TRIGGERS

SOCIAL PROOF

IN AIESEC

• Show Promoters testimonials, pictures and videos

• Mention famous people that have been aiesecers or EPs

• Mention how many people from their university and or

department have tarveled with AEISEC and what they

gained from it

• Etc.

MIND TRIGGERS

RECIPROCITY

Sentences that make the customer feel like they can

relate to you and your perspective on the porduct.

MIND TRIGGERS

RECIPROCITY

IN AIESEC

• “Yes, I also have felt like this about my career”• “This [world issue] also bothers me a lot, I can’t Believe we

still have to face this problem”• “When I did my exchange I learned so much about this

[somehting the customer mentioned]”• “That’s why I joined AIESEC/did an exchange, I had to do

somethign about this [customer’s pain that seller also

had]”

MIND TRIGGERS

BREAKING EXCUSES

Excuses are obstacles the customer creates not to purchase

the product. Many times they are not real problems or they

are problems that the customer just can’t see the solution yet,

in which case they need our support.

DISCLAIMER! Breaking excuses is not deceiving the customer

or persuading them to want something they don’t. It’s proposing real solutions to their problems so we can make the

porcess easier for them. When we do this, we are helping

them to have a better experience.

SALES TECHNIQUES

I DON’T HAVE MONEY• Understand the customer budget

• Sell cheaper projects and destinations

• Offer discounts for special conditions

(Ex: Approve in 4 days; Bring a friend)

• Put on paper all the expenses they may have

• Compare our price to other organizations’ prices

• Give examples of how they can get the money

(use other EP’s real examples)

BREAKING EXCUSES

MY PARENTS DON’T LET ME• Send a Marketing Email for the parentes

• Send the EP a booklet and ask them to show their parents

• Propose to make na Info Session with the parents

BREAKING EXCUSES

I CAN ONLY GO ON SUMMER

• The demand for summer is higher, what can make the

availability of spots more difficult

• The flight prices/living costs are much cheaper during low

season

• Our winter opportunites have a special offer and/or better

benefits

• Since less people travel during winter, you can have a much

more customizable experience

• We are not selecting applicants for Summer Projects yet

BREAKING EXCUSES

WHY SHOULD I PAY TO WORK?

You pay for the AIESEC services:• Access to unique projects you can’t easily find on your own

• Free/Cheap Accomodation

• Customer Support

• Standards

• Opportunity Benefits (meals, transportations, classes, etc.)

It’s not just a volunteering work. It’s leadership development Emphasize our value proposition (with practical examples).

BREAKING EXCUSES