sales training presentation
DESCRIPTION
TRANSCRIPT
Suit Up SS
Sales training
Agenda 1 Product knowledge2 Sales flow 3 Market research4 Cold calling 5 Sales meetings 6 Art of selling 7 How to follow up 8 Proposal knowledge9 Myaiesecnet training 10 CRM training
WHAT IS MY PRODUCT
Introduction to ICX
What is ICX about
BUSINESS DEVELOPMENT (BD)
Two Components
ACCOUNT DELIVERY (AD)
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Agenda 1 Product knowledge2 Sales flow 3 Market research4 Cold calling 5 Sales meetings 6 Art of selling 7 How to follow up 8 Proposal knowledge9 Myaiesecnet training 10 CRM training
WHAT IS MY PRODUCT
Introduction to ICX
What is ICX about
BUSINESS DEVELOPMENT (BD)
Two Components
ACCOUNT DELIVERY (AD)
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
WHAT IS MY PRODUCT
Introduction to ICX
What is ICX about
BUSINESS DEVELOPMENT (BD)
Two Components
ACCOUNT DELIVERY (AD)
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Introduction to ICX
What is ICX about
BUSINESS DEVELOPMENT (BD)
Two Components
ACCOUNT DELIVERY (AD)
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
What is ICX about
BUSINESS DEVELOPMENT (BD)
Two Components
ACCOUNT DELIVERY (AD)
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BUSINESS DEVELOPMENT Aims to develop and implement growth opportunitiesIdentifies new business opportunities
New markets partnerships with other businesses new ways of tapping into existing marketsExploits these opportunities
3 overlapping layers of business developmentSales strategic planning partnership initiation and management
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BD and ICX
Business to consumer sales Business to business consultative sales
ldquoSO WE DO SALESrdquohellipNot really
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Name of the game B2B Consultative Sales
Consulting platform HR talent acquisition focused on international talentSelling AIESEC Product and Services
Adding the resulting values to clients
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ACCOUNT DELIVERYMaintaining the relationship with the accounts signed by BDProvide the account with promised services and supportBuilding stronger relationship with existing accounts by upselling AD within ICX More technical
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ContractContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
AD OBJECTIVE Deliver the contract
demand
BD OBJECTIVE Get businesses to sign contract
BD AD CONTRACT
The ICX Process
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX and LOVE
ContactFollow
Up Lead
Meeting
Sourcing amp
Matching
Logistic amp Administrativ
e
Reception amp
Support
BD AD CONTRACT
Spitting game
Hey shawty wats yo numbah
Flirting Stage
First date
Actual relationship
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX amp AIESEC| Exchange Process
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX amp AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
What is my product
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
A Global Internship Programme (GIP) experience is an opportunity for a young person to develop entrepreneurial and responsible leadership by living a cross-cultural professional development experience
How do we run this programmeWe provide an internship in a host organisation through which a young person contributes to the goals of the organisation completes a job description requiring special expertise or skills and receives supervision and evaluation on his or her professional development
What can a young person gain through this programmeWith this programme a young person gains access to AIESECrsquos value-based platform and he or she experiencesA professional development experienceA cross-cultural living and working experience
GIP participants can have different types of internship experiences as long as their role and supervision clearly contribute to their professional development
What can an organisation gain through this programmeGIP hosts are organisations that support AIESECrsquos values and want to enhance their organisation through involving global top talent improving their processes or growing their organisational goals With them we co-create opportunities for young people to work learn and contribute to the organisationrsquos goals
How will this be measured on the systemA GIP internship is counted as soon as an EP is realized to a GIP internship which should be on their first day at work An individual is counted as a GIP participant as soon as his or her GIP form has been raised
Duration of a GIP experience 6-78 weeks
Global Internship Programme
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
WHY GIP ICX +ER
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
iGIP means youth interacting with business and learning
We partner with young companies that need skilled HR
training our members to be great sellers packaging productsProvides the members the
experience to get in touch with big companies
I honestly dont know how to answer this question It offers a cross-cultural experience with the support that XPP requires but I really dont know if this is developing leadership or not
Providing organizations with fresh and unique talent Therefore driving the economy of the country
How does iGIP+ER develop leadership
Eps help our TN taker to improve their result and be more competitive
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
We are the youth leadership provider of the world
Really
Yes Through us young people can learn how to lead by living international internships that prepare them to solve the greatest needs and issues facing society
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES FLOWstep by step
ANALYSES
BEFORESALES SALES AFTER
SALES
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES FLOWstep by step
ANALYSES
1 SEGMENTATIONbull Evaluation of local marketbull Recognition of groupsbull CRM
2 TARGETINGbull Analyses of groups and local needsbull Define focusbull Define products
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
1 RESEARCH ndash you need to know
bull Size of the companybull Values and missionbull Main partnersbull Main activities
AT LEAST
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
Where am I going to look for these
informations
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
2 THE APPROACHbull Telefone callbull Network eventsbull Visits bull E-mail
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Remember that the objective of the PHONE CALL is to schedule a meeting
BEFORE
SALESSALES FLOW
step by step
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
TN taker flow
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Finding your prospects
Lead Generation amp Market Research
ICX | Team Member Development
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX | Lead Generation Strategy amp Research
What is lead generation Creation or generation of prospective consumer interest
or inquiry into a businessrsquo products or services
Generate
Contacts
Call Follow Up
Meeting
BD Process
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX | Types of Leads
Cold Leads
Warm Leads
Common Network
Knows you directly
Knows AIESEC
Completely Random
ZERO AIESEC Knowledge
Warm Leads vs Cold Leads
Higher Succe
ss Rate
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX | Targeting
Market Segmentation amp Targeting1 IT2 Engineering3 Marketing4 Business administration
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
To have Global Talents product means to know
Market Segment
What industry are you focused on and what are their needs
Company Need
What are the specific needs of prospective customers
JD
What roles could AIESECers fill to meet those needs
EP RequirementsSupply
What backgrounds must EPs have to fulfill those JDs
Where are those EPs in the network
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Product segmentation - Main Industries in Costa Rica
Marketi
ng Pharmacy
and medical equipments
Service sector
Transportation and
logistics
Food and beverages
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Marketing Global Internship ProgramSample JD 1 Market Research amp EvaluationAIESEC Turkeybull The intern will introduce the company to overseas countries by doing effective marketingstudiesbull The intern is expected to make foreign market research and find optimum markets to make sellbull The intern will make outsourcing studies and prepare a substructure to work with the foreigncompaniesbull The intern will get in touch with foreign country companies daily and provide information flow
Sample JD 2 Product Planning Development amp ControlAIESEC Germanybull Support at professional product introductions in Europebull Supervision of products in the different stages of the product life cyclebull Quantitative and qualitative market research and competitor analysisbull Drafting of international product- and marketing conceptsbull Organisation of events product demonstrations customer surveysbull Cooperation in the daily business of the Product management
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Sample JD 3 Retail + Sales MarketingAIESEC Lithuaniabull Make a list of retail chains selling ldquoconsumer electronicsrdquo productsbull Make a list of wholesale companies selling ldquoconsumer electronicsrdquo productsbull For every company make a contact database ndash a person responsible for the purchases of ldquobrowngoodsrdquo email phone number etcbull Divide retailers and wholesalers by the number of stores market share size of the companybull Contact adequate people present MVS company preliminary arrange a meeting with therepresentative of the company
Sample JD 4 Customer Relationship ManagementAIESEC Philippinesbull Responsible for End to End Sales Management Processbull Increase the Companys profit from the existing base of Current Clientsbull Responsible for client communications conflict resolution and compliance on client deliverablesand revenuebull Maintain a Weekly Sales Reporting or Revenue Forecast with the CEObull Ensure that all processes and procedures are completed quality standards are met and thatprojects are profitablebull Involve or liaise with recruitment location payroll purchasing legalparalegal IT HR for anymattersrequests from clients
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
IT
BPOrsquos Networking
Telecommunications
IT solutions
Service applications
Desktop applications
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Telecommunications
Web Services
Web Apps
Mobile Apps
Games
User AppsWeb Hosting
IT
Networking
Server Apps
Desktop Apps
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Telecommunications
An organization that provides voice or data transmission servicesA company that specializes in making carrier-class hardware and software such as Alcatel Lucent Nortel Networks etc
Telecommunications
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Web AppServicesA company that provides software running on the application level of the Internet
[web app] Create applications that run in our web browsers (Chrome Opera Safari etc)[web service] Provide resources to other applications ( search computations etc)
Examples TCS ndash myaiesecnetGoogle ndash Google apps (mail calendar etc)ldquoLog in with FB accountrdquo
Web Apps
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Web HostingCloud
Web hosts are companies that provide space on a physical or virtual server owned or leased for use by clientsMainly big and some times medium size companies
ExamplesAmazon ndash AWS cloudSite5 - Hosting productsTCL ndash hosting of myaiesecnet
Web Hosting
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Embedded Applications
A company that focuses on implementation of embedded software
ExampleApps running on a carApps running in a production line
Embedded apps
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Mobile Applications
A company that is focusing on the creation of apps running on smart phonesMainly start ups
ExamplesGoogle maps mobileFacebook mobile apps
Mobile Apps
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
GamesGames
bull A company that is developing graphically demanding computer games
Examplesbull EA games ndash FIFA bull Nintendo ndash super mariobull Rockstar ndash GTA San Andreas
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Mobile GamesGames
bull A company that is developing games designed for smart phones
bull Lower graphic demands
Examplesbull Rovio ndash Angry Birds
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Friends amp Family
bull Parentsbull Relativesbull Family Friendsbull Siblings etc
University Relations
bull AIESEC amp University Alumni
bull Professorsbull Career Centerbull Career Fairbull Academic
Advisors
Local Area
bull Networking Events
bull Chamber of CommerceUmbrella Organization
ICX | Warm Leads
Warm Leads Sources
Use these peopleentities to help you get your foot in the door at companies that might be potential leads and opportunities
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ICX | Social Networking Sources
Utilize local and national job search directories
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Lead generation and Phone
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Part 1 Warm contacts
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Part 2 Cold contacts
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Warm vs cold contactsCold calling ratio
7 calls = 1 visit
10 visits = 1 TN
Example re-raising account managementhellip
Cold CallingUnfamiliar with AIESECFirst contactGenerate leads in sales pipeline
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Warm vs cold contact
Warm calling ratio
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a higher rate of success
Warm callingAlready familiar with AIESECReferred to by someone or by another organisation known by the recipient of the call
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The purpose of the callGet a physical meeting
Not to Explain AIESECSell your productsAsk for sponsorship
NEVER SELL THROUGH THE PHONE
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Dealing with rejection
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Difficult Gatekeeper ndash ldquoboss is too busyrdquo
I understand that MrMs hellip is busy Could you please tell me when would be a suitable time to speak to himher
No problem I will call back tomorrow and meanwhile I will send him an email Could you please give me hisher email address
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The contact person asks too many questions asks for email
I understand completely However as the program that I would like to present is very complex i think it would be better to schedule a meeting When is MrMs hellip available so I can have a few minutes to talk with himher
What I would like to propose is your companyrsquos participation in our program In order to customize it to your needs I propose to have a meeting
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Reaction for tough refusalI am sure that our program is absolutely unique
How can you be sure that you do not need our services before even listening to what we have to offer
I completely understand That is most often the reaction I encounter However when people listen to the details of our program they usually change their minds
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Correspondent has bad experience with AIESEC
Really Than I think it is even more important to schedule a meeting Could you please tell me why you had a bad experience with our organization
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
We already have our own internship program
Wonderful I think that it might be interesting to make an appointment and see if we can find a plug in with our serviece
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Key Success FactorsRemember that you have the right to speak to these people and that you can offer them customized solution
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Factors to succes Love what you are selling Be passionate and show this
Be natural and show a genuine interest in people
Prepare the call ndash know what to say and what your value is to the organization
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Tips and tricksAlways have a pen and paper with you while calling Also mark 3 days and times in your agenda that you can propose
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Stand up while calling your voice will sound more clear
Smile
Ask questions where they have to say yes
Never give too much information
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Part 3 lead generation
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Getting Warm Contacts How
Through other members of the LCLinkedInAlumniNewspapersMyAIESECnetEtc
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
httpwwwyoutubecomwatchv=sW-PHukzdgM
Video
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
What were the learning points from the video
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
How to do cold calling
httpwwwyoutubecomwatchv=qhmZSHOCOCw
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The information is not that important but what more important part is that you have that one idea - Sell your idea Companies donrsquot want to listen of what you read in a newspaper or magazine this morning
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
How to close the deal
httpwwwyoutubecomwatchv=izOIOvguncU
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
bull Buying question - what is the firm minimum bull What is you 800 bull You need to blew that bull How Knowing your product bull Be aggressive bull Learn how to push bull Talk to him and ask him questions bull If you are drowing and throw you a life jacket would you grab it and the
answer is yesbull If you dont learn how to close you cannot sell anythingbull Somebody who says that there is money problem is lying to youbull A sale is made on every call that you make bull Either you sell the company your product or he sells it to you by saying no
- bull The only question is whose gonna close you or him
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Example
httpwwwyoutubecomwatchv=4zakyg3thfY
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
You have to be closing all the time
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Art of selling - httpwwwyoutubecomw
atchv=zCf46yHIzSo
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Calling script httpwwwyoutubecomwatchv=jlVBwasfc78
1 Who are you
2 Why are you calling
3 Whatrsquos in it for me
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Calling script Hello How are you I hope you are having a good day may I speak to MrMs __________ Hello MrMs _________ my name is ____________and Irsquom calling from AIESEC (LC) on the University of __________ campus Have I caught you at abad time
NO]Are you familiar with AIESEC
NO]Well AIESEC is the worldrsquos largest student-run organizations with 65 years of experience in developing companies through globally minded leaders I know that your companyhelliphelliphelliphelliphelliphelliphelliphellip
I am calling because we have developed number of companies by giving them access to a global talent pool of students and graduates through our internship programmes
Could I ask you a few questions to see if therersquos any chance we could help your company as well I would like the opportunity to meet with you in person to discuss what opportunities AIESEC can offer to your company When would you be available next week
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
[Sure when]I am available on ___ (day) _____ or ____ (day) _____ next week Are mornings or afternoons betterfor youGreat thanks _(insert name)_ I look forward to seeing you on _(datetime)_ Have a good dayIf lsquoNOrsquo When would be a good time to call you back
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
If the contact is unavailable1048707 Donrsquot leave a message unless you know the contact well YOU should always phone back Askwhen a good time to call back is If they ask who is calling give them your name etc but offer to call back as you may be difficult to get a hold of1048707 Assistants are important people Be sure to treat them with the same respect you would treat the CEO1048707 If you leave your name and phone number take the name of the assistant for future reference(ie ldquoI spoke to Mike your assistant who mentionedhelliprdquo)
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Always remember1048707 Understand the script enough that you donrsquot need to read it word for word You should be able to adapt it to the conversation1048707 Be concise with the contact Prepare what you are going to say and possible ways that the callmay go These people are BUSY1048707 Be prepared for any scenario Some people will reject AIESEC be able to answer their questionsHONESTLY1048707 DO NOT try to sell the program over the phone try to book the meeting If they have questionstell them that a meeting would answer all of this much more clearly and will only take 15-30 mins1048707 Donrsquot talk too fast Let the contact ask questions and participate1048707 Make sure you have possible dates for meetings and your daytimer is in front of you1048707 Donrsquot raise your voice or argue Listen politely and take your time answering questions KnowAIESECrsquos competitive advantage and how it addresses theses objections Donrsquot take itpersonally1048707 Finish the converstation by confirming the date and time of the meeting follow-up next steps or any other action It is both professional and an easy closer
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Sales meeting
httpwwwyoutubecomwatchv=oTFU9c9MrkE
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
1 Present yourserlf (name and role)2 Be objective and polite3 Concentre yourself4 Write important things
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
BEFORE
SALESSALES FLOW
step by step
1 Donrsquot say that you are ldquonew memberrdquo
2 Donrsquot say internal acronyms3 Take care with your anxiety
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES SALES FLOWstep by step
1 PREPARING AND PLANNINGbull Call to the company one day
before the meeting in order to confirm itbull Live the meeting mentally
-Identify the possible needs and doubts- Make sure you know all the extra informations about legislation good cases
bull Donrsquot forget to check sales material digital presentation and business card
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES SALES FLOWstep by step
Key things for the
first meetingKnow-how of the product
Dominate the
situation
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
In the meeting
Be positive and assertiveDonrsquot be late Arrive 10 minutes earlier
SALES SALES FLOWstep by step
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES SALES FLOWstep by step
ALWAYS
Keep calm
Eyes contact
Listen
Observe and
interpret
Say the essentia
l
Understand
Call by name
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
SALES SALES FLOWstep by step
NEVER
Speak something you donrsquot know Cross
your arms
Speak too loud
Look your clock
Say the essenti
al
Criticize
Disagree
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Closing the meeting
SALES SALES FLOWstep by step
Present the proposalPresent the pricingTalk about timelineTalk about documentsNegotiate
NEVER I SAID NEVER get out without set next steps
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Define a clear deadline for answersABC = ALWAYS BE CLOSING
SALES FLOWstep by step
AFTER SALES
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The MeetingUp-front contracts
1 Thanks for inviting me in2 Confirm time
bull If you run late ask permission to keep going3 Agenda (Yours and theirs)4 Outcome (Yes No Next Steps)
bull Tell them it is OK to say NO5 Biggest fear (optional)
bull Get your biggest weaknessconcern out of the way right off the bat
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Meeting Structure1 Up-front contract2 Probe for opportunity
bull Ask them questions about their businessbull Find their pain
3 Present the AIESEC solution4 Let them ask questions
bull Dialogue is a good thing5 Make the ask6 Request an introductionreferral7 Confirm next steps
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Probing QuestionsThe Information Funnel ndash Probe Deeper
Can you tell me morehellipCould you give me an exampleHow long have you been dealing with thatWhat have you tried to fix the situationWhy do you suppose that didnrsquot workWhat has it cost you so farAre you close to giving up How do you feel about that
Source Sandler Sales Institute
Problem
Reason
Consequence
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Tips amp Tricks
Good questions to askBeginning of the Meeting
Has your organization taken interns in the past If so how was the experience
End of the meetingWhat timeline would you foresee moving forwardWhen would be best to follow up with you and how would you like me to follow up
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Asking for ReferralsAt the end of every meeting (if it went well or the contact is a supporter of AIESEC) ask
ldquoDo you know of anyone who would be a good fit for the program which I should be in touch withrdquo
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The Win-Win
Concept
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
ALWAYS REMEMBER
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The 4 steps to Differentiation
Make sense in context
Find the Differentiat
ing Idea
Communicate your
DifferenceHave
Credentials
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Get all the information
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Choose the right place for the meeting
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Be prepared with the proposal
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Be prepared with the proposal
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Know what is your bottom line
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
What is your ideal win-win situation
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The Right waybull Customer Focus and Concern
bull Loyalty to the Needs of the Customer bull Accepting and Learning from Rejection bull Understanding the Value of Selling bull Believing in yourself your products and your services
bull Keeping Outgoing Personality Under Control
bull Enthusiasm
bull Being a Constant Student
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
In a NutshellPlan
Prepare amp
Rehearse
Propose
BargainAgree
Review
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Now you do it
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The simulation
Group 1 Sell a painting to a blind man Group 2 Sell a fridge to an eskimoGroup 3 Sell meat to a vegetarian
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Happy Selling
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
But before you go forth remember
Suit up Greet them wellGive your business card Sit and behave appropriatelyBE PROFESSIONAL
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Follow up amp Closing The Deal
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Session FlowThe Follow up
After the MeetingGroup Activity
Closing the DealhellipFinal Meeting
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The Follow Up
Sohellipyoursquove had your meetinghellipnow what
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
The Follow UpWhat would you do after the meeting
A Wait until the next meeting (if scheduled)B Send additional informationC Send the output of the meetingD Both B amp C
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Correct Answer
The Answer is D
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
After the MeetingWhat are action steps you should take after the meeting
Update the CRMWrite the output of the meeting as soon as possible and send it to the potential client(Never more than 24 hrs)Include any action steps that were discussed in your output
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Did you promise additional information
If so always remember to send the info within the agreed upon timing Examples can include
CVrsquosProduct portfolioDatabase StatisticsPartners working with usTestimonialsEtchellip
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Remember
Always Under Promise and Over-Deliver
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Follow Up EmailYoursquove just finished your meeting with ldquoMichaelrdquo from ADF Technologies (you were introduced by ldquoDanirdquo) it was a good meeting and the firm is looking for CRM developers
Their main need is in developers that know SaaS CRM Business Intelligence (BI) solutions Specific focus on Microsoft BIYou promised to send example CVrsquosThe Product Portfolio
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Split into groups of two
Then breakdown what would be a good follow up email (what does it include)
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
So whatrsquos present in a good follow up
A Thank You for the meeting a soft sentence to beginWell StructuredIncludes all previously promised informationBroken up Paragraphs (paragraphs should be limited to about 3-4 lines)
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Dear Jean-Pierre Dani
It was a pleasure meeting with you both today and thank you to Dani for introducing me
A brief output from the meeting
Currently your main need is in IT candidates with experience and knowledge of SaaS CRM and Business Intelligence solutions including but not limited to Microsoft Business Intelligence products
The exact specifications of which will be sent later today or early next week by Liese then I will begin looking into the database and will get back to you with some example profiles in 3 to 4 days of getting the specifications
If there is anything else you might like to add please dont hesitate to call or email me
I look forward to working together to potentially helping BusinessampDecision source some talented graduates
Best Regards
Rafael
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Closing the DealhellipFinal Meeting
Come prepared to the meetingBring a contract with youBe ConfidentKnow the process You must be able to tell them everything from beginning to endSet deadlines if the contract isnrsquot signed there
ldquoDo you think you could tell me by next week Wednesday your managerrsquos decisionrdquo
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Q amp A
Thank you
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Myaiesecnet training
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
CRM training
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Video
httpwwwyoutubecomwatchv=JfIKzReNDF4
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Backward planning
Re goal Ma goal
Ra goal
Sales meetin
g Sales calls
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Monthly KPIrsquos17th ndash 23rd
February
Ra Sales
meetings
Sales calls
24th ndash 2nd
February
RaSales
meetings
Sales calls
3rd ndash 9th March Ra
Sales meetin
gs Sales calls
10th ndash 16th
MarchRa
Sales meetin
gs Sales calls
17th ndash 23rd
March Ra
Sales meetin
gs Sales calls
24th ndash 30th
March Ra
Sales meetin
gs Sales calls
7 calls = 1 visit10 visit = 1 Raised TN
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
Rewards and Recognition
1 MemberTLVP with maximum sales meetings till 30 th March will be
awarded with some goodies from MC and free dinner in Indian
restaurant
2 MemberTLVP with more than 4 raises will get a an AIESEC India T-
shirt or IC Russia T-shirt + free dinner in Indian
restaurant
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
End video
httpwwwyoutubecomwatchv=nIp5Tfkgwf4
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-
CONGRATULATIONS YOUrsquoVE NOW GRADUATED
IN SALES
- Suit Up
- Agenda
- WHAT IS MY PRODUCT
- Introduction to ICX
- What is ICX about
- BUSINESS DEVELOPMENT
- BD and ICX
- Name of the game B2B Consultative Sales
- ACCOUNT DELIVERY
- Slide 10
- ICX and
- Slide 12
- Slide 13
- Slide 14
- Slide 15
- Slide 16
- Slide 17
- Slide 18
- SALES FLOW step by step
- Slide 20
- Slide 21
- Slide 22
- Slide 23
- Slide 24
- Slide 25
- Slide 26
- Lead Generation amp Market Research
- Slide 28
- Slide 29
- Slide 30
- To have Global Talents product means to know
- Slide 32
- Slide 33
- Slide 34
- Slide 35
- Slide 36
- Telecommunications
- Web AppServices
- Web HostingCloud
- Embedded Applications
- Mobile Applications
- Games
- Mobile Games
- Slide 44
- Slide 45
- Lead generation and Phone
- Part 1 Warm contacts
- Part 2 Cold contacts
- Warm vs cold contacts
- Warm vs cold contact
- The purpose of the call
- Dealing with rejection
- Slide 53
- Slide 54
- Slide 55
- Slide 56
- Slide 57
- Slide 58
- Key Success Factors
- Slide 60
- Tips and tricks
- Slide 62
- Part 3 lead generation
- Getting Warm Contacts
- Slide 65
- Slide 66
- How to do cold calling
- Slide 68
- Slide 69
- Slide 70
- Slide 71
- Slide 72
- Art of selling - httpwwwyoutubecomwatchv=zCf46yHI
- Slide 74
- Calling script
- Calling script
- Slide 77
- Slide 78
- Always remember
- Sales meeting
- Slide 81
- Slide 82
- Slide 83
- Slide 84
- Slide 85
- Slide 86
- Slide 87
- Slide 88
- Slide 89
- Slide 90
- The Meeting
- Meeting Structure
- Probing Questions
- Tips amp Tricks
- Asking for Referrals
- The Win-Win Concept
- ALWAYS REMEMBER
- The 4 steps to Differentiation
- Get all the information
- Choose the right place for the meeting
- Be prepared with the proposal
- Be prepared with the proposal (2)
- Know what is your bottom line
- What is your ideal win-win situation
- The Right way
- In a Nutshell
- Now you do it
- Slide 108
- Slide 109
- But before you go forth remember
- Follow up amp Closing The Deal
- Session Flow
- The Follow Up
- The Follow Up (2)
- Correct Answer
- After the Meeting
- Did you promise additional information
- Remember
- Follow Up Email
- Slide 120
- So whatrsquos present in a good follow up
- Slide 122
- Closing the DealhellipFinal Meeting
- Q amp A
- Myaiesecnet training
- CRM training
- Slide 127
- Backward planning
- Monthly KPIrsquos
- Rewards and Recognition
- End video
- Slide 132
- CONGRATULATIONS YOUrsquoVE NOW GRADUATED IN SALES
-