raising training

RaisingRAISINGRAISING

What is What is sales?sales?

Listen to what the client says Discover what the client needs Offer if you have what the client wants

Market Research Cold calls and appointments Meeting preparation Presentation about your company Work on objections End of Sales and Signing MOU.

ApproachApproach

Basic Benefits of your product , E.g. Workshop. Benefits of NGO/School

Content Information about AIESEC Information about NGO/School Information about Competitors

PreparationPreparation

Where to find: Friends Networking Websites, different rankings, Yellow pages.

About About NGO/SchoolNGO/School

Contact person. Position in the market. Do they already work in the direction you need? Client History, if any with AIESEC previously.

What details about the What details about the NGO/School?NGO/School?

Contact establishment. Presentation about AIESEC. Needs identification. Proposal. Work on objections. End of Sales and Signing MOU.

Structure of the Structure of the meetingmeeting

Research. Key selling points Identify what advantage the buyer gets from our product and highlight them. Working on objections.

Preparation for the Preparation for the meetingmeeting

Prepare in advance (for clear explanation) Tell more about Leadership and active youth. Keep it short and crisp.

Presentation about Presentation about AIESECAIESEC

You need to discuss your thoughts with the opponent – do not give them as the last variant

To talk only about benefits they get – do not give all information you have.

ProposalProposal

Some rules: Positive thinking. To listen actively. To look for a motive after objective. To make small pause. To give answers with confident voice. To give answer later(but not to forget to do that).

ObjectivObjectiveses

To understand further steps (agreement\ to get more information\ need time to analyze)

If you didn’t sell anything you still need to have opportunity to continue relationship with this NGO/School.

One more time speak about next steps.

End of End of SalesSales

Documentation is must for any process, it makes things easier. Make a tracker for Raising. Update the tracker with the following details

– Client approached– Follow up– Status

Raise the TN form on www.myaiesec.net. Make a tracker which contains all the available TN forms . Update the new TN form in the tracker.

Things to Things to dodo

Thank youThank you