Download - Sales Training Guide
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GLOBAL CITIZEN ORGANISATIONS
AIESEC IN DELHI IIT
SALES TRAINING
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SELLING SELLING
CONTACT
PRESENT
CONTRACT
CONTACT
PRESENT
CONTRACT
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CONTACT
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TARGET POTENTIAL MARKET
Surveying target markets which you plan to tap on
Useful Tools:
• Internet • BOA / Alumni • Academics • News • Surveys • Personal Contacts
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INITIAL CONTACT CreaAng connecAons with targeted companies. GOAL: SELL THE PRODUCT SET-‐UP A MEETING
Useful Tools:
• Personal Contacts • Social Media • Job Fairs • Alumni • Cold Calls • E-‐mail • Networking
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PRESENT
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SALES CALLS CreaAng connecAons with targeted companies. GOAL: SELL THE PRODUCT SET-‐UP A MEETING Two Calls: 1) Warm Calling
Already Familiar, been referred, past customers. Have highest success rate. Usually not done properly.
2) Cold Calling
Are not familiar with AIESEC. First Ame to hear AIESEC. Has a low success rate if Message is not channeled well.
Useful Tools:
• Personal Contacts
• Social Media • Job Fairs • Alumni • Cold Calls • E-‐mail • Networking
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Cold calling is the markeAng process of making a telephone call or visit to a potenAal customer who is not known or not expecAng contact, oQen in order to sell something. The word "cold" is used because the potenAal customer receiving the call is not expecAng a call or has not specifically asked to be contacted by a salesman.
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Tips before the phone call
List of your prospects: Have it ready Build your script. Once you know whom you're going to call, focus on what you're going to say. Write a brief script (no more than three or four sentences) that introduces who you are, what you do, and what you provide. An effecAve script asks for the appointment early.
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PHONE CALL
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Phone Call
ü ︎Introduce your role in AIESEC and yourself ü ︎Talk standing up and smiling ü ObjecAvity ü ︎ConcentraAon – don’t lose any informaAon ︎ ü Don’t interrupt ü ︎Take note
ObjecQve: Schedule a meeAng!
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Phone Call
• Make quesQons – did you understand? InterjecQons – always agreeing
• Don’t precipitate
• Present yourself and your area
• AnQcipate objecQons – Each Ame one of them materializes, you'll need to handle them appropriately... and then ask for the appointment.
• Note: the most important part of handling the objecAon is asking for the appointment.
NEVER USE:
• “new member”
• “student” • “students
organizaQon”
NEVER EVER USE:
• Acronym
• English words (specially AIESECers)
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Phone Call • Get posiQve and get calling. ADtude is everything. If your offering has value to the customer, you're doing the prospect a favor by giving him or her opportunity to meet with you. Therefore, have confidence in your ability to provide value. • Handle the objecQons. Once you've got the contact on the line, execute the script. Don't read it! Put it into your own words, with enthusiasm. In almost every case, you will get at least one, and probably more, objecAons. Since you've anAcipated these objecAons, you should respond to them as necessary and then ask for the appointment again.
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Phone Call – Don’t Forget!
Ask for a meeQng! • To get to know be_er the organizaAons • To present a proposal • To form a partnership • MeeAng Day/Hour
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SECRETARY
Ask the name... and
use it!
Be kind
Be clear
Ask: “Could you help me on...?”
Avoid: “I want to
talk to your boss”
Use: “how can I...?” or “how must
I...?”
She can help you
(or mess up everything)
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Repeat the process on a daily basis.
If you're determined to excel, commit to an hour a day a_empAng to achieve two appointments. If it takes fiQeen minutes to get the two appointments, then you can quit early.
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AFTER THE PHONE CALL:
MEETING !
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MEETING: PreparaQon WHAT TO PREPARE:
• Know the details of the mee0ng Know where, when, what Ame and with whom
• GOOGLE them!
Know more about the company to impress them.
• Prepare the necessary documents PracAce your presentaAon, outline agenda.
• Dress Appropriately (formal)
• Don’t all out your eggs—BIG SALE
• Visualize the mee0ng
Documents:
• TN Proposal • TN PresentaAon • TN JQ • MOA • Business Card • Something to
take notes
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CONTRACT
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In the MEETING: IntroducQon
GOAL: SELL THE PRODUCT SELL YOURSELF
WHAT TO SAY:
1. Introduce yourself with HEADLINES 2. Have you heard about AIESEC?
• Start off from what they know • Correct them politely if they’re wrong
3. Introduc0on to your presenta0on • Inform them why you’re there • Hand them your proposal before starAng the presentaAon
TIPS:
• Be Confident • Be honest and transparent • Know well what you are
offering to the client • Be Professional • Smile • Look at the eyes and talk
slow • Accept drinks • Try to find common opics • Talk about money just at the
end
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In the MEETING: Proper GOAL: SELL THE PRODUCT SELL THE AIESEC EXPERIENCE WHAT TO SAY: 1. Arouse their interest (presenta0on)
• Expound on the slides • Look at your audience • UAlize videos, creaAve materials, X
2. Get to know their interest • LISTEN to what the customer says. • DISCOVER what the customer needs.
3. Ask them about their organiza0on and their needs • Be a proacAve listener (take notes, ask quesAons, react)
4. Then, suggest how trainees can enable their company • OFFER if you have what the customer wants • Give examples of our current partners (even not from your LC) • Last year experience (Name the partners by heart! TesAmonials).
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In the MEETING: End
GOAL: SEAL THE DEAL
Is the Company willing to commit now? • No, we are not interested: ConAnue conversaAon! ask
what are the reasons? And when could you contact them again. Then, thank them for their Ame.
• Not Yet: Ask for company contact, and thank them for their Ame.
• Yes, we are interested: SIGN the contract︎ J
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MEETING Follow-‐Up
GOAL: SEAL THE DEAL | DELIVER TO EXPECTATIONS
1. Agree on who and how to contact • Who will you contact in the company? • What is his/her preferred mode of contact? • Email, Mobile, Office Phone etc.
2. Send the necessary documents A.S.A.P • Send the output: InformaAon about the topics that were talk and the next acAons to take with us.
3. Stay-‐in touch with your customer
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• CREATE EXACT ACTIONS NEEDS TO BE DONE BY AIESEC. • SET TIMELINE FOR THOSE ACTIONS.
SIGNING CONTRACT
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RAISED!
Customers gotta get ready... ;)