Effective Sales Meeting

By :Dela

VP ER 1314

EFFECTIVE SALES = POWER OF NEGOTIATION

HOW?

EFFECTIVE SALES MEETING

There’s some step you need to follow in order to create an effective sales!

Effective

Preparation

Meeting

Follow Up

AgreementMaintaining

Marketing Flow

Preparation Market Research, database concept ( what you offer ) marketing call

Meeting Performance ( Clothes , etc )

Proposal , booklet and other materials

presentation ( product , price , benefit )

Follow up Negotiation Execution NO --> Why ?YES --> MoU

Maintaining Keep in touch Deliver promises Evaluation ( thanks and develop more )

Preparation Market Research

Define Precise Problemand Objectives

Identifying future opportunities

Gap between goals and actual performance

CollectData

Select channels to be used to collect data: primary,

secondaryConducts holistic overview

(gambaran umum)

AnalyzeData

Identifying common trends and observations across collected data

Review strategy Perform structured market segmentation and positioning

Inputs from internal environment

Cold Call

Cold calling is the marketing process of approaching prospective partners, to do the cold call people should :

– Every cold call conducted with the aim of having a meeting and deliver the proposal to potential stakeholders

– people should filling the tracker template to report the progress and submit to VP ER/ ER managers.

– Effective cold call conducted between 9am – 11 am and 1.30 pm – 16.00 pm

Meeting Gestures

Facial Gestures

• Broken Eye Contact (bad)• Looking Past You (bad)• Steady Eye Contact (good)

• Nodding (good)• Smiling (good)

Body Gestures

• Lean to you (good)• Lean away from you (bad) • Move from side to side (bad)

Arms & Hands

• Open Arms (good)• Folded Arms (bad)• Open Palms (good)

• Hands behind head (bad)• Hand-wringing (bad)

• Touching ear/nose/head or clothing (bad)

Negotiation ModelInvestigate

Bargaining

Investigate

• What do you want?• What does the other

side need?• What are the

consequences of each choice.

Bargaining• When in doubt, ask

questions!• Open questions• How can every meeting

count as partnership.• Bargaining isn’t hard, but

you only need to value your products and know others values and match it.

Key to Successful Bargaining 1) Never Rush to conclusions2) Respect the opinion of the firm

representative3) Know the bare minimum fee’s

associated with AIESEC program (eg min Allowance & TN Fee)

4) AIESEC is a solution for the firm, by entering into negotiation dialog, the firm is also willing to hear to our offer.

5) Be explicitly clear of all procedures associated

6) Remember Underpromise but Overdeliver

7) Don’t be afraid to ask for more partnership.

YOUR APPEARANCE MATTER!Wanna looks good, or perfect?

Appearance

Appearance