Sealing deals and selling conferences (2 in 1)

Webinar : Sealing the deal and Selling Conferences Sealing the deal Objectives OTo understand what are the necessary elements to move a deal through negotiation and into closing the deal OShare good case practices and create different ways to do so Case study 1 : Pokémon Galore Case study 1 : Pokémon Galore Situation: Sales team members of AIESEC Singapore met Pokémon Galore in July to sought their interest in investing in our upcoming conference. There was interest and there was a clear need in the company to have the company to have the partnership as AIESEC members and youth were the target audience of the company. Case study 1 : Pokémon Galore Situation: In addition, the company was facing fierce competition from those around them. There were other aspects of the partnership that were suggested on top of conference involvement. Case study 1 : Pokémon Galore Situation: The company meeting ended on a good note and the company representatives communicated that they would get back to them about it. A week passed, however there was no reply and the company representatives reply to the AIESEC members was that they were busy with upcoming initiatives and they would be discussing this in next month’s general meeting. The deal was put on hold then. Task: In your teams, brainstorm on the various checks and balances that could have been put in place to prevent this from happening. What are various ways that the team could have worked together to close the deal faster. Case study 1 : PwC How the deal was eventually closed : OWe had an alumni in the company who we communicated a lot with and helped to push the deal internally OA sense of urgency was created through frequent communication on the updates of the conference and what was being achieved OMeet ups/call in with the company representatives were initiated every two weeks Case study 1 : PwC Key learning points: OTo be focused on the goal of sealing the deal and not be distracted by having to handle other things OFrequent communication without fear of losing the deal is important Case study 1 : PwC Key learning points: OSet up clear deadlines and timelines with the company representatives and understand what are the concerns that they may have OStrive to provide clarity to the deal and equip the company representatives with clear information to communicate to others Case study 2 : T3 pore zones This is a training company that teaches GMAT and SAT. The training company is an SME and has been in operation for close to 10 years. Case study 2 : T3 pore zones The company is currently small (6 executives with 6 trainers) but has a lot of potential for growth as their main bottleneck is the number of trainers that they can hire. Case study 2 : T3 pore zones AIESEC members met up with the company representatives and there was a clear need. In addition, at the end of the meeting there was an agreement to have 3 trainees hired through AIESEC. Case study 2 : T3 pore zones There was an agreement that the contract would be signed within a week and the TNJQ filled up. However after two weeks, it was not done. The company representative was always very busy to have the process cleared. Task: In your teams, brainstorm on the various checks and balances that could have been put in place to prevent this from happening. What are various ways that the team could have worked together to close the deal faster. Case study 2 : Prepzone How the deal was eventually closed : OAIESEC Singapore members initiated another meet up to have the contract signed and the TNJQ signed up. Case study 2 : Prepzone How the deal was eventually closed : OAIESEC Singapore members volunteered to have the TNJQ printed out and filled up when they meet the company representatives or to fill it up for them and for them to vet it. Case study 2 : Prep Zone Key learning points: OAlways have all documentation (e.g. contract, TNJQ and sample CVs) ready even at the point of the first meeting so that it is easy for the company representative to take. Case study 2 : Prep Zone Key learning points: OCreate a sense of urgency even at the point of the company meeting e.g. this is the time of graduation and there are a lot of recent graduates who have been on the top leadership of AIESEC who looking for job. Case study 2 : Prep Zone Key learning points: OCompany representatives are very busy and partnerships with AIESEC are usually not their top priority. Oit is important to follow up straight after (even on the same day). ODo not wait for more than 3 days to get back to the company. Case study 2 : Prep Zone Key learning points: OEnsure that the company has the full picture of what is expected of them and the full timeline/involvement from their part. OThis ensures that there is integrity in the contract signing and that the correct expectation is set. Key points in sealing deals OAlways set clear expectation of the involvement needed and the timeline to have it be successful Key points in sealing deals OAlways provide clarity in your communication and strive to provide as clear and concise information for them to make the sale within their company Key points in sealing deals OCreate a sense of urgency and excitement throughout your communication with them to move them into action Key points in sealing deals OUnderstand the full picture of what are the possible stumbling blocks/concerns that the company representative may be faced with Key points in sealing deals OFast and constant communication while maintaining professionalism Key points in sealing deals 4 Cs and 1 E OConstant communication OConcerns understood OClarity provided OConcise OExcitement generated Selling conferences Things to think about OWhich parts of the agenda would require externals to add value to the content? OWhich parts can I sell? OWhat would externals want to gain out of an AIESEC conference (youth led)? Parts of Conference to sell OBrand awareness -Physical placement -Online media ONetworking/Profiling opportunities -Partnership Launch -Stakeholders Lunch -Soft skills session OMind-share (Youth input) -Case challenge Good case practice -Microsoft Stakeholder Lunch: -Presence in our stakeholder lunch to talk to all our delegates Partnership launch involved: alumnus/main contact in company presenting about AIESEC and sharing about similarities in values Case challenge: Delegates given the task of formulating a marketing plan to increase sales for their new phone Good case practice -Microsoft Panel Discussion: -Involvement with our other stakeholders in Panel Discussion Presence in Gala Dinner: Representatives got to network with alumni and other stakeholders during Gala Dinner Case challenge Partnership Launch Check out AIESEC Singapore’s conference OFacebook : http://www.facebook.com/nldcsg2011 OWebpage: http://nldc2011.aiesec.org.sg/Download our sales proposal http://nldc2011.aiesec.org.sg/sponsors.html Grace Chen Email: grace.chen@aiesec.net Mobile: 9651 8796 Skype: chenjingya_grace