Selling : Selling External Relations Supporting Material
Financial Sustainability Task Force
Selling : Selling This process can mean many different things depending on the scope that we are analyzing. Here we are reducing this scope for the acts just before having a meeting and until the contract signing.
1. Understanding your product : 1. Understanding your product Get to know legal and financial details of your product Understand the benefits you are offering to the company The first and most important step of a sales process is to know and to understand all of your products. Point them out whenever you’re explaining them to others
Take into account the product development exercise Internal payment policy
Legal requirements
Contractual details
Possible taxes benefits for the company, Be sure you know your product so weel, that you can answer any question that might come up.
2. Studying the organization : 2. Studying the organization You can research in the internet
Company’s website
Competitor’s website
Media appereances
I nfo about the industry Look for an insider
An alumnus
A friend
A relativa
Someone that can give you useful information for the meeting and entire sales process. You need to be aware of trends inside the company and mainly which is the current situation of it especially on the field that you’re going to work with. What type of information you might be looking for:
If you’re selling an internship: Situation for talent attraction / recruitment / retention programs.
If you’re selling a CSR workshop: Research about their CSR strategy: focus on environment?, community?, ethics?, etc.
3. Preparing your presentation : 3. Preparing your presentation Ppts
Product sheets
Videos
Legal stuff (i.e. Contract models)
Exchange related materials (JQ / JD) Examples of corporate presentations
AI Global Talent presentation: http://myaiesec.net/content/viewfile.do?contentid=19368#
IGN: http://myaiesec.net/content/viewfile.do?contentid=10033566#
Sweden: http://myaiesec.net/content/viewfile.do?contentid=10041888# Get relevant information for the meeting, adapt your current material for the organization that you’re approaching and be very confident about this material. Some materials you can prepare for a meeting Be sure you’re clear on how to present AIESEC and then follow up with the meeting.
4. Realizing the meeting : 4. Realizing the meeting It’s important that you start to identify the current reality of the company to be able to show the correlation between AIESEC products and the current needs of the company. Never finish a meeting without having cleared what should you do after you leave the meeting – it may be:
to send a proposal
to send a contract
to send more specific information
pass contacts from other companies for endorsement, etc. “Sales is much more about listening than talking. Always remind it while selling. “
5. Extra tips : 5. Extra tips Prepare your elevation speech
Prepare the FAQs – Frequently Asked Questions
Follow up, Follow up, Follow up.