Sales Training : Sales Training By Tina ;)
Objectives of today : Objectives of today Sales Tactics- Tips and Tricks
Features and benefits of Business Expansion project
Understand Benefits of Crisis for AIESEC
Clarify all doubts ;)
RULEZZZ : RULEZZZ DO NOT think as AIESEC members-
THINK AS COMPANIES!
Challenge me!
ASK
FLOW : FLOW Key Things for a good seller
Sales and presentation skills tips
Interviewing tips
Key benefits and Key selling points
Understanding competition
Why we are BETTER?
Q&As
What do you thing could be the 3 most important things for each seller to know : What do you thing could be the 3 most important things for each seller to know
3 most important things : 3 most important things Presentation and Interviewing skills
Understand and believe in the product
Understand the competition
Presentation and interviewing skills : Presentation and interviewing skills 1st Impression
Sales presentation (powerpoint)
Questioning and Interviewing
Objections
Other tips
Open your door by 1st Impression! : Open your door by 1st Impression! 1st 7 seconds
Face to face: 93 % non- verbal communication , 7 % words
Phone 70 % way/ tone of voice , 30% words
Take care about your appearance
clothes, hair, shoes,...
Choose the first words
Appreciate
Use the name
Hand shake
SMILE
Eye Contact
Presentation and interviewing skills : Presentation and interviewing skills 1st Impression
Sales presentation (powerpoint)
Questioning and Interviewing
Objections
Other tips
Make your meeting a WOW appointment for the company : Make your meeting a WOW appointment for the company Avoid Info Overload Not Much text –choose the right catchwords
limit your speech- too much talking is suspicious and overhelming
Minimize YOU- Maximize company
Simple slides simple language
Visualize- 1 picture- sometimes better then X words
Talk in Stories
Emphasize Key message
Practice Delivery
Make your meeting a WOW appointment for the company : Make your meeting a WOW appointment for the company What will make you special:
Creativity – use the youth spirit!
Passion – love in what you sell
Integrity – of words and actions
Persistance – even in difficult situations
Commitment – keeping the desire burning
Make sure you make from the meeting pleasant experience for the company- a good invested time
Presentation and interviewing skills : Presentation and interviewing skills 1st Impression
Sales presentation (powerpoint)
Questioning and Interviewing
Objections
Other tips
Make company SPEAK : Make company SPEAK Prepare What you want to know
Their expansion plans
What they want to get? New branch? New customers?
How they did the expansion before?
What they would like to have? What they would like?
What they are afraid of?
What could be possible obstacle in buying exchange?
What are the 2 most important arguments that would persuade them to buy our product?
Dig DEEP (go far)
Who is asking is leading the discussion
Remember „minimize you?“ this is the way
Recommendation : Recommendation Make sure company does not feel as at police
Open questions- more information
Closed question- for direct answer
Repeat their statements if you understood right
Drive the questions with the goals to get to know the top 2 benefits that will sell
LISTEN- we have 2 ears, 1 mouth for some reason
Make notes
Presentation and interviewing skills : Presentation and interviewing skills 1st Impression
Sales presentation (powerpoint)
Questioning and Interviewing
Objections
Other tips
Keep in Mind : Keep in Mind Company has much more experience in BUYING than we in SELLING – They know What they want as Customers
Confidence is HIGHLY Important (Simulation is one of the way to get experience and confidence the other is – just selling selling selling)
PREPARATION- 90% of success
Presentation and interviewing skills : Presentation and interviewing skills 1st Impression
Sales presentation (powerpoint)
Questioning and Interviewing
Objections
Other tips
Objections : Objections 1st- They HAVE to be at the meeting
Its GOOD when company has objections
Dont be afraid
Take your opportunity;)
How...??
Make an Objection your Triumf : Make an Objection your Triumf 1st Clarify the objection
2nd Ask for more obstacles
3rd Ask which of them are the most important
4th Solve the most important objections with simple solutions and KEY benefits
5th-ask about the solution-
„if we would solved the main issues this way- is there some more that is in the way to create the cooperation?
3 most important things : 3 most important things Presentation and Interviewing skills
Understand and believe in the product
Understand the competition
What is happening with companies in the crisis? : What is happening with companies in the crisis? Loosing customers
Loosing opportunities
Loosing money
SEARCHING for SOLUTIONS
SEARCHING for NEW MARKETS
SEARCHING for INFORMATION
SEARCHING for COST Effective SOLUTON!
And ALL THAT : And ALL THAT ....They can GET in our
BUSINESS EXPANSION PROJECT!
How does it work : How does it work Company- wants to get new supplies, customers, want to create new branch in abroad..
Contracts AIESEC
AIESEC pre- selects top talented student or recent graduate
Company does the final selection
Before Internship- intern can do a market research
Intern coming for internship (Company creates JD- can be: Creating expansion strategy, Contacting new partners, customers, suppliers, creating promo materials)
After Internship- finishing job back in the country
What we offer : What we offer 110 markets
60 years of Experience
TOP TALENTS carefully SELECTED
SERVISE before and During the Internship
CULTURAL preparation
KEY BENEFITS : KEY BENEFITS Easy Access to Information
Easy entrance to new market
Cost effective solution
Price- Short Term Internship : Price- Short Term Internship Initial FEE
Buenos Aires: 500 USD
Tandil, Cordoba, Mendoza: 380 USD
Santiago 750 USD
Concepcion 450
Montevido, Valdivia: 420 USD
+ service fee: 10 % salary each month
+ salary (according to the city)
Special offers –by 15th MayBONUS: Proffesional Intern preparation : Special offers –by 15th MayBONUS: Proffesional Intern preparation induction to economical situation and business environment
international trade practices
coaching in planning of the internship according to the objectives
Why it s good for an intern and company to have this seminar:
Intern
- induction to the business reality- more prepared for immediate work
- has clear plan what to do to reach the objectives of the internships
- has contact on companies partners of AIESEC supporting international trade
Company
- less work with preparation and induction for the intern
- clear plan to track
For both: increasing quality of the internship and speeding up the start Included in the price!
Special offers - by 15th May For companies expanding to Chile : Special offers - by 15th May For companies expanding to Chile Special project in Santiago- Company willing to Expand to Chile will get:
Specially selected entrepreneurial person
Person specially trained for starting a business in CHILE
Needed Information about the market
Network of contacts- Incubators and business developers
Network of Investors
EPs get special education :
4 workshops about Business development (done by LC partners and Incubators):
How to do a market research for my business
How to create a business plan
How to create a budget and find investments for m business
First steps in starting a business
1 open discussion- coffee talk with entrepreneurs that started their businesses with Questions and answers
Closing Event(after internship)in Chile- with Incubators and investors Included in the price!
For whom is this project? : For whom is this project? Chamber of commerce, international chamber of commerce
Agency supporting international trade, export, import
Associations of companies doing international trade etc..
Any type of company that:
Has or is searching for partners (suppliers) abroad
Has or is searching for clients and customers abroad
Has offices in other countries
Is expanding
Is importing/ exporting
Does not have any offices abroad/ partners form abroad but you got to know that they want to go to the world
How to find potential companies : How to find potential companies Ask chambers, export associations, ...
Ask alumni, teachers,...
Ask at each meeting you have for tips and contacts
What to check:
Size of the company
Partners
Turnover profits
3 most important things : 3 most important things Presentation and Interviewing skills
Understand and believe in the product
Understand the competition
Who can be our competition : Who can be our competition Chamber of commerce, international chamber of commerce
Agency supporting international trade, export, import
Associations of companies doing international trade etc..
Students from abroad serachin for job in Cono Sur
CHECK!!! : CHECK!!! What kind of organizations supporting export/import you have and what do they offer in your city?
What they miss in their offer and AIESEC has?
How much they cost?
Count and compare... : Count and compare... International Company Fair
for a international trip would be 600- 1000 USD airticket - per person ( to closer destination) + accommodation (counting 4-6 nights 50 USD in cheaper hotels + food 50 USD per day
you will have 1500 USD- 1 person for 5 Days in abroad (without fee for the fair!)
If they wanna send 2- 3000 USD
Intern
total investment for an interns for 3 months would be approx:
380 USD fee+ 450 USD salary + 150 USD service fee
1850 USD (this is for Tandil) – 1 person working 3 months with knowledge of the market and language!
Think NOW : Think NOW So why is our product so special?
Why we are the BEST solution for SME now?
Questions... : Questions...
Objectives of today : Objectives of today Sales Tactics- Tips and Tricks
Features and benefits of Business Expansion project
Understand Benefits of Crisis for AIESEC
Clarify all doubts ;)
Support links : Support links Business Expansion wiki:
http://www.myaiesec.net/content/viewwiki.do?contentid=10069963
TN sales Forum:
http://www.myaiesec.net/content/viewforum.do?contentid=10062148
Slide 39 : Martina Pospisilova
Vice President of Projects
AIESEC in Southern Cone
martina.pospisilova@aiesec.net