Tips & Tricks for an Effective Selling

TIPS & TRICKS FOR AN EFFECTIVE SELLING : TIPS & TRICKS FOR AN EFFECTIVE SELLING External Relations Support Material Global Live Training Initiative 2010

EXPECTED OUTCOME! : EXPECTED OUTCOME! The who attended the class will get simple but effective suggestions to implement them on the daily ER activities. This training is based on a compilation from different experiences regarding sales at local, national, regional and international level. This thoughts are not aiming to generate a new methodology or framework around selling but to bring useful group of Tips & Tricks that for sure will make your AIESEC entity sales boost!!!

Agenda : Agenda Intro 5’ Tips & Tricks to sell what? 5’ Suggestions for each one of the possible 30’ AIESEC Products. Conclusions 5’ Questions & answers 15’

What do we want to SELL? : What do we want to SELL? Possible AIESEC’ Product to be sold: TNs? Partnerships? Conferences? Agenda? Sponsorships? Awards? Virtual Spaces? Internal ones? External ones? Anything else…

TNs – AIESEC Exchange Program : TNs – AIESEC Exchange Program Always go to sell it with 3 things: AIESEC Exchange Program product sheet* TN JD virtual or printed file. TN Contract (some CYs mixed it 1 doc with TN JD) Bring a Comparative Table, 2 columns, one called “with AIESEC” and other one “without AIESEC” and list in each all the investments a company needs to do to bring someone form abroad. Highlight the savings!

TNs – AIESEC Exchange Program : TNs – AIESEC Exchange Program Be VERY sure about the legal procedures to bring a foreigner with AIESEC to your country: Check what type of visa she/he needs. Valid insurance (intern need to bring one or can get it here). Never allow company to fill TN JD alone! This will make longer the RA process, offline forms will go back and forward like 7 times before get ready if you skip this.

PARTNERSHIPS : PARTNERSHIPS Bring always a max. 3 page proposal! Give options to company, don’t try to sell it what YOU want. Is suggested to make a table with around 5-10 different ways of involvement with their own prices, letting company choose the ones interesting for them. Be coherent with the future of the relations, extract exactly from proposal the items agreed with them to deliver, add these ones to contract!!!

PARTNERSHIPS : PARTNERSHIPS Check periodically partner’s satisfaction with the deliverables from the partnership. Suggestion: For 1 year ones, make it at the end of each Q. ALWAYS get evidence from your deliverables! Like videos, photos, print screens, so on! You will need these ones later to add them as probes for reporting. This is key for renewals! Give dimension to the partnership, if you offer everything at full prices without giving a framework of what’s AIESEC in your entity, it will be quite complex to expand the account later*

CONFERENCES - AGENDA : CONFERENCES - AGENDA AGENDA means session delivery or partnership launch! Be VERY specific with timeline and expectations from both parts like preparation, time from the sessions, links with conference’ objectives, so on. Use examples from different entities who have involved partners in sessions delivery (e.g. GEPs from AI at ICs)

CONFERENCES - SPONSORSHIPS : CONFERENCES - SPONSORSHIPS NEVER bring companies for free!!! They can pay in-kind but not coming to have company exposure with giving anything back. Capitalize on special events linked to conferences (e.g. Global Village, Gala Dinner) ANYTHING CAN BE SOLD! You can sell not only brand exposure in banners and website, but meals, parties, sessions rooms, delegate packages, study tours, breaks...

AWARDS : AWARDS Make sure the awards you are offering are linked with the core of the company (e.g. HSBC awarding Financial Sustainability from your entities). Make a list from the benefits from this product and list prices for each. Is not only the trophy itself which has a price, all the exposure is chargeable too.

VIRTUAL SPACES – INTERNAL ONES : VIRTUAL SPACES – INTERNAL ONES WIKIs, Forums, Surveys, Newsletters & Corporate signatures from LRs. Make a cost analysis and set a price for each one of them, add it to proposal and explain each with facts (e.g X number of newsletters in a period of time)

VIRTUAL SPACES – EXTERNAL ONES : VIRTUAL SPACES – EXTERNAL ONES AIESEC entity website, social media sites, external communications. The same suggested for internal ones, but only with the disclaimer these ones are open to the world, anyone can access to them to see them, so exposure will be bigger so investment should be bigger!!!

ANYTHING ELSE? : ANYTHING ELSE? We mentioned other products like: Global Villages. Gala Dinner. Contests. Projects. Map out different entities with expertise in the network around them and get that XP to make it happen in your entity!!!

QUESTIONS &ANSWERS : QUESTIONS &ANSWERS

Credits & Contacts : Credits & Contacts This Material was brought to you by: Speaker: Felipe Cardenas Contact Email: felipe.cardenas@aiesec.net & . Network as a Sales Force Team 09-10 networkasasalesforcegst@gmail.com Need coaching or support in your ER strategies?? Check the Global ER Wiki or contact us