Slide 1 : Seçil Öztufan
Slide 2 :
Which Qs should we ask ourselves? : Which Qs should we ask ourselves? Why are we selling AIESEC, what motivates us?
Who are we introducing AIESEC to? Who is our target audience?
How are we doing this? Are we aware of unique selling points of our product(s)?
Why do we sell? : Why do we sell? Why are we selling ? What do we gain from AIESEC sales?
Do we need previous experience to hold this responsibility or can we achieve our sales goals?
What are your doubts?
Slide 5 : Who do you work with?
Who do you sell?
Slide 6 : Our target audiences can be divided into three distinct groups of people:
Members
Enablers: TN takers, mentors and learning/content partners
Supporters: Financial and in-kind partners, Board of Advisors
Two factors for success : Two factors for success
Slide 8 : • Young people – recent graduates and students
• Youth interested in world issues
• Those who enjoy challenges
• Open minded active learners
• Those with an interest in leadership development
• Passionate and determined
• Those looking for learning and development opportunities
Slide 9 : • TN takers
o Companies expanding to other countries
o Companies that needs and employees with specific characteristics
o Companies with strong CSR or a willingness to start
o Issues focused; market leaders
• Learning/content partners
o Organizations working with issues relevant in society
o Global organizations (with global reach)
o Research-based organizations
o Individuals with specific skills/knowledge/experience in a particular field
Slide 10 : • Sponsors, financial and in-kind
o Organizations working on similar issues relevant in society
o Companies/organizations that are working with youth
o Organizations with the same end benefit
• Board of advisors
o Industry specialists
o Alumni
o High profile people
Slide 11 : You have to understand that although you are students and this is an extra curricular activity, there’s a part of this organization you have to treat as a business.
Companies don’t have partnership with AIESEC because of the student part – they do it because it fills a business need. If we can’t show them that business need, they’ll never buy or consider partnering with AIESEC.
Basic Concept : Basic Concept AIESEC is a student-run professional organization
Corporations exist to make a profit
Ultimately, all their decisions to buy or partner with someone has to bring value or help them achieve business results!
So, How do you introduce AIESEC? : So, How do you introduce AIESEC? According to your local criterias,
which elements should be emphasized?
AIESEC Business Drivers : AIESEC Business Drivers Talent with special skills
Requires special language and/or technical skills (e.g. bilingual computer programmer, fluency in English & Japanese)
Fixed-term projects
Ability to fill a need in a very cost-effective manner (up to 50% less than domestic talent)
Train international talent domestically
Train international talent here and send them back to their home country to work full-time
Gain international market knowledge
Access international market information by bringing someone from the country you’re targeting (e.g. expanding into new markets, new international customers, get experience from those countries)
Expand abroad
Secure international talent for training and task them to help start an international office in their home countries
International domestic offices
Increase domestic office diversity
DEVELOPINGSELLING PROCESS : DEVELOPINGSELLING PROCESS
Slide 16 : Suggested Sales Process
Slide 17 : Suggested Sales Process
Slide 18 : An international organization for high talented university students to explore and develop their leadership potential.
A unique platform that corporate and non-corporate companies can reach and take advantage of talented young people from all over the world.
A leader organization running by students.
Does not discriminate on the basis of race, colour, gender, sexual orientation, creed, religion, national, ethnic or social origin.
A global, non-political, independent, not-for-profit organization existing since 1948. To improve their leadership potential and organizational skills.
To build up a network consist of people who have similar perspective.
To obtain an international perspective and experience the diversity.
To turn their academic knowledge into professional business behavior.
To lead and manage an international organization. What is AIESEC? Why do young people join AIESEC?
Slide 19 : AIESEC in Numbers
107 Countries and territories
1.600 Universities
50.000 Members
10.000 International Internships
10.000 Leadership Roles
4.000 Partners/sponsors
470 Conferences annually
60 years of experience
Slide 20 : AIESEC Talent Taking and active role
Increasing capacity
Building network
Developing self awareness and personal vision
Challenging worldview Leadership
Exchange
Conferences
Learning Cycles The Difference of AIESEC Leadership
Management
Effectiveness Living Diversity
Personal Awareness
Proaktiveness
Focus on the Unique Selling Points of your Product : Focus on the Unique Selling Points of your Product Cost-Effective
Short Term Solution Provider
Part of Market Expansion Strategy
Visa-Friendly
Social Responsibility
Slide 22 : Suggested Sales Process
Slide 23 : To create the package without understanding the expectations of firms,
is a reflection of inexperience.
Slide 24 : The difficult Steps
Slide 25 : Suggested Sales Process
Slide 26 : Our best chance to make a sale is during a scheduled face to face appointment
The goal of a telephone call should always be to schedule a meeting
Preferably face to face
If we must, schedule a dedicated phone meeting First Call
Slide 27 : Stay “Light” Put a smile in your voice!
Be confident and bold.
As much as 85% of your message comes from the following voice attributes:
Pitch – Use variations in your voice known as inflection.
Volume – Be heard, but don’t “yell” at the customer.
Rate – Be moderate. Not too fast, not too slow.
Quality – This can change with your moods. Keep smiling!
Articulation - Enunciate or pronounce your words very clearly.
Slide 28 : Strong Greetings Reduce Tension Introduce yourself and AIESEC, and thank the caller for taking the call.
Use enough volume so that every caller can hear you. Remember, it may be loud on their end and/or the greeter may be distracted.
Speak clearly and succinctly, and do not rush through the greeting.
Sound enthusiastic and glad that you have made this call.
Since they are likely busy, sincerely thank them for taking our call.
Use their name whenever they give one:
“Thank you for calling Flexware Innovations. This is Sherry.” “Hi Sherry. This is Secil from AIESEC Puerto Rico….”
Sound friendly and casual, as if we are returning their call.
Slide 29 : Process for Peaking Buyer Interest 1. Intro/Thank Caller “Hi Scott, my name is Mike and I’m a student at Purdue”
“Thanks so much for taking my call.” 2. Initial Value Statement/Preemptive St. “I’m part of a student organization here called AIESEC that works with Indiana companies to…. ”
“I know that your time is valuable I will keep this brief”
Slide 30 : 3. Major Purpose Statement
“The purpose of my call today was to schedule a meeting with you to………”
Keep in mind
It’s very important to be aware of the person you’re talking to
Depending on what they do at the company, different things appeal to them
Slide 31 : Initial Objection Objections that typically occur immediately after (or during) Call Opening
Little or no thought prior to objecting
This type of objection is “reflexive” in nature
Buyer has not really heard anything you’ve said on the phone
Slide 32 : Responses to Initial Objections
Must Include Value “We’re not really interested right now in anything.”
Poor Responses
“I can appreciate that, however, this call will only take a few minutes, okay?”
“Well, I understand that you may be busy, however, I can tell you about my what we do in just a few minutes.”
“Well, what is it that you are ‘not interested’ in?”
Slide 33 : Process for Initial Objections Acknowledge the objection
“I completely understand that you’re very busy these days…”
State a valuable reason to not hang up
“We’ve had some really good experiences after our initial meetings with companies on how to create an impactful partnership…”
“Is there a better person in your company I could talk to about potentially partnering with our student organization.”
Position and ask for a meeting
“Could we possibly meet for 30 minutes to discuss our student partnership program, I can be flexible anytime around your schedule?”
How many times should you try to respond to their objection before walking away and thanking them for their time?
Slide 34 : Remember the Sales Process: Before Sales During Sales After Sales
Slide 35 :
Slide 36 :
Slide 37 :
Slide 38 : What is the profile of
a perfect sales person?
Profile : Profile
AIESEC Knowledge : AIESEC Knowledge - AIESEC in general (history, way)
- AIESEC product (@XP, competencies)
- Brand XP (stakeholders, benefits etc.)
- Internal regulations (pricing policies, legality, contracts)
- IXPQS
- Account management, servicing
Skills and Competencies : Skills and Competencies Entrepreneurial outlook
Emotional intelligence
Effective Communication
Presentation skills
Negotiation skills
Conflict management
Stakeholder focus
Personal Characteristics : Personal Characteristics Deliver the promises
Responsible
Punctual
Honest
Striving for excellence
Good To Know ! : Good To Know ! Follow-up UP UP UP
Create tools to track
Strong in Partnership Management
Diversification of the TNs
Stay “Light”
Listen more than Talk
Build a Relationship
Offer Value
Slide 44 : Principles of Selling Be passionate and enthusiastic about what you sell
A confused customer is not likely to buy
Customers are more likely to buy when we make a connection with them
The more we know about the customer, the more we can tailor our discussion to their goals & business needs
Customers respond better to value instead of features & benefits
And of course… : And of course… Practice
Practice
PRACTICE!
Wrap Up : Wrap Up What are your take-aways from the session?
What is your role in AIESEC Puerto Rico’s Growth?
Slide 47 : Ready to
the first steps ? Thank You