sales

time
functional summit

Session Goals
1

understanding the qualities of a star seller

2

knowing the different steps of the sales process

3

being able to perform different sales techniques

what are the “sales” areas in aiesec?

incoming exchange
(Icx)
-cold calls
-sales meetings

external relations
(ER)
-financial partnerships/
sponsorships

-non-corporate partnerships
(unis, youth alliances)
-overall student sales

talent management
(TM)
-tmp sales
-alumni engagement

outgoing exchange
(OGX)
-gc & gt sales (ra)
-tn sales (ma)

non-corporate

corporate

communication
(comm)

EVERY AREA
is a sales
area

whO IS THE IDEAL STAR SELLER?

mary kay ash

steve jobs

dale carnegie

the star seller
• 
• 
• 
• 
• 

communication skills
mirror
observer and listener
persuasive
structured

1. preparation
what is your product?
know all the strengths and weaknesses of your product
know who are your competitors and what is their strengths and weaknesses as well

WHO ARE YOUR POTENTIAL CUSTOMERS?
know their bACKGROUND
know THEIR PERSONAL INTERESTS AND PREFERENCES
know on what they are investing

SELECT YOUR TARGET
target attraction and negotiation can commence!

traditional methods

2. attract
posture &
attitude

don’t treat it
like an
info session

it’s marketing
(one-way street)

short & concise
~5 minutes

lecture bashes

sales technique: elevator pitch

In general,
Short but not rushed
l  Inspire curiosity
l  Don't be overly rehearsed
l  Be organized and practice
l  First impression
l  50% content 50% delivery
l  Highly charged, passionate, compelling
l 

3. negotiate
traditional methods

visuals
dress
code

interaction

info stands

sales technique: spin sales

spin selling
situation
questions

problem
questions

implication
questions

need-payoff
questions

questions to
understand the
situation of your
potential client. open
questions.

relates problems,
difficulties or
dissatisfactions of the
buyer that you can
solve.

develops the
consequences of the
buyer’s problem. builds
the need to overcome it
with a solution.

present the solutions
that you have for those
problems. close the
sale in an efficient
manner.

ex.: what do you study
here?; are you a senior?

ex.: do you have plans
for when you finish
school? what are you
doing this summer?

ex.: do you feel your cv
is currently good
enough to face today’s
competitive job market?
aren’t you scared you
don’t have a mid-term
plan?

ex.: do you think an
international
volunteering experience
would give you a better
insight into what you
want? what about a
professional internship,
do you think it would
improve your cv?

spin selling
objections
• 
• 
• 
• 

1st – accept
2nd – accumulate
3rd – reformulate oriented to the interest points
4th – orientation towards our solutions, asking needs questions

your
turn

4. follow up!
the “stranger” is now our customer! and our customer is
sacred!

ogx
servicing
(ep managers)

tn sales

frequent
contact

final tips
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Always say good things before any “bad” thing
be confident even when you’re not
if you don’t know, don’t say it
don’t be afraid of the silence
get the buyer to tell you about the benefits your
solution offers, rather than forcing you to explain it
•  listen more. if you talk too much you’re not doing a
good sale
•  have a “closer” attitude

doubts or questions?

Session Goals
1

understanding the qualities of a star seller

2

knowing the different steps of the sales process

3

being able to perform different sales techniques

4

understanding that in aiesec, all experiences are sales-related!
Ogx is no exception!

thank you J

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