Raising Training

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Raising Training

  1. 1. RAISING Raising
  2. 2. What is sales?    Listen to what the client says Discover what the client needs Offer if you have what the client wants
  3. 3. Approach       Market Research Cold calls and appointments Meeting preparation Presentation about your company Work on objections End of Sales and Signing MOU.
  4. 4. Preparation Basic  Benefits of your product , E.g. Workshop.  Benefits of NGO/School Content  Information about AIESEC  Information about NGO/School  Information about Competitors
  5. 5. About NGO/School Where to find:  Friends  Networking  Websites, different rankings, Yellow pages.
  6. 6. What details about the NGO/School?     Contact person. Position in the market. Do they already work in the direction you need? Client History, if any with AIESEC previously.
  7. 7. Structure of the meeting       Contact establishment. Presentation about AIESEC. Needs identification. Proposal. Work on objections. End of Sales and Signing MOU.
  8. 8. Preparation for the meeting     Research. Key selling points Identify what advantage the buyer gets from our product and highlight them. Working on objections.
  9. 9. Presentation about AIESEC    Prepare in advance (for clear explanation) Tell more about Leadership and active youth. Keep it short and crisp.
  10. 10. Proposal   You need to discuss your thoughts with the opponent – do not give them as the last variant To talk only about benefits they get – do not give all information you have.
  11. 11. Objectives Some rules:  Positive thinking.  To listen actively.  To look for a motive after objective.  To make small pause.  To give answers with confident voice.  To give answer later(but not to forget to do that).
  12. 12. End of Sales    To understand further steps (agreement to get more information need time to analyze) If you didn’t sell anything you still need to have opportunity to continue relationship with this NGO/School. One more time speak about next steps.
  13. 13. Things to do    Documentation is must for any process, it makes things easier. Make a tracker for Raising. Update the tracker with the following details – – –    Client approached Follow up Status Raise the TN form on www.myaiesec.net. Make a tracker which contains all the available TN forms . Update the new TN form in the tracker.
  14. 14. Thank you

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