Selling is offering to exchange something of value for something else.The something of value being offered may be tangible or intangible. The something else, usually money, is most often seen by the seller as being of equal or greatervalue than that being offered for sale.
THE ART OF SELLINGFormulation •BEFOREApplication •DURINGEvaluation & Control •AFTER
Formulation•Market Segmentation and Get incontext with the University:The first step should be analyze themarket, know more about theUniversity and its population.To do this, we can use the “Plan deDesarrollo Institucional” which is adocument generated by all theEducational Institutions in which youcan aligned your purposes with whatthey planned.Also you can apply surveys.To see an example, please find the file Doc 1: Analysis University Example
Formulation• Get in contact with…?? After your research findwho is the better/right person who you have to getin contact with,(most of the times is theInternationalization manager because is the oneinterested in increase the internationalization levelsof the University) find her/his contact informationand get a meeting. You can send a letter to getthe meeting or just call. • Develop a customized proposal for the University, send it before the meeting and bring it printed to the meeting day, this shows professionalism. Remember to use the Proposal template NST sent to you. You can find it in PODIO.• Choosing the right person … Choose an AIESECerwith sales skills & that have easy approach to theUniversity because he/she studies there to be yoursales partner.
APPLICATIONAfter know my market, I’m able toget a meeting and SELL AIESEC.But how and why to do it?... WHAT HOW WHY
APPLICATION What kind of projects can I sell ? WHAT• Everything must be aligned with the results founded inthe research, that means that all the opportunities that Ifound on my Analysis, I can present them as projects andoptions to the University.• What we are going to sell is usually defined finally duringthe sales process, because will have to be aligned withthe University needs that I will find during the meetingstalking with the responsible stakeholder. But… I can present as options the following to make it more interesting… • oGCDP valid as“Prácticas Profesionales” •oGCDP for “Electivas” •oGCDP Eps Sponsored by University or other organizations (Tickets and/or EP Fee) •T MP & TLP Opportunities •Trainees Global Village •Returnees Global Village •Brand Promotion •Being part of the BoA or “Junta Supervisora”
APPLICATION HOW We must have a good seller Have all the information Be punctual Print the proposal document WHAT WE Ice breaker NEED Be kind LISTEN LISTEN LISTEN OBJECTIVES FIND NEEDS OF THE 1ST PERSONAL APPROACH MEETING GOOD & POSITIVE FIRST APPROACH ANALYZE HOW MANY OPPORTUNITIES I HAVE HERE ANALYZE ATTITUDE FIND COMPETITORS SPEECH: 1. AIESEC 2. PROGRAMS WHAT I 3.BENEFITS CAN’T 4.PROCCESS FORGET TO 5.NEXT STEP SAY
APPLICATION WHAT WE NEED•We must have a good seller(Preference: A member with sales skills and/orexperience in sales that study at this University.) •Have all the information (The person who is going to attend the meeting must know ALL about the programs that are going to be offered and the opportunities at the University) •Be punctual & professional •Be polite and be well dress•Print the proposal document(We have to go to the meeting with a physical- printed proposal . Also you could print some examples of the possible TNs according to the programs we are interested to sell.
APPLICATION oGCDP 2012 OBJECTIVES ON THE 1ST MEETING•LISTEN LISTEN LISTEN (listen more than talk, in this way you can get information about the University’s needs) •FIND NEEDS/ PROJECTS (listening we can identify projects that could be aligned with AIESEC) •WHO TAKE THE DECISIONS (Find during theconversation who take the decisions and try to talk with THAT person) •GOOD & POSITIVE FIRST APPROACH •FIND COMPETITORS (find possible competitors and explain why our product is better and complete) HOW
APPLICATION WHAT I HAVE TO SAY During the meeting don’t forget to talk about… “SPEECH” HOW 1. AIESEC (Before the meeting day, practice and create a short speech explaining what AIESEC is and do) 2. PROGRAM (Explain what AIESEC Programs are and solve all the possible doubts)3.BENEFITS (always in Sales, talk in terms of Benefits (for all: students, University, financial and academic issues etc) 4.PROCCESS (Explain ALL the process needed to sing an alliance with AIESEC and make expectations clear) 5.NEXT STEP (Don’t leave the officesbefore arrange the next step, when who and what are you going to conclude the negotiation)
oGCDP 2012APPLICATION THIS ISNOT ALLIN THIS STEP…
APPLICATION APPLICATION- NEGOCIATION After probably many meetings more, define the final document “CONVENIO” to know more about this you can find the file Doc 2 University Alliance template Remember that this is the document that the MC 2012- 2013 already launched as template for an integral Alliance with Universities but you also can have Exchange or Donation Alliances.
Evaluation & Control•Tracking : Don’t forget to TRACKdaily/weekly the relationship with theuniversity•Keep them informed about EVERYTHING:Inform the University every step of theProcess, if you find an EP, if he getsmatch, etc , etc•Results and showcase: At the endpresent a final report with numericalresults of our impact.
Evaluation & Control SOME ADVICES • Be patient, this kind of processes are slow, but don’t forget to be proactive!• Set always CLEAR Expectations about everything.•Think always about how AIESEC is going to be rewarded for this. WIN-WIN Relationship.•TRACK every step and movement, every day counts! •TRAIN YOU AND YOUR TEAM ON SALES