AIESEC Company meeting training
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The document outlines the agenda and objectives for a company training meeting on 25th October. It provides guidance on how to have an effective proposal discussion with a company by using the SPIN technique to ask questions that understand the company's needs and problems in order to effectively propose solutions. The tips shared encourage listening more than talking, focusing on understanding the customer's wants and solving their problems rather than selling. Trainees are instructed to practice concise introductions and have paired meetings with one person asking questions while the other listens.
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AIESEC Company meeting training
- 1. Training: Company Meeting 25th October
- 2. Expectations
- 4. Objectives
- 5. Objective
- 7. Preparation
- 8. Preparation
- 9. Activity!
- 11. Flow 1. Introduction of AIESEC 2. Knowing the company’s needs 3. Proposal
- 12. SPIN • An easy way to ask questions • To do better sales & to coach your customer
- 13. • Where are your customers based? • Are you looking to expand abroad? • What kind of people do you hire?
- 14. • What kind of problems do you have? • What kind of difficulties have you had expanding abroad? • Are there any skills you find difficult to find?
- 15. • How important is this for you? • If you struggle to expand abroad, how does this impact your business? • What happens if you cannot recruit people with these skills?
- 16. • So if you could hire a European to help you expand abroad, would this be useful for you? Summarize their problem Provide a solution
- 17. Tips • Sales is not about talking • Great sales is about listening • Sales is not about selling • Great sales is about solving
- 18. 3 behaviours 1. Practice introduction in < 30 seconds 2. Talk about what they want, by asking a lot of questions about them 3. Go to meetings in pairs: one asks, one listens (A person whom you are comfortable with)
Editor's Notes
- Welcome to the 2nd joint training between BD and PE!!
- What do you want to learn by this session? What do you want to achieve by this session? What will you do to make it happen?
- Let’s start proper! Today, we are going to learn about the basics of how a company meeting would run!
- First, I will ask everyone here. What are the objectives of you being here? Why do you want to learn how to conduct your own company meetings? To drive sales? To hit the sales target you make for yourself? To achieve our target partners and sponsors to make our event a success? To be a successful business development person? These reasons are yours.
- Let’s think in terms of the company’s objective. Why did they agree to meet you? What do you think they want to know? What is their mindset? How are they driven? *For members to input their ideas
- So what happens during a meeting? What should happen before, during and after a meeting? *Ask leading questions that would prompt members to understand the importance of preparation and follow ups.
- So before the meeting, what do you think are the things you need to know or prepare before hand? *Again ask leading questions to get them to answer: Background of company, the industry and therir possible needs, Contracts, Familiarity with AIESEC and our matching processes *Input required from members
- So before the meeting, what do you think are the things you need to know or prepare before hand? *Again ask leading questions to get them to answer: Background of company, the industry and therir possible needs, Contracts, Familiarity with AIESEC, our proposal and matching processes Reveals “model” answer *Now that you know about all these information, do you know how to present all these to a company?
- One thing which I find really helpful at the beginning is preparing a 30 secs pitch which can introduce who we are, what we are doing, and why we are here to the company. We will have 5 mins to prepare a short pitch about who, what, why, when and how of us. *2 from BD and 2 from PE to share about their pitch, and the rest to provide some feedback for improvement.
- *Inputs requested from members
- Li Xuan and I to talk about our experiences of company meetings. Weird ones that we have been to (2hr long) Tiring ones.. (Went all over the place to search for the company, but turns out the person is elsewhere in our initial place, we went there distrustful, but in the end, TNs are secured.) Talk about our personal development and how we achieved it. Me used to suck at company meetings, but through numerous practices and experiences, got better.
- Questions? Feedback?