This document provides guidance on conducting sales and raising for an organization called AIESEC. It outlines the key steps in the sales process, including preparing for meetings by researching clients and competitors, structuring meetings to identify client needs and present proposals, working through objections, and following up after meetings. The document emphasizes preparation, focusing the presentation and proposal on client benefits, positive thinking, active listening, and leaving opportunities to continue the relationship even if a sale is not made in the initial meeting. Templates and trackers for documenting leads, meetings, and outcomes are also recommended.

1. RAISING
Raising

2. What is sales?
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Listen to what the client says
Discover what the client needs
Offer if you have what the client wants

3. Approach
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Market Research
Cold calls and appointments
Meeting preparation
Presentation about your company
Work on objections
End of Sales and Signing MOU.

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. About NGO/School
Where to find:
 Friends
 Networking
 Websites, different rankings, Yellow pages.

6. What details about the NGO/School?
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Contact person.
Position in the market.
Do they already work in the direction you need?
Client History, if any with AIESEC previously.

7. Structure of the meeting
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Contact establishment.
Presentation about AIESEC.
Needs identification.
Proposal.
Work on objections.
End of Sales and Signing MOU.

8. Preparation for the meeting
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Research.
Key selling points
Identify what advantage the buyer gets from our product and highlight them.
Working on objections.

9. Presentation about AIESEC
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Prepare in advance (for clear explanation)
Tell more about Leadership and active youth.
Keep it short and crisp.

10. Proposal
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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. 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. End of Sales
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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. Things to do
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Documentation is must for any process, it makes things easier.
Make a tracker for Raising.
Update the tracker with the following details
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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. Thank you