This document discusses how to approach sales in a more positive way by focusing on understanding the customer's needs and problems. It begins with a check-in from the presenter about their background in sales. It then addresses why sales is often seen negatively and presents an alternative "cleaner" approach. This approach involves problem finding rather than problem solving, asking questions to understand the customer, and telling stories about past successes rather than focusing on features. The document suggests researching the customer, competitors, suppliers and focusing the discussion on why and how a product or service helps rather than what it is. It concludes with proposing a role playing game to demonstrate these cleaner sales techniques.

1. Truth about
Sales

2. Agenda
• Quick check-in
• Why sales is a ‘dirty word’?
• How do we do the cleaner version
of sales & Why it works?
• Let’s play a game

3. Pin Kasemsiri
Co-founder of CareerVisa
Private career development center that empowers
students with practical professional skills.

4. • Studied business (marketing)…when there’s 4 P’S and 7P’S are
kind of a new term
• Was selling stuff mostly in the supermarket from
cosmetic/shampoo/gum/hair coloring/ candy/ powdered soy
milk….to alcohol
• Solving sustainability issue for business
• Selling things online for ASEAN market
• Currently-Co-founder & CEO, lecturer, trainer, mentor in the area of
career planning
I….

5. Quick Check-in

6. When do you sell?

7. What are the challenges?

8. Sales is a DIRTY word

9. Demonstration of a dialogue
2 volunteers

11. What do we mean when people sell?

12. Why is that?

15. https://www.youtube.com/watch?v=sxRStrx8xtc

16. How do we do the cleaner version of
sales & Why it works?

17. Problem solving Problem finding

18. What does focusing on asking
questions/interview do for you?
• Help you understand what client is looking for
• Show your curiosity
• Getting them to trust you

19. What is the barrier of getting answers?

21. What is the barrier of getting answers?
No one wants to admit that they have a problem….
I don’t trust you…
You’re going to use this information against me

22. Digging out issue Painting picture perfect

23. How do you know what is the picture perfect
of your client?
Research

24. • Who is the company will make the final decision to do this?
• Who do I know in the company that knows these people?
• Do my fellow in the company know anyone who knows these
people?
• What are the most common problems in this company's industry?
• What are the specific problems or issues inside this company that
my prospect is trying to address?
• Who is the competing organization or their current preferred
partner?
• What are the three things I do better than them
• What questions can I ask the prospect that will help him clearly see
that we are the better choice?
• What are the three things my organization and I do better tan
anyone else?

25. Research? Where?

26. You ClientSupplier
Competitor

27. Focusing on-What Focusing on-Why or How

28. Lipstick
• https://www.youtube.com/watch?v=5y4b-
DEkIps

29. Don’t sell Tell a story

30. Don’t focus on painting the picture that say you will be
better in your life if you use our product/service
Use your past success story..
• When we work with …(what organization)...
• The (who in the orgnaization) was concerned about
…(issue or better circumstance..)
• We then ….(your service)….
• As a result ….(your benefit)…..

31. It’s toasted

32. Boiler room
https://www.youtube.com/watch?v=a-nzY-
pAtWg

33. Focus on your idea Making it their idea

34. LET’S PLAY A GAME

35. From To
Problem solving Problem finding
Digging out issue Paintaing picture perfect
Focusing on What Focusing on Why/How
Don’t sell Tell a story
Focus on your idea Making it their idea

36. AIESEC INTERNSHIP PROGRAM SALES MEETING
How?
• 1 team will play a big company and the
other play a startup
• Take turn to be AIESEC team selling the
internship program to them
(25 mins exercise- 15 prepare & 10 mins for action)

37. https://www.youtube.com/watch?v=dNSZIIgd8
b4