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Truth about Sales-AIESEC ABAC training
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.
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Truth about Sales-AIESEC ABAC training
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- 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 ofCareerVisa 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….
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- 6. When do yousell?
- 7. What are thechallenges?
- 8. Sales is aDIRTY word
- 9. Demonstration of adialogue 2 volunteers
- 11. What do wemean when people sell?
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- 16. How do wedo the cleaner version of sales & Why it works?
- 17. Problem solving Problemfinding
- 18. What does focusingon 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 thebarrier of getting answers?
- 21. What is thebarrier 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 issuePainting picture perfect
- 23. How do youknow what is the picture perfect of your client? Research
- 24. • Who isthe 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?
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- 27. Focusing on-What Focusingon-Why or How
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- 29. Don’t sell Tella story
- 30. Don’t focus onpainting 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)…..
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- 33. Focus on youridea Making it their idea
- 34. LET’S PLAY AGAME
- 35. From To Problem solvingProblem 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 PROGRAMSALES 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)
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