#2 sdp how sales in gip
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TRANSCRIPT
Webinar #2. Sales in GIP
Hometask
Daria, iGIP, LC Lviv
Great Job!!!
Market research, iGIP, Lviv
Sales
What is sale?
• A sale is the act of selling a product or service in return for money or other compensation.
Why sales in GIP
Growth By scale
MindsetBy culture
Profes-
sionalismBy processes
Selling Techniques
Cold CallsConsultative
sellingDirect sales
Guaranteed sale
Needs-based selling
Persuasive selling
Hard Selling Heart Selling
Price based Selling
Relationship Selling
Target account
selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
Main Selling Techniques in GIP
Cold Calls
Consultative selling
Direct salesGuaranteed
sale
Needs-based selling
Persuasive selling
Hard SellingHeart Selling
Price based Selling
Relation-ship
Selling
Target account
selling
Solution Selling
Sandler Selling System
Challenger Sales
Action Selling
Business models
Sales
B2B B2C B2G G2B
oGIP: B2C
• Business-To-Consumer (B2B). A transaction that occurs between a company that provides goods or services for consumers.
oGIP: B2C
• Good understanding of a client
• Strong marketing
• Mid-term perspective
• Light persuading
• Satisfaction reason
• Non-direct sales (or?)
Cold Calls
Needs-based selling
Heart Selling
Relation-ship
Selling
iGIP: B2B
• Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler
iGIP: B2B
• Good understanding of a client
• Deep company profiling
• Long-term relationships
• No manipulation
• Economical reason
• Direct Sales
Cold Calls
Needs-based selling
Relation-ship
Selling
Solution Selling
Warm and Cold
Contacts
How to reach your TA ?
TA
Cold Sales
- first meeting
- no XP to work
together
- no expectation
- from pure list
Warm Sales
- not the first deal
- have expectations
- have areas to
develop
- likes you if still work
with you
Tips for cold sales
• try find more information about your client
• your proposition have to cover his needs
• show his clear benefits (KPIs) and returns of investments
• you need to have good endorsement or reputation (give your client a source, where he can get it)
• be positive
• More listen, less talking
• You sale your personality first and only then your product!!!
Tips for warm sales
• Ask feedback
• Do everything on time
• Don’t promise if you are not sure that you can do it
• Listen!!!
• Give presents, don’t be very strict
• Talk like with a friend
Make focus on WARM SALES
• Alumni
• Old friends
• Old contacts, etc.
• REMEMBER! People buy from people
Reach your TA
Understand your focus product in GIP!
GIP
Teaching Marketing
Marketing
National
Partnerships
India
Malaysia
Poland
Brazil
Sri Lanka
Teaching
Colombia
China
Poland
Egypt
Turkey
National
Partnerships
Hotel Business
Tunisia
India
Sri-Lanka
Morocco
National
Partnerships
Management
Lithuania
Brazil
India
Egypt
National
Partnerships
IT/Engineering
Germany
Colombia
Poland
The Netherlands
Taiwan
National
Partnerships
Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumni
External
X Returnee
NGO partners
Mailers
University
Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumni
External
X Returnee
NGO partners
Mailers
University
Attraction for Salescold contacts|online|social networks
LinkedIn:
• JDs of partnership TNs
• Personal messages to your TA with concrete propositions
Facebook:
• Short-JD TN-promo with link to Lin
• Lot of subscribers
• Interesting info for popula-
rity growth Focus
Attraction for Salescold contacts|online|media partners
Rabota.ua:
• JDs of partnership TNs
Specialized blogs, media-portals:
• Focus on career topics
• Approach people from LC to post there
Attraction for Salescold contacts|offline|universities
Non-partnership with Uni
• Direct promo among students
• Promo-tables
• Flashmobes
• Posters/flyers
• Presentations
Attraction for Salescold contacts|offline|external events
Partnership with Event Organizers
• Promo-table
• Presentation during agenda
• Discounts for best participants
Non-partnership with Event Organizers
• Personal approach and hide sales
Our FOCUS
Reach your TA: oGIP
Cold contacts
Online
Social Networks
Media-partners
Offline
University
External Events
Warm contacts
Internal
LC Members
Alumnus
External
X Returnee
NGO partners
Mailers
University
Attraction for Saleswarm contacts|internal|LC members
LC members
• Internal events showcasing
• Discounts policy
• GIP culture and awareness
• PDP including
• Personal approach
Attraction for Saleswarm contacts|internal|alumni
Alumni
• Personal approach
• Partnership TNs by mailers (mail-groups)
• Discount policy
• GIP showcasing in Social Media in Alumni groups
Focus
Attraction for Saleswarm contacts|external|X returnee
X returnee
• Reflection and reinvention, inner journey
• Discount policy
• Last internship showcasing
• Discount policy
• Customer loyalty approach
Focus
Attraction for Saleswarm contacts|external|NGO Partners
NGO partners
• Discount policy
• Partnership TNs
• Special projects
• Promo during external events organized by NGO
Attraction for Saleswarm contacts|external|mailer
• Partnership TNs by mailers (mail-groups)
• GIP showcasing
Attraction for Saleswarm contacts|external|universities
Partnership with Uni
• Co-delivery projects(e.g. Ustronianka)
Focusing on S&D
First meeting with University
Cooperation with hosting LC
Cooperation with University
Recruitment
Co-Delivery
Focus
Sales Basis:
Call and Meeting
Cold call
• Introduce yourself
• Give a reason of your call
• REMEMBER: Goal of cold call is to agree to meet
• Conclusion of the call
oGIP Cold call
iGIP Cold call
Meeting in GIP
Individually
Needs discovering
Profiling
Appropriate Sale
Meeting Summary
First meeting flow
Meeting tips
• Be on time
• Make a compliment and start your meeting from something neutral (weather, office, etc.)
• Be positive
• Prepare your business card and give it in the beginning of the meeting
• Introduce yourself and your organization properly
• Always do a sum-up of the meeting!
Personal Sales in GIP
Проговорити деталі
Продати продукт відповідно до потреб
Визначити, який з наших продуктівзадовольняє потреби клієнта
Визначити потреби клієнта
Дізнатися більше про людину
Налагодити особистий контакт
Шлях персональних продажів
Close the Deal
Close the deal: oGIP
1 day after: passing/rejection
3 days after:
Needed doc collection
2 days after:
Signing the contract
3 days after:
Ra in my@
1 day after: passing/rejection
12 days after:
Offline matching (3 TNs)
3 days after:
Needed doc collection
2 days after:
Signing the contract
3 days after:
Ra in my@
Standard scheme (10 days +100500)
orEffective offline matching (21 days)
Close the deal iGIP
• Be sure that you covering expectations and needs
• Be concrete
• Don’t promise something you can’t realize
• First honey, then money
Task
Task till 17.04.2014