#2 sdp how sales in gip

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