Download - Sales
SALES
Why are you in AIESEC?What does AIESEC provide?Do you believe in what you
sell?
HOW ARE YOU REPRESENTING
AIESEC?
ELEVATOR PITCH
Elevator Pitch• To (public)• That (need or opportunity for)• The (product)• Is (product category)• Different of (main competitors)• Our product (main differential)
Divide in peers and create an elevator pitch in 4 minutes to…
Your family and friends
A colleague of yours that is a potential EP
A company
A school
SPINSELLING
SITUATION
PROBLEM
IMPLICATION
NEED
SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales scenarios. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales.
The original survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions.
Asking questions means that the salesperson is building
Rapport with the buyer, building sales rapport with the buyer allows the buyer to feel more comfortable
talking.
Situation questions• Já tiveste presente numa conferência com jovens
de todo o país?• Como te vês no futuro?
Problem Questions
Implication Questions • Como achas que a falta dessas experiências práticas te pode afetar a nível profissional?
Need-payoff Questions• Se pudesses ter uma experiência prática e
internacional como isso te poderia preparar melhor a nível profissional e pessoal?
• Qual a principal barreira para teres uma experiência para além da faculdade?
• O que te impede de teres uma experiência mais prática na tua área?
Objections 1.Accept2.“Accumulate”3.Redesigning directing for points
of common interest4.“Reguide”, ask
How to close the sale? 1. Advantage – cost – benefit2. Give 2 options of closing3. Closed and direct questions 4. Rapport (mirror of the client)
DYNAMIC!1. Make teams of 3 people
Team leader, member, feedback
Convince your members to be committed and grab all the opportunities! Don’t let them leave AIESEC
THANK YOUMariana and Pedro