A workshop on Sales and product belief work AIESECers.

1. Product Belief
and
Sales training
By: @ghazal61i
@nedagolshan

2. Group Discussion
• What is the core AIESEC Brand?

3. Team Discussion
• Get Into teams
• Define your target market:
o Who are they?
o What they do?
o What are their needs?
o What do you know about them?

4. Team Discussion
• Get back to your teams
• Define the Value Proposition
o How you are helping them?
o What is your solution?
o What is your differentiator?

5. Sales Training
Cold Calling -> Smart Calling

6. Smart Calling Preparation
• Step 1: Getting the list of callers

7. Smart Calling Preparation
• Step 1: Getting the list of callers
• Step 2: What are your PVPs?
o Cutting cost?
o Differentiator?
o What your customers say about you?
o Inadequencies?

8. Smart Calling Preparation
• Step 1: Getting the list of callers
• Step 2: What are your PVPs?
• Step 3: Prepare questions to ask

9. Smart Calling Preparation
• Step 1: Getting the list of callers
• Step 2: What are your PVPs?
• Step 3: Prepare questions to ask
• Step 4: What are your benefits?

10. Smart Calling Preparation
• Step 1: Getting the list of callers
• Step 2: What are your PVPs?
• Step 3: Prepare questions to ask
• Step 4: What are your benefits?
• Step 5: Set smart call objective
o Primary objective
o Secondary objective

11. Placing the Smart Call
• Step 1: Talking to gate keeper, assistant,
secretary
o Objective:
1.Getting info about them.
2.Getting to opening.
o Process: Social Engineering:
1. Introduce
2. Ask for help
3. Use justification statement
4. Ask question (as prepared in precall)

12. Placing the Smart Call
• Step 2: Talking to the manager (Opening)
o Objective:
1. to move prospect to a positive receptive frame of willing to participate
2. to move them to questioning phase of call and begin to let them
talking.
o Progress:
1. Introduce
2. smart call intelligence
3. suggest more PVP and move to questioning

13. Placing the Smart Call
• Step 3: Using Smart Questions
o Objective:
1. Help them understand their needs, pain and desire
2. Better undress their needs, pain and desire
3. getting to know their terms.
o Progress: Refer to Q listed in Precall preparation

14. Placing the Smart Call
• Step 4: Recommending next steps.
1. Introduce your benefit
2. Ask to explain the service
3. Explain the service

15. Placing the Smart Call
• Step 5: Get their commitment.
o Ask for time for meeting to go over details

16. You are one step close!

17. Pre-Meetings
• Be prepared
o Where they are
o Who are you meeting (name, position), anyone else?
o Get you sales material together
o Dress properly

18. In the MEETING
• Smile and be yourself
• Non-verbal communication
• Do not ignore little people
• Listen (80-20 rule)
• Watch the time & use it wisely.

19. Close the MEETING
• They know the cost
• You know what they want
• They are willing/not willing to sign
• The next action steps.