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SALESMastering
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Pre-Sale
Sale
PortfolioGoal
Setting
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PRE-SALE
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Market Research
In order to make a better sale, first you need to do an analysis
of the possible partners there may be on your city or segmentation
of the city.
You can start on the current accounts on Podio, checking which
Partners can you approach and which you cannot. Once you and your
team have reached out all these accounts, you may start looking for
new sources. To do this you need to have in mind which are the kind
of NGO or Institution you want to look for. How do you do this?
Simple. Look for Partners that have a background that can fit any
of our projects.
Once you have done all the previous steps, you can shortlist the
Partners you want to approach. Then you can do a research about
them to know more about their history, their vision, their goals
and any other information that can help you sell our Value
Proposition.
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Preparation
Take your notes on the research… it's time to get ready for the
Sale.
Fist, make sure you have prepared a Sales Speech, both for the
Call and for the Visit itself. The next step is adding to your
Visit Speech the Vision of the Partner and how partnering with us
can benefit both AIESEC and their NGO/Institution.
After that, rehearse! Say you speech out loud many times 8 to do
it in front of mirror helps a lot), find someone that can hear you
and give you feedback, and repeat again. This will boost your
confidence at the moment of doing the sale with the partner and
will make your speech stronger.
Finally, check again the Contracts and Projects Portfolio to
make sure you know them by heart and can explain them to the
Partner.
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GOAL SETTING
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Projects
Check your LC´s Project Goal. How many opens are expected from
each Project? After you check them, choose the project(s) you feel
more comfortable with when selling.
Check with your TL/VP which are the Projects your team is
expected to sell. Now, the last thing to do is to decide how many
opens do you want to bring to your LC!
Once you decided the number of opens you want to achieve, do a
backward planning for the number of contracts, visits and calls and
you need to do.
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Partners
The last step after the analysis of possible Partners is to put
a goal on which and how many partners do you want to approach. It
is also connected to your personal Open Goal.
Make sure you have diverse Partners to ensure your incomes do
not depend only on one source.
You can break down your goal in weeks, according to ours and
their timeline. So you can have a month calendar with specific
partners that you want to visit on each week. Take into account
also the DDL for WP Opens, how long does it take for the Partners
to answer, the amount of days should pass between the call and the
visit (max. 3), and between the visit and the contract sign(max.
3).
Last step? Have Podio open and updated.
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THE SALE
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Calls
We consider a call when somebody picks up.
Why do we have this touchpoint? Calls have as an expected
outcome booking an appointment. Nothing else. We do not sale over
the Phone.
The calls should last maximum one minute. You should aim to
speak with a responsible or someone that can take decisions. If
they want to know more about AIESEC, make sure you give a brief
explanation, but do not sell anything.
At the end of the call you should either have an appointment
book within the following 3 days, or a concrete date to call
again.
Don´t forget to update Podio after each call.
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Visits
Go to the visit prepared! Get two copies of the contract, a
booklet of the Project(s) (if it is in digital version, better!
Let's go green).
Don´t forget about the homework you did before with the
analysis. Try to use this information on your advantage, specially
when selling our Value Proposition. With this you will show
professionalism and responsibility.
Ask about the NGO/Institution before start talking about AIESEC.
Listen carefully to check what can you use in your favour.
Follow your agenda and lead the conversation. Always sell the
why and Value Proposition, both of AIESEC and each Project.
Remember that you are an ambassador of AIESEC in Greece, so make
sure your attitude and how you present yourself, our Projects and
AIESEC itself is the image of our organization.
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Post-Meeting
Make sure you leave the Visit with a concrete Follow-Up date.
Put it on your calendar.
Send all material within the 24 hours after the visit. Include
booklet, XPPs, Contract and any further info the Partner asked
for.
Do Follow Up. Call them when you are supposed to. Make sure you
give them clear DDLs for signing the contract or giving an
answer.
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PORTFOLIO
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Check the changes in Portfolio. We cut and added some Projects.
For some others, there are changes in the JDs.
PORTFOLIO REVISED
https://drive.google.com/open?id=1rc1dm6v1L6L8-IFhGMyQb6jI2WpKn3g_
