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Selling Training 2Phone call
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Cold callingCold calling is contacting organisation/
company unfamiliar with AIESEC and asking
for a meeting
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Cold calling Goal of cold call is not to selling,
Goal is to set up meeting!!!
What is the goal of the meeting?
Find companys need
Offer the right product for them product whichthey need you will
not know what they needthrough call!!
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Stage of phone calls
1. Get ready
2. Make an interest
3. Get to know
4. Realize
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Get readyFact preparationFind as many information about company
as
possibleHow big it isCooperation with abroadAmount and profile
of employees
...Personal preparationRelax, be self-motivated, ...
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Make an interest
Make AIESEC attractive and trustful
University Partners
Internationalism
...we are representing largest
international student organisationAIESEC, which in Tehran
worksunder the support ofEntrepreneurship Faculty ofUniversity of
Tehran...
Say hello and introduce yourself and AIESEC
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If the contact is not thereDont leave message until it is
necessary: YOU
should be phoning back, not them If the
secretary asks who is calling and says you will
get a call back, just say you might not be at the
office, so youll call back later
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Tips:
Positive communication Is better not to use negation like:Dont
you wanna cooperate with us? or Dont you havetime? - instead use Do
you want, do you have,
Mention our important and big partnering companies
Working on HR and marketing projects, projects forsupporting
export/import
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Get to knowGetting information about company, refer to where
didyou get other info - internet, other companies
3 small YES = 1 big
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Get to knowIn the case that company representative doesntwant to
meet you:
Handling objection!
= By open questions you can show him that the
meeting is also important and benefitfull for him
What has to change so you wil want tocooperate with us?
What is the thing why youcannot meet us?
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RealizeAgreement on business meeting
Are you free on Sunday 2 PM or Thuesday 10 AM?
METHOD of DATES
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Secretary/reception First contact with company
Take her/him as a partner, not an obstacle
If she doesnt want to connect you with
CEO/HR,just briefly explain her why we
want to speak to CEO/HR,, who we are
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Gold rules Always be nice/kind
At the end of call repeat the date and time of meeting
If you are not sure where is the office of company, just ask
No one should disturb you when calling
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How many minutes does it take for a cold call?(max)15
How many TNs do we want to raise ?12
How many company meeting is needed for raise a TN?8
How many cold calling is needed for set a meeting?5=
number of cold calls which we need to raise a TN?480
Time needed for all cold calls120
How many weeks do we have to reach our goal?12
How many hours per week should we have put on cold calls?10
How many people in here will start to cold call from
tomorrow?8
anybody who want to cold call should put this time in
everyweek:1.15
TIME Management
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ROLE PLAY
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Thank you for your attention!
