aiesec atx sales summit feb 2015

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SALES SUMMIT Saturday, February 14 th , 2015 AIESEC in Austin

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These are a compressed version of the slide deck Amanda Goodson used to deliver cross functional sales training to AIESEC ATX in February of 2015.

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Page 1: AIESEC ATX Sales Summit Feb 2015

SALES SUMMIT Saturday, February 14th, 2015 AIESEC in Austin

Page 2: AIESEC ATX Sales Summit Feb 2015

Objectives •  To understand and how sales skills benefit

your life, career and function

•  To learn and apply sales skills to your life, career and function

•  To prepare for Sales Blitz

Page 3: AIESEC ATX Sales Summit Feb 2015

Agenda • 10:30:00 – Opening plenary

• 11:00:00 – Let’s talk about AIESEC

• 11:30:00 – The Cycle of Sales • 12:00:00 – Lead generation

• 12:30:00 – Approaching

• 1:15:00 – Lunch

Page 4: AIESEC ATX Sales Summit Feb 2015

• 1:45:00 – Objection Management

• 2:15:00 – Always be closing

• 2:30:00 – Meeting Simulation • 3:00:00 – Public Speaking Tips and Tricks

• 3:15:00 – Public Speaking Simulation

• 3:45:00 – Closing Plenary

Agenda

Page 5: AIESEC ATX Sales Summit Feb 2015

Today I Will

Others Can’t

Do What Others Won’t

So Tomorrow I Can

Do What

- Jerry Rice

Page 6: AIESEC ATX Sales Summit Feb 2015

Your Comfort

Zone Growth

Page 7: AIESEC ATX Sales Summit Feb 2015

Today I Will

Others Can’t

Do What Others Won’t

So Tomorrow I Can

Do What

- Jerry Rice

Page 8: AIESEC ATX Sales Summit Feb 2015

#Let’sGetThisDone

Page 9: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales

Page 10: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 11: AIESEC ATX Sales Summit Feb 2015

Let’s Talk About AIESEC

Page 12: AIESEC ATX Sales Summit Feb 2015

The Golden Circle

Page 13: AIESEC ATX Sales Summit Feb 2015

The Golden Circle WHAT

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer.

Page 14: AIESEC ATX Sales Summit Feb 2015

The Golden Circle WHAT

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer.

How Some organizations know HOW they do it. These are the things that make

them special or set them apart from their competition.

HOW

Page 15: AIESEC ATX Sales Summit Feb 2015

The Golden Circle WHAT

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer.

How Some organizations know HOW they do it. These are the things that make

them special or set them apart from their competition.

HOW

Why Very few organizations know WHY they do what they do. WHY is not about making money. That’s a result. It’s a purpose, cause or belief. It’s the very reason your organization exists.

WHY

Page 16: AIESEC ATX Sales Summit Feb 2015

The Golden Circle WHAT

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer.

How Some organizations know HOW they do it. These are the things that make

them special or set them apart from their competition.

HOW

Why Very few organizations know WHY they do what they do. WHY is not about making money. That’s a result. It’s a purpose, cause or belief. It’s the very reason your organization exists.

WHY

Page 17: AIESEC ATX Sales Summit Feb 2015

The Golden Circle WHAT

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer.

How Some organizations know HOW they do it. These are the things that make

them special or set them apart from their competition.

HOW

Why Very few organizations know WHY they do what they do. WHY is not about making money. That’s a result. It’s a purpose, cause or belief. It’s the very reason your organization exists.

WHY

Page 18: AIESEC ATX Sales Summit Feb 2015

Start With Why By Simon Sinek

Page 19: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 20: AIESEC ATX Sales Summit Feb 2015

Lead Generation

Sales SUMMIT 2015 Sami

Page 21: AIESEC ATX Sales Summit Feb 2015

Lead Generation

• Cold vs. Warm - What’s the difference?

•  Cold •  No prior contact •  Trust has not been established

•  Warm •  Think personal network •  Trust Barrier is broken

Page 22: AIESEC ATX Sales Summit Feb 2015

OGX Leads – Cold and Warm

•  Classroom Talks

•  Organizational Talks

•  Flyering

•  Personal Network – Friend Group

•  Coworkers

Page 23: AIESEC ATX Sales Summit Feb 2015

ICX Leads – Cold and Warm

•  Personal Network •  Referrals •  Linked in •  Alumni Events

•  Calling •  Walk-Ins

Page 24: AIESEC ATX Sales Summit Feb 2015

Reflection Time • When was the last time you were a:

•  lead?

•  lead?

Page 25: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 26: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 27: AIESEC ATX Sales Summit Feb 2015

Approaching

Sales Summit 2015 Nick

Page 28: AIESEC ATX Sales Summit Feb 2015

Cold Calling

Page 29: AIESEC ATX Sales Summit Feb 2015

Objectives

• Enhance cold calling knowledge and skills of both newbies and experienced members

• Impart the experience that a quality cold calling session would provide

Page 30: AIESEC ATX Sales Summit Feb 2015

What are GCPs and BCPs?

Page 31: AIESEC ATX Sales Summit Feb 2015

Case Discussion #1 •  Gatekeeper: Hello, this is Sandy with Semantic

Designs. •  Little John: Hi! My name is John and I am with an

organization called AIESEC. We provide international interns to companies like yours. Can you forward me to HR?

•  Gatekeeper: I’m sorry, what organization are you with?

•  Little John: AIESEC. We’re the biggest student organization in the world.

•  Gatekeeper: Oh. Let me forward you to HR then. •  Little John: Thanks! •  *goes to voicemail*

Page 32: AIESEC ATX Sales Summit Feb 2015

BCP

• Overwhelmed gatekeeper with information

• Did not leave “ball in her court”

• Did not get useful contact information • Did not set the gatekeeper at ease

Page 33: AIESEC ATX Sales Summit Feb 2015

Case Discussion #2 •  Gatekeeper: Hello, this is Melissa with Fahrenheit

Marketing, how may I help you?. •  Pimpin’ Pete: Hi Melissa! How are you doing this

afternoon? •  Melissa: I’m doing well, how about you? •  Pimpin’ Pete: I’m great, thanks! Well, my name is Pete

and I was hoping to talk to someone about your hiring practices going into the next quarter.

•  Melissa: Sure! May I ask why? •  Pimpin’ Pete: I’d just like ask questions about your

upcoming open positions. Who do you think I should talk to?

•  Melissa: His name is Sean Connery – I’ll forward him to you now.

•  Pimpin’ Pete: Thanks so much Melissa!

Page 34: AIESEC ATX Sales Summit Feb 2015

GCP •  Put the gatekeeper at ease •  Didn’t tell the gatekeeper more than she needed to

know •  Didn’t come off as if he was “selling something” •  Treated the gatekeeper with respect and

friendliness •  Used the gatekeeper’s name, especially with “thank

you”

Page 35: AIESEC ATX Sales Summit Feb 2015

Case Discussion #2 Cont. •  Sean Connery: Hello, this is Sean •  Pimpin’ Pete: Hi Sean! My name is Pete and I am with a

student organization called AIESEC. We specialize in connecting young talent, especially interns, to local Austin companies. If you have any time next week I’d like to come by and ask you some questions about your open positions and whether we can be of value to you.

•  Sean: That’s interesting! We’re thinking of opening an internship program. You only provide international interns?

•  Pimpin’ Pete: That’s correct! We have a unique program that brings in highly specialized young talent from over 124 countries. I truly believe in it and I would love to tell you more about it in a meeting.

Page 36: AIESEC ATX Sales Summit Feb 2015

Case Discussion #2 Cont. •  Sean: Well wait a minute – what if it doesn’t

work out and I have to fire the intern? •  Pimpin’ Pete: That’s a really good question

Sean, and I’m glad you’re so interested – Look, I could much more effectively convey the value my organization can offer you in person. Let’s meet next week so I can answer all your questions in detail. How about Tuesday at 3 PM?

•  Sean: Alright, Petey Pete McPetesickles. I’ll see you on Tuesday

•  Pimpin’ Pete: Great! Can I get your email so I can send you a calendar invite? ……fin

Page 37: AIESEC ATX Sales Summit Feb 2015

HOLY MOTHER OF GCPs •  ALWAYS left ball in his court •  Forced Sean to either say yes or no

•  SHOOT FOR REJECTION

•  Didn’t know the answer to a question, so he pushed for a meeting instead.

•  Offered a specific time – made it as easy for Sean as possible

•  Calendar invite – SO IMPORTANT

Page 38: AIESEC ATX Sales Summit Feb 2015

Case Discussion #3 •  Gatekeeper: Hello, this is Ricardo •  Wreck-it Ralph: Hi! How are you doing this afternoon? •  Ricardo: Alright. •  Wreck-it Ralph: Great! Well, my name is Ralph and I was

hoping to talk to someone about your internship policies. •  Ricardo: That would be me – I’m the CEO. •  Wreck-it Ralph: Oh – well my pleasure! I’m with a student

organization called AIESEC and we connect highly technical talent to companies like yours. If you have half an hour next week I’d love to come by and tell you about my organization and see if we can be of value to you.

•  Ricardo: Hm. Why don’t you send me some information over email?

•  Wreck-it Ralph: Sure! What’s your email? [email protected] okthxbi

Page 39: AIESEC ATX Sales Summit Feb 2015

GCP? BCP? • Good transition from “gatekeeper strategy”

to “decision-maker strategy”

• Asked for the meeting – straight and to the point

• Gave up too easily! •  What went wrong?

•  What should have Ralph done?

Page 40: AIESEC ATX Sales Summit Feb 2015

Cold Walk-Ins

Sales Summit 2015 Amanda

Page 41: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 42: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 43: AIESEC ATX Sales Summit Feb 2015

Lunch SALES SUMMIT 2015 The finance Team

Page 44: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 45: AIESEC ATX Sales Summit Feb 2015

The Dance of Objections

Sales Summit 2015 Nick

Page 46: AIESEC ATX Sales Summit Feb 2015

Objectives

• Understand the nature of objections and why they are sexy

• Learn how to handle the most common objections with grace and elegance

Page 47: AIESEC ATX Sales Summit Feb 2015

How People Imagine Objections…

Page 48: AIESEC ATX Sales Summit Feb 2015

What we hope to turn you into:

Page 49: AIESEC ATX Sales Summit Feb 2015

Objections are Sexy… •  They are an opportunity to connect with your

prospect

•  It’s their JOB.

•  Objections are an invitation.

•  They expose how your prospect’s mind works.

•  The alternative is worse.

•  It means they are interested!

Page 50: AIESEC ATX Sales Summit Feb 2015
Page 51: AIESEC ATX Sales Summit Feb 2015

Objections are an invitation…

TO DANCE!

Page 52: AIESEC ATX Sales Summit Feb 2015

The Moves 1.  Empathize

Acknowledge their concern and see it from their point of view. Empathy is powerful. Never dismiss someone’s concern as invalid.

2.  Investigate Clarify to get to the root of the problem. Ask questions. Often the objection provided is hiding the real issue.

3.  Take the Lead Present a solution! Remember, objection management is you two working together to make the best business decision.

Page 53: AIESEC ATX Sales Summit Feb 2015

ACTIVITY TIME!

Page 54: AIESEC ATX Sales Summit Feb 2015

Practice •  Pair up with someone who you don’t know well. •  Find out whether the objection they have is ICX or OGX

related

•  Pitch them on AIESEC and let them object

•  Attempt to •  Empathize •  Investigate

•  Take the Lead

•  When both of you have gone, find a new partner

Page 55: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 56: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 57: AIESEC ATX Sales Summit Feb 2015

Always Be Closing

Page 58: AIESEC ATX Sales Summit Feb 2015

What is “Closing?”

•  The purpose of the close is to:

• Help bring them to a decision

• Move the process along • How?

• BE assumptive

Page 59: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 60: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 61: AIESEC ATX Sales Summit Feb 2015

Introduction

• Build Rapport • When you have made a connection, move on

• Set expectations

Page 62: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 63: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 64: AIESEC ATX Sales Summit Feb 2015

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Page 65: AIESEC ATX Sales Summit Feb 2015

Meeting Simulation

sales summit 2015 Angi and Danielle

Page 66: AIESEC ATX Sales Summit Feb 2015

Meeting Simulation •  In groups of three:

•  Lead – Person running the meeting

•  Backup – Steps in when prompted

•  Shadow – Doesn’t participate in the meeting, takes notes, gives feedback

•  6 minutes for the meeting

•  3 minutes for feedback and

•  1 minute to switch

Page 67: AIESEC ATX Sales Summit Feb 2015

Meeting Simulation

•  2 rules: • 1. Don’t make anything up.

• 2. Have fun

Page 68: AIESEC ATX Sales Summit Feb 2015

Meeting Simulation •  In groups of three:

•  Lead – Person running the meeting

•  Backup – Steps in when prompted

•  Shadow – Doesn’t participate in the meeting, takes notes, gives feedback

•  6 minutes for the meeting

•  3 minutes for feedback and

•  1 minute to switch

Page 69: AIESEC ATX Sales Summit Feb 2015

Debrief

Page 70: AIESEC ATX Sales Summit Feb 2015

Public Speaking Tips and Tricks

Page 71: AIESEC ATX Sales Summit Feb 2015

Public Speaking Simulation

Page 72: AIESEC ATX Sales Summit Feb 2015

Public Speaking Simulation