aiesec atx sales summit feb 2015

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

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

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

• 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

Today I Will

Others Can’t

Do What Others Won’t

So Tomorrow I Can

Do What

- Jerry Rice

Your Comfort

Zone Growth

Today I Will

Others Can’t

Do What Others Won’t

So Tomorrow I Can

Do What

- Jerry Rice

#Let’sGetThisDone

The Cycle of Sales

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Let’s Talk About AIESEC

The Golden Circle

The Golden Circle WHAT

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

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

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

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

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

Start With Why By Simon Sinek

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

Lead Generation

Sales SUMMIT 2015 Sami

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

OGX Leads – Cold and Warm

•  Classroom Talks

•  Organizational Talks

•  Flyering

•  Personal Network – Friend Group

•  Coworkers

ICX Leads – Cold and Warm

•  Personal Network •  Referrals •  Linked in •  Alumni Events

•  Calling •  Walk-Ins

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

•  lead?

•  lead?

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

Approaching

Sales Summit 2015 Nick

Cold Calling

Objectives

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

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

What are GCPs and BCPs?

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*

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

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!

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”

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.

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

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

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? alsdjfjlk@alsdj.com okthxbi

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?

Cold Walk-Ins

Sales Summit 2015 Amanda

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

✓

Lunch SALES SUMMIT 2015 The finance Team

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

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The Dance of Objections

Sales Summit 2015 Nick

Objectives

• Understand the nature of objections and why they are sexy

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

How People Imagine Objections…

What we hope to turn you into:

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!

Objections are an invitation…

TO DANCE!

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.

ACTIVITY TIME!

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

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

✓

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

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✓

Always Be Closing

What is “Closing?”

•  The purpose of the close is to:

• Help bring them to a decision

• Move the process along • How?

• BE assumptive

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

✓

✓

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

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✓

Introduction

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

• Set expectations

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

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The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

✓

✓

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✓

The Cycle of Sales Pre-approach

Introduction

Approach

Demonstration

Manage Objections

Close

✓

✓

✓

✓

✓

✓

Meeting Simulation

sales summit 2015 Angi and Danielle

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

Meeting Simulation

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

• 2. Have fun

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

Debrief

Public Speaking Tips and Tricks

Public Speaking Simulation

Public Speaking Simulation