SALES

Why are you in AIESEC?What does AIESEC provide?Do you believe in what you

sell?

HOW ARE YOU REPRESENTING

AIESEC?

ELEVATOR PITCH

Elevator Pitch• To (public)• That (need or opportunity for)• The (product)• Is (product category)• Different of (main competitors)• Our product (main differential)

Divide in peers and create an elevator pitch in 4 minutes to…

Your family and friends

A colleague of yours that is a potential EP

A company

A school

SPINSELLING

SITUATION

PROBLEM

IMPLICATION

NEED

SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales scenarios. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales.

The original survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions.

Asking questions means that the salesperson is building

Rapport with the buyer, building sales rapport with the buyer allows the buyer to feel more comfortable

talking.

Situation questions• Já tiveste presente numa conferência com jovens

de todo o país?• Como te vês no futuro?

Problem Questions

Implication Questions • Como achas que a falta dessas experiências práticas te pode afetar a nível profissional?

Need-payoff Questions• Se pudesses ter uma experiência prática e

internacional como isso te poderia preparar melhor a nível profissional e pessoal?

• Qual a principal barreira para teres uma experiência para além da faculdade?

• O que te impede de teres uma experiência mais prática na tua área?

Objections 1.Accept2.“Accumulate”3.Redesigning directing for points

of common interest4.“Reguide”, ask

How to close the sale? 1. Advantage – cost – benefit2. Give 2 options of closing3. Closed and direct questions 4. Rapport (mirror of the client)

DYNAMIC!1. Make teams of 3 people

Team leader, member, feedback

Convince your members to be committed and grab all the opportunities! Don’t let them leave AIESEC

THANK YOUMariana and Pedro