SDP iGCDP #4

Meeting Flow

Agenda

• i. Session Introduction

• ii. My Introduction

• iii. Appearance

• iv. Timing

• v. The 25/75 Rule

• vi. Emotional Intelligence

• vii. AIESEC Value Proposition

• viii. Objections During Meeting

• ix. Closing Strategy

• x. How Not to Promise something AIESEC cant deliver on

• xi. Team Motivating

Session Introduction

– Great Case Practices with meetings

– Objections often encountered during meetings

– Familiarity with meeting flow

– Goal: Attend a Sales Meeting Raise a TN

Change the lives of Global Youth through Global

Community Development internships

My Introduction

– Ivan Fedortsov

– AIESEC University of British Columbia

– Born and Raised in Jakarta, Indonesia

Why Meetings?

- #DoMoreBeMore

- Sales

- Process

- Driver

Timing

– Good First Impression

– Attending early

– Respect the Audience

The 25/75 Rule

– 25 % Selling

– 75 % Listening

– Preventing Overselling

– Active Engagement in the conversation

Emotional Intelligence

– Quick Recap of Session SDP iGCDP #3 Session

– Why is it useful?

– Different Personalities

– Conflicting Personalities

Emotional Intelligence

AIESEC Value Proposition

• HR Solution

• International Business Solution

• Community Investment Solution

Objections During Sales Meeting

(Part 1)

Responding to:

1). “I will need to talk it over with my boss”

2). “I will have to think it over”

3). “We do not have room in the budget”

Objections During Sales Meeting

(Part 2)

Responding to:

4) “Call me back in 6 months”

5) “I want to take an intern, but not right now”

6) We only hire locally to support local students

here”

Objections During Sales Meeting

(Part 3)

Responding to:

7) “What happens if the intern doesn’t work out

and we want to fire them”

8) “We only hire interns that we intend to

become permanent staff”

Closing Strategy

(Part 1)

Use the prospects questions to close the sale

- answering questions

- Can we get the intern here within 4 months?

- Do you have interns with some work

experience?

- Yes, yes, yes

Closing Strategy

(Part 2)

You must get a sale or an objection

- what provokes a ‘yes’ or an objection

- cannot allow them to say ‘no’

- understand the required qualification of the

intern

How to not promise something

AIESEC can’t deliver on

Responding to:

1) “I’d like someone with 2-3 years of working

experience in this field”

- common criterion

- negotiate the requirement down

- easier to match due to higher pool of

candidates

How to not promise something

AIESEC can’t deliver on

Responding to:

2) A very specific skill, experience, or regional

requirement.

- sometimes our pool simply can’t fulfill a

job requirement

- hard to match

- tends to happen more when there are

multiple requirements

Team Motivating

- GCDP as a global exchange driver

- Your function as a leader in sales

- Expectations

- Relevancy in today’s market

Homework

– Book 4 meetings for next

– Attend 4 meetings next week

Questions?

Terima Kasih =)

Please Fill the Evaluation Form:

https://podio.com/webforms/6612661/513448

And Feel Free to add me on Facebook or LinkedIn

– Or send me an email with questions at

• ivan.fedortsov@aiesecubc.ca