Generating leads &

Closing Sales

Why are we here?

Our Objective My goal is to provide you with contemporary sales skills and techniques that will build your confidence, increase your enthusiasm and improve the quality of your lead generation and increase the success of your sales calls in order to maximize profitability

Sales at AIESEC – Our products

• Global Internship Program • Global Cummunity Development Program•TEAM MEMBER Programme

• TEAM LEADER Programme

Thinking about sales differently

•Attention

• Desire

• Conviction

• Action

• Interest

What are we selling?

•GIP?

• Leadership?

TMP/TLP?

• Global Exposure?

• Enterpreunership?

• GCDP?

NO!!!

We are selling A RELATIONSHIP

A

BRAND

A SOLUTION

Making IESEC Stand outHow do I sell “special”?

A

What's Special about AIESEC?

• Not for Profit Organisation

• History

• Global Network across 124 countries. • Brand

• Large database.

The Sales Funnel Generate

Determine

Prioritize

Prepare

Generate:Creating Sales Leads(Aka – Networking)

How Do You Find Them?

Call the right people

Have the right attitude

Say the right things

Ask the right questions

Listen to and respect the answer

Use the archives

Know your prospects

Determine Spotting Good Sales

Prospects

MMoney To Buy

AAuthority To Buy

DDesire To

Buy

• Know what a good prospect looks like • Qualify your leads

• Choose Carefully

Prioritize

Create an ideal customer profileThen Compare and Analyze

? 1

Prepare:Have your Sales

DialogueREADY!

Use every opportunity in your personal and professional life to make a new

contact

• Know who you are talking to• Decide on your approach • Always carry your collaterals and business cards

STAY TUNED IN!

Building your relationships • Know your client

• Know your sector

• Know recent local developments that may effect your sector

Basic ( but EFFECTIVE!! ) Sales Tips and Techniques

• There are two kinds of customers…

-Those who know they need your services

AND-Those who may not need it now but will in the future

• Listen to the emotional side of your prospect

• Focus on their needs and objectives

• Use language that focuses on them

• Help them see the bottom line

• Find out their priorities

• Know your prospect

• Focus on why they should buy

• Sell the benefits NOT the products

• NEVER rush the sale

• Know your products and the market – BE A RESOURCE

• Only promise what you can deliver

• No false promises – EVER!

• Follow through with promises

Q&A

Thank You