1. Suit Up!
Sales tr

2. Agenda
1. Product knowledge
2. Sales flow
3. Market research
4. Cold calling
5. Sales meetings
6. Art of selling
7. How to follow up
8. Proposal knowledge
9. Myaiesec.net training
10. CRM training

3. WHAT IS MY
PRODUCT ?

4. Introduction to ICX

5. What is ICX about?
BUSINESS DEVELOPMENT
(BD)
Two Components
ACCOUNT DELIVERY (AD)

6. BUSINESS DEVELOPMENT
Aims to develop and implement growth opportunities.
Identifies new business opportunities
New markets, partnerships with other businesses, new
ways of tapping into existing markets
Exploits these opportunities
3 overlapping layers of business development
Sales, strategic planning, partnership initiation and
management

7. BD and ICX
Business to consumer
sales
Business to business consultative
sales
“SO WE DO SALES”….Not really

8. Name of the game: B2B Consultative Sales
Consulting platform: HR talent acquisition focused on
international talent
Selling: AIESEC Product and Services
Adding the resulting values to clients
MORE ON THIS TO COME!

9. ACCOUNT DELIVERY
Maintaining the relationship with the accounts signed by
BD
Provide the account with promised services and support
Building stronger relationship with existing accounts by
upselling
AD within ICX: More technical
MORE ON THIS TO COME!

10. ContractContact
Follow
Up Lead
Meeting
Sourcing &
Matching
Logistic &
Administrative
Receptio
n &
Support
AD OBJECTIVE
Deliver the contract demand
BD OBJECTIVE
Get businesses to sign
contract
BD AD
CONTRACT
The ICX Process

11. ICX and
Contact
Follow
Up Lead
Meeting
Sourcing &
Matching
Logistic &
Administrative
Receptio
n &
Support
BD AD
CONTRACT
Spitting game
Hey
shawty,
wats yo
numbah?
Flirting
Stage
First date
Actual relationship

12. ICX & AIESEC| Exchange Process

13. ICX & AIESEC| Exchange Process
EXCHANGE PROCESS TAKES 2-3 MONTHS

14. What is my product ?

15. A Global Internship Programme (GIP) experience is an opportunity for a young person to develop
entrepreneurial and responsible leadership by living a cross-cultural professional development experience.
How do we run this programme?
We provide an internship in a host organisation, through
which a young person contributes to the goals of the
organisation, completes a job description requiring
special expertise or skills, and receives supervision and
evaluation on his or her professional development.
What can a young person gain through this
programme?
With this programme, a young person gains access to
AIESEC’s value-based platform, and he or she
experiences:
A professional development experience
A cross-cultural living and working experience
GIP participants can have different types of internship
experiences as long as their role and supervision
clearly contribute to their professional development.
What can an organisation gain through this
programme?
GIP hosts are organisations that support AIESEC’s
values and want to enhance their organisation through
involving global top talent, improving their processes or
growing their organisational goals. With them, we co-
create opportunities for young people to work, learn and
contribute to the organisation’s goals.
How will this be measured on the system?
A GIP internship is counted as soon as an EP is realized to a GIP internship, which should be on their first day at
work. An individual is counted as a GIP participant as soon as his or her GIP form has been raised.
Duration of a GIP experience: 6-78 weeks
Global Internship Programme

16. WHY GIP ICX +ER
?

17. iGIP means youth interacting with
business and learning
We partner with young companies that
need skilled HR .
training our members to be
great sellers, packaging
productsProvides the members the
experience to get in touch with
big companies
I honestly don't know how to
answer this question. It
offers a cross-cultural
experience with the support
that XPP requires, but I
really don't know if this is
developing leadership or not.
Providing organizations with fresh
and unique talent. Therefore,
driving the economy of the
country.
How does iGIP+ER
develop leadership?
Ep's help our TN taker to improve their
result and be more competitive

18. We are the youth leadership provider of the world
Really?
Yes! Through us, young people can learn
how to lead by living international
internships that prepare them to solve the
greatest needs and issues facing society

19. SALES FLOW
step by step
ANALYS
ES
BEFORE
SALES
SALES
AFTER
SALES

20. SALES FLOW
step by step
ANALYS
ES
1. SEGMENTATION
• Evaluation of local market
• Recognition of groups
• CRM
2. TARGETING
• Analyses of groups and local
needs
• Define focus
• Define products

21. BEFORE
SALES SALES FLOW
step by step
1. RESEARCH – you need to
know...
• Size of the company;
• Values and mission;
• Main partners;
• Main activities.
AT LEAST!

22. BEFORE
SALES SALES FLOW
step by step
Where am I going to
look for these
informations?

23. BEFORE
SALES SALES FLOW
step by step

24. BEFORE
SALES SALES FLOW
step by step
2. THE APPROACH
• Telefone call;
• Network events;
• Visits;
• E-mail

25. Remember that the objective of the PHONE
CALL is to schedule a meeting!
BEFORE
SALES SALES FLOW
step by step

26. TN taker flow

27. Finding your prospects
Lead Generation & Market
Research
ICX | Team Member Development

28. ICX | Lead Generation: Strategy & Research
What is lead generation?
Creation or generation of prospective consumer interest or
inquiry into a business’ products or services.
Generate
Contacts
Call
Follow
Up
Meeting
BD Process

29. ICX | Types of Leads
Warm Leads vs. Cold Leads

30. ICX | Targeting
Market Segmentation & Targeting
1. IT
2. Engineering
3. Marketing
4. Business administration

31. To have Global Talents product means to
know:
Market Segment
What
industry
are you
focused on
and what
are their
needs?
Company Need
What are
the specific
needs of
prospective
customers?
JD
What roles
could
AIESECers
fill to meet
those
needs?
EP Requirements
Supply
What
backgrou
nds must
EPs have
to fulfill
those
JDs?
Where
are those
EPs in
the
network?

32. Product segmentation - Main Industries in
Costa Rica
Marketing
Pharmacy and
medical
equipment's
Service sector
Transportation
and logistics
Food and
beverages

33. Marketing Global Internship Program
Sample JD 1: Market Research & Evaluation
AIESEC Turkey:
• The intern will introduce the company to overseas countries by doing effective
marketing
studies.
• The intern is expected to make foreign market research and find optimum markets
to make sell.
• The intern will make outsourcing studies and prepare a substructure to work with
the foreign
companies.
• The intern will get in touch with foreign country companies daily and provide
information flow.
Sample JD 2: Product Planning, Development & Control
AIESEC Germany:
• Support at professional product introductions in Europe.
• Supervision of products in the different stages of the product life cycle.
• Quantitative and qualitative market research and competitor analysis.
• Drafting of international product- and marketing concepts.
• Organisation of events, product demonstrations, customer surveys.
• Cooperation in the daily business of the Product management.

34. Sample JD 3: Retail + Sales Marketing
AIESEC Lithuania:
• Make a list of retail chains selling “consumer electronics” products
• Make a list of wholesale companies selling “consumer electronics” products
• For every company make a contact database – a person responsible for the
purchases of “brown
goods”, email, phone number etc.
• Divide retailers and wholesalers by the number of stores, market share, size of
the company.
• Contact adequate people, present MVS company, preliminary arrange a meeting
with the
representative of the company
Sample JD 4: Customer Relationship Management
AIESEC Philippines:
• Responsible for End to End Sales Management Process
• Increase the Company's profit from the existing base of Current Clients
• Responsible for client communications, conflict resolution, and compliance on
client deliverables
and revenue
• Maintain a Weekly Sales Reporting or Revenue Forecast with the CEO
• Ensure that all processes and procedures are completed, quality standards are
met, and that
projects are profitable

35. IT
BPO’s Networking
Telecommunications
IT solutions
Service applications
Desktop applications

36. Telecommu
nications
Web
Services
Web Apps
Mobile
Apps
Games
User Apps
Web
Hosting
IT
Networking Server Apps
Desktop
Apps

37. Telecommunications
An organization that provides voice or data transmission services.
A company that specializes in making carrier-class hardware and software, such as
Alcatel Lucent, Nortel Networks etc
Telecommu
nications

38. Web App/Services
A company that provides software running
on the application level of the Internet.
[web app] Create applications that run in
our web browsers (Chrome, Opera, Safari
etc)
[web service] Provide resources to other
applications ( search, computations etc)
Examples:
TCS – myaiesec.net
Google – Google apps (mail,
calendar etc)
“Log in with FB account”
Web Apps

39. Web Hosting/Cloud
Web hosts are companies that provide space
on a physical or virtual server owned or leased
for use by clients.
Mainly big and some times medium size
companies
Examples:
Amazon – AWS cloud
Site5 - Hosting products
TCL – hosting of myaiesec.net
Web
Hosting

40. Embedded
Applications
A company that focuses on
implementation of embedded
software.
Example:
Apps running on a car
Apps running in a production
line
Embedded
apps

41. Mobile Applications
A company that is
focusing on the creation
of apps running on
smart phones.
Mainly start ups.
Examples:
Google maps mobile
Facebook mobile apps
Mobile
Apps

42. Games
Games
• A company that is developing graphically demanding
computer games.
Examples:
• EA games – FIFA
• Nintendo – super mario
• Rockstar – GTA San Andreas

43. Mobile GamesGames
• A company that is developing games designed for smart
phones
• Lower graphic demands
Examples:
• Rovio – Angry Birds

44. Friends &
Family
• Parents
• Relatives
• Family Friends
• Siblings, etc
University
Relations
• AIESEC &
University Alumni
• Professors
• Career Center
• Career Fair
• Academic Advisors
Local Area
• Networking Events
• Chamber of
Commerce/Umbrell
a Organization
ICX | Warm Leads
Warm Leads Sources
Use these people/entities to help you get your foot in the door at companies
that might be potential leads and opportunities.

45. ICX | Social Networking Sources
Utilize local and national job search directories

46. Lead generation and
Phone

47. Part 1: Warm contacts

48. Part 2: Cold contacts

49. Warm vs cold contacts
Cold calling ratio:
7 calls = 1 visit
10 visits = 1 TN
Example: re-raising,
account
management…
Cold Calling
Unfamiliar with
AIESEC
First contact
Generate leads
in sales pipeline

50. Warm vs cold contact
Warm calling ratio:
3 calls = 1 visit
7 visits = 1 TN
Warm contacts have a
higher rate of success!
Warm calling
Already familiar with
AIESEC
Referred to by
someone or by
another organisation
known by the recipient
of the call

51. The purpose of the call
Get a physical meeting!
Not to:
Explain AIESEC
Sell your products
Ask for sponsorship
NEVER SELL THROUGH THE PHONE!!

52. Dealing with rejection

54. Difficult Gatekeeper – “boss is too busy”
I understand that Mr/Ms … is busy. Could you
please tell me when would be a suitable time to
speak to him/her?
No problem, I will call back tomorrow and
meanwhile I will send him an email. Could you
please give me his/her email address?

55. The contact person asks too many questions
/ asks for email
I understand completely. However as the program
that I would like to present is very complex, i
think it would be better to schedule a meeting.
When is Mr/Ms … available so I can have a few
minutes to talk with him/her?
What I would like to propose is your company’s
participation in our program. In order to customize
it to your needs, I propose to have a meeting.

56. Reaction for tough refusal
I am sure that our program is absolutely unique!
How can you be sure that you do not need our
services before even listening to what we have to
offer?
I completely understand. That is most often the
reaction I encounter. However when people listen
to the details of our program, they usually change
their minds

57. Correspondent has bad experience with
AIESEC
Really? Than I think it is even more important to
schedule a meeting. Could you please tell me
why you had a bad experience with our
organization.

58. We already have our own internship program
Wonderful! I think that it might be interesting to
make an appointment and see if we can find a
plug in with our serviece!

59. Key Success Factors
Remember that you
have the right to speak
to these people and
that you can offer them
customized solution!

60. Factors to succes; Love what you are
selling! Be passionate
and show this!
Be natural and show a
genuine interest in
people.
Prepare the call – know
what to say and what
your value is to the
organization

61. Tips and tricks
Always have a pen and paper with you while calling.
Also mark 3 days and times in your agenda that
you can propose.
Find an enviornment that puts you at ease
Assistants are important people
Do not leave messages

62. Stand up while calling, your voice will sound more
clear
Smile
Ask questions where they have to say yes
Never give too much information

63. Part 3: lead generation

64. Getting Warm Contacts
How?
Through other members of the LC
LinkedIn
Alumni
Newspapers
MyAIESEC.net
Etc.

65. http://www.youtube.com/watch?v=sW-PHukzdgM
Video

66. What were the learning points from the video ?

67. How to do cold calling
http://www.youtube.com/watch?v=qhmZSHOCOC
w

68. The information is not that important but what
more important part is that you have that one idea
- Sell your idea
Companies don’t want to listen of what you read
in a newspaper or magazine this morning.

69. How to close the deal ?
http://www.youtube.com/watch?v=izOIOvguncU

70. • Buying question - what is the firm minimum
• What is you 800 ?
• You need to blew that
• How ? Knowing your product
• Be aggressive
• Learn how to push
• Talk to him and ask him questions
• If you are drowing and throw you a life jacket would you grab it and the answer is yes
• If you don't learn how to close you cannot sell anything.
• Somebody who says that there is money problem is lying to you.
• A sale is made on every call that you make.
• Either you sell the company your product or he sells it to you by saying no -
• The only question is whose gonna close you or him

71. Example
http://www.youtube.com/watch?v=4zakyg3thfY

72. You have to be closing all the time !

73. Art of selling -
http://www.youtube.com/watch?
v=zCf46yHIzSo

75. Calling script ?
http://www.youtube.com/watch?v=jlVBwasfc78
1. Who are you ?
2. Why are you calling ?
3. What’s in it for me ?

76. Calling script
Hello,
How are you ? I hope you are having a good day. may I speak to Mr./Ms. __________?
Hello, Mr./Ms. _________, my name is ____________
and I’m calling from AIESEC (LC) on the University of __________ campus. Have I caugh
you at a
bad time?
NO:]
Are you familiar with AIESEC?
NO:]
Well, AIESEC is the world’s largest student-run organizations with 65 years of
experience in developing companies through globally minded leaders.
. I know that your company……………………
I am calling because we have developed number of companies by giving them
access to a global talent pool of students and graduates through our internship
programmes.
Could I ask you a few questions to see if there’s any chance we could help your
company as well ?
I would like the opportunity to meet with you in person to discuss what

77. [Sure, when?]
I am available on ___ (day) _____ or ____ (day) _____ next week. Are mornings
or afternoons better
for you?
Great, thanks _(insert name)_ , I look forward to seeing you on _(date/time)_.
Have a good day!
If ‘NO’: When would be a good time to call you back?

78. If the contact is unavailable:
􀂃 Don’t leave a message unless you know the contact well. YOU should
always phone back. Ask
when a good time to call back is. If they ask who is calling, give them your
name, etc. but offer to call back as you may be difficult to get a hold of.
􀂃 Assistants are important people. Be sure to treat them with the same respect
you would treat the CEO
􀂃 If you leave your name and phone number, take the name of the assistant for
future reference.
(i.e. “I spoke to Mike, your assistant, who mentioned…”)

79. Always remember􀂃 Understand the script enough that you don’t need to read it word for word. You
should be able to adapt it to the conversation
􀂃 Be concise with the contact. Prepare what you are going to say and possible ways
that the call
may go. These people are BUSY!
􀂃 Be prepared for any scenario. Some people will reject AIESEC, be able to answer
their questions
HONESTLY.
􀂃 DO NOT try to sell the program over the phone; try to book the meeting. If they
have questions,
tell them that a meeting would answer all of this much more clearly and will only take
15-30 mins.
􀂃 Don’t talk too fast! Let the contact ask questions and participate
􀂃 Make sure you have possible dates for meetings, and your daytimer is in front of
you
􀂃 Don’t raise your voice or argue. Listen politely and take your time answering

80. Sales meeting
http://www.youtube.com/watch?v=oTFU9c9MrkE

82. BEFORE
SALES SALES FLOW
step by step
1. Present yourserlf (name and role)
2. Be objective and polite
3. Concentre yourself!
4. Write important things

83. BEFORE
SALES SALES FLOW
step by step
1. Don’t say that you are “new member”
2. Don’t say internal acronyms
3. Take care with your anxiety

84. SALES SALES FLOW
step by step
1. PREPARING AND PLANNING
• Call to the company one day before the
meeting in order to confirm it.
• Live the meeting, mentally!
-Identify the possible needs and doubts;
- Make sure you know all the extra informations about legislation, good
cases...
• Don’t forget to check: sales material, digital
presentation and business card .

85. SALES SALES FLOW
step by step
Key things for
the
first meeting!
Know-how of the
product
Dominate
the
situation
Understand
client’s
context

86. In the meeting...
Be positive and assertive
Don’t be late!
Arrive 10 minutes earlier
SALES SALES FLOW
step by step

87. SALES SALES FLOW
step by step
ALWAYS
Keep calm
Eyes
contact
Listen
Observe
and
interpret
Say the
essential
Understand
Call by
name

88. SALES SALES FLOW
step by step
NEVER
Speak
something
you don’t
know
Cross your
arms
Speak too
loud
Look your
clock
Say the
essential
Criticize
Disagree

89. Closing the meeting...
SALES SALES FLOW
step by step
Present the proposal
Present the pricing
Talk about timeline
Talk about documents
Negotiate
NEVER, I SAID NEVER
get out without set next step

90. Define a clear deadline for answers
ABC = ALWAYS BE CLOSING
SALES FLOW
step by step
AFTER
SALES

91. The Meeting!
Up-front contracts:
1. Thanks for inviting me in
2. Confirm time
• If you run late, ask permission to keep going
3. Agenda (Yours and theirs)
4. Outcome (Yes, No, Next Steps)
• Tell them it is OK to say NO
5. Biggest fear (optional)
• Get your biggest weakness/concern out of the way
right off the bat

92. Meeting Structure
1. Up-front contract
2. Probe for opportunity
• Ask them questions about their business
• Find their pain
3. Present the AIESEC solution
4. Let them ask questions
• Dialogue is a good thing
5. Make the ask
6. Request an introduction/referral
7. Confirm next steps

93. Probing Questions
The Information Funnel* – Probe Deeper:
Can you tell me more…?
Could you give me an example?
How long have you been dealing with that?
What have you tried to fix the situation?
Why do you suppose that didn’t work?
What has it cost you so far?
Are you close to giving up?
How do you feel about that?
*Source: Sandler Sales Institute
Problem
Reason
Consequence

94. Tips & Tricks
Good questions to ask:
Beginning of the Meeting
Has your organization taken interns in the past?
If so, how was the experience?
End of the meeting
What timeline would you foresee moving forward?
When would be best to follow up with you and how would
you like me to follow up?

95. Asking for Referrals!
At the end of every meeting (if it went well or the
contact is a supporter of AIESEC) ask:
“Do you know of anyone who would be a good fit for the
program which I should be in touch with?”

96. The Win-Win
Concept

97. ALWAYS
REMEMBER...

98. The 4 steps to
Differentiation
Make sense
in context
Find the
Differentiatin
g Idea
Communicat
e your
Difference
Have
Credentials

99. Get all the

100. Choose the right place for the

101. Be prepared with the proposal.

102. Be prepared with the proposal.

103. Know what is your bottom line.

104. What is your ideal win-win

105. The Right way
• Customer Focus and Concern
• Loyalty to the Needs of the Customer
• Accepting and Learning from Rejection
• Understanding the Value of Selling
• Believing in yourself, your products and your services
• Keeping Outgoing Personality Under Control
• Enthusiasm
• Being a Constant Student

106. In a Nutshell
Plan,
Prepare
&
Rehearse
Propose
BargainAgree
Review

107. Now you do
it!

108.  Group 1: Sell a painting to a blind
man
 Group 2: Sell a fridge to an eskimo
Group 3: Sell meat to a vegetarian

109. Happy Selling

110. But before you go forth,
remember:
Suit up!
Greet them well.
Give your business card.
Sit and behave appropriately
BE PROFESSIONAL!

111. Follow up & Closing The
Deal

112. Session Flow
The Follow up
After the Meeting
Group Activity
Closing the Deal…Final Meeting

113. The Follow Up
So…you’ve had your meeting…now what?

114. The Follow Up
What would you do after the meeting?
A. Wait until the next meeting (if scheduled).
B. Send additional information.
C. Send the output of the meeting.
D. Both B & C

115. Correct Answer?
The Answer is D!

116. After the Meeting
What are action steps you should take after
the meeting?
Update the CRM.
Write the output of the meeting as soon as
possible and send it to the potential client.
(Never more than 24 hrs)
Include any action steps that were
discussed in your output.

117. Did you promise additional
information?
If so, always remember to send the info within the
agreed upon timing. Examples can include:
CV’s
Product portfolio
Database Statistics
Partners working with us
Testimonials
Etc…

118. Remember!
Always Under Promise and
Over-Deliver!

119. Follow Up Email
You’ve just finished your meeting with “Michael”
from ADF Technologies (you were introduced by
“Dani”), it was a good meeting and the firm is
looking for CRM developers.
Their main need is in developers that know SaaS,
CRM, Business Intelligence (BI) solutions. Specific
focus on Microsoft BI.
You promised to send example CV’s
The Product Portfolio

120. Split into groups of two
Then breakdown what would be a good
follow up email (what does it include?)

121. So what’s present in a good
follow up
A Thank You for the meeting/ a soft sentence to
begin
Well Structured
Includes all previously promised information
Broken up Paragraphs (paragraphs should be
limited to about 3-4 lines)

122. Dear Jean-Pierre, Dani,
It was a pleasure meeting with you both today, and thank you to Dani for introducing me.
A brief output from the meeting.
Currently your main need is in IT candidates with experience and knowledge of SaaS, CRM, and
Business Intelligence solutions, including but not limited to Microsoft Business Intelligence
products.
The exact specifications of which will be sent later today or early next week by Liese, then I will
begin looking into the database and will get back to you with some example profiles in 3 to 4 days
of getting the specifications.
If there is anything else you might like to add, please don't hesitate to call or email me.
I look forward to working together to potentially helping Business&Decision source some talented
graduates.
Best Regards,
Rafael

123. Closing the Deal…Final
Meeting
Come prepared to the meeting.
Bring a contract with you
Be Confident
Know the process! You must be able to tell them
everything from beginning to end.
Set deadlines if the contract isn’t signed there.
“Do you think you could tell me by next week
Wednesday your manager’s decision?”

124. Q & A
Thank you!!

125. Myaiesec.net training

126. CRM training

127. Video
http://www.youtube.com/watch?v=JfIKzReNDF4

128. Backward planning
Re goal Ma goal Ra goal
Sales
meeting
Sales
calls

129. Monthly KPI’s
17th – 23rd
February
Ra
Sales
meetings
Sales
calls
24th – 2nd
February
Ra
Sales
meetings
Sales
calls
3rd – 9th
March
Ra
Sales
meetings
Sales
calls
10th – 16th
March
Ra
Sales
meetings
Sales
calls
17th – 23rd
March
Ra
Sales
meetings
Sales
calls
24th – 30th
March
Ra
Sales
meetings
Sales
calls
7 calls = 1 visit
10 visit = 1 Raised TN

130. Rewards and Recognition
1. Member/TL/VP with maximum sales meetings till 30 th March will be awarded
with some goodies from MC and free dinner in Indian restaurant
2. Member/TL/VP with more than 4 raises will get a an AIESEC India T- shirt or
IC Russia T-shirt + free dinner in Indian restaurant.

131. End video
http://www.youtube.com/watch?v=nIp5Tfkgwf4

133. CONGRATULATIONS!
YOU’VE NOW GRADUATED IN
SALES!