time
functional summit
Session Goals
1
incoming exchange
(Icx)
-cold calls
-sales meetings
external relations
(ER)
-financial partnerships/
sponsorships
-non-corporate partnerships
(unis, youth alliances)
-overall student sales
talent management
(TM)
-tmp sales
-alumni engagement
outgoing exchange
(OGX)
-gc & gt sales (ra)
-tn sales (ma)
non-corporate
corporate
communication
(comm)
EVERY AREA
is a sales
area
steve jobs
dale carnegie
communication skills
mirror
observer and listener
persuasive
structured
1. preparation
what is your product?
know all the strengths and weaknesses of your product
know who are your competitors and what is their strengths and weaknesses as well
traditional methods
2. attract
posture &
attitude
dont treat it
like an
info session
its marketing
(one-way street)
lecture bashes
In general,
Short but not rushed
l Inspire curiosity
l Don't be overly rehearsed
l Be organized and practice
l First impression
l 50% content 50% delivery
l Highly charged, passionate, compelling
l
3. negotiate
traditional methods
visuals
dress
code
interaction
info stands
spin selling
situation
questions
problem
questions
implication
questions
need-payoff
questions
questions to
understand the
situation of your
potential client. open
questions.
relates problems,
difficulties or
dissatisfactions of the
buyer that you can
solve.
develops the
consequences of the
buyers problem. builds
the need to overcome it
with a solution.
spin selling
objections
1st accept
2nd accumulate
3rd reformulate oriented to the interest points
4th orientation towards our solutions, asking needs questions
your
turn
4. follow up!
the stranger is now our customer! and our customer is
sacred!
ogx
servicing
(ep managers)
tn sales
frequent
contact
final tips
doubts or questions?
Session Goals
1
thank you J