Generation of leads and sales
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Presentation on SALES and Generation of LEADS.Also looks at how to handle various types of clients.
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Generation of leads and sales
- 1. Generating leads & Closing Sales
- 2. 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
- 3. Sales at AIESEC – Our products • Global Internship Program • Global Cummunity Development Program •TEAM MEMBER Programme • TEAM LEADER Programme
- 4. Thinking about sales differently •Attention • Desire • Conviction • Action • Interest
- 5. What are we selling? •GIP? • Leadership? TMP/TLP? • Global Ex posure ? • Enterpreunership? • GCDP?
- 6. NO!!! We are selling A RELATIONSHIP A BRAND A SOLUTION
- 7. A Making IESEC Stand out How do I sell “special”?
- 8. What's Special about AIESEC? • Not for Profit Organisation • History • Global Network across 124 countries. • Brand • Large database.
- 9. The Sales Funnel Generate Determine Prioritize Prepare
- 10. Generate: Creating Sales Leads (Aka – Networking) How Do You Find Them? Know your prospects Use the archives Call the right people Have the right attitude Say the right things Ask the right questions Listen to and respect the answer
- 11. Determine Spotting Good Sales Prospects MMoney To Buy A Authority To Buy DDesire To Buy • Know what a good prospect looks like • Qualify your leads • Choose Carefully
- 12. Prioritize Create an ideal customer profile Then Compare and Analyze ? 1
- 13. Prepare: Have your Sales Dialogue READY! • Know who you are talking to • Decide on your approach • Always carry your collaterals and business cards Use every opportunity in your personal and professional life to make a new contact
- 14. Building your relationships • Know your client • Know your sector • Know recent local developments that may effect your sector STAY TUNED IN!
- 15. 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
- 16. • 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
- 17. • 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
- 18. Q&A
- 19. Thank You
Notas del editor
- Storage Pet Shipment Transportation Shipment and Storage
- Attention: You have to get the attention of your prospect through some advertising or prospecting method. Interest: Build their interest by using an emotional appeal such as how good they will look to their boss when they make this deal that will save the company thousands of dollars! Desire: Build their desire for your product by showing them its features and letting them sample or test-drive it. Conviction: Increase their desire for your product by statistically proving the worth of your product. Compare it to its competitors. Use testimonials from happy customers. Action: Encourage the prospect to act. This is your closing. Ask for the order. If they object, address their objections. There are then many variations of closing techniques that can help get the business.
- How do we do that? How do we show we are better and different? We don’t want to compete with others we want to STAND OUT
- Call on Cheryl to give examples of Delhi Network volunteering – get people away from always doing the direct sell and get them to build relationships which will be profitable in time
- Measure each potential lead against the “ideal” lead. Are most characteristics present in both? Are there enough similarities for you to spend your valuable time on the lead? What is the likelihood of you converting the sale?
- Have a 2-3 minute elevator speech – if you have time get them to try it. Always ask lots of questions – but not like a interview
- Know about the community, their challenges and be prepared to empathise