SDP iGCDP Indonesia#4 Meeting
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Transcript of SDP iGCDP Indonesia#4 Meeting
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
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– Or send me an email with questions at