Welcome to Selling Skills for iGIP

1. “THE SELLER”

2. SALES
 Program focused on activating the sales potential to
introduce and develop the capacity of sales in
members who live or will live these experiences in
organizational sales teams
 Sales Activity V.S. Sales Strategy
Sales strategy cannot replace sales activities.
Without sales activities, any great strategy is not
effective. Good strategy is a direction, to align
activities to be more effective. With certain
direction, intensive activities will really bring you to
where you want to go.

3. CLARIFICATION ON INDUSTRY V.S. SUB PRODUCT
 There are two main segmentations in iGIP now:
 Segmentation based on industry V.S. segmentation based
on sub product.
 Segmentation based on industry is very effective to drive sales
and marketing activities. It allows you to build resources and
accumulate market share in your focus industry.
 Segmentation based on sub product is very effective to align
supply and demand in AIESEC network..It is also effective to
communicate the supply to your customers.
 How they should work together?
You are selling sub products in segmented industry.
1) Limit your industry choice (focus)
2) Be expert in providing certain sub products in selected industry

4. FACTS AND FIGURES
 • Do you know the converging rate from company
meeting to a close deal in your entity? (in a lot of
entities I know, the average is at least 1:7)
 • Do you know the converging rate from sales call to a
company meeting in your entity? (in a lot of entities I
know, the average is at least 1:12)
 • How many sales members do you have? How many
active sales members do you have?
 • Is your daily/weekly/yearly activity enough to achieve
the goal?
 I encourage you to break down your raise goal, track
sales activity not only goal achievement, get your sales
people have sales pipeline set for themselves.

5. LEVELS OF SELLERS
Seller
Seller Senior
Seller Plano
Junior

6. SELLER JUNIOR
Sales
education I
Junior
Seller 20 Sales
Minimum 2
Meeting per
raises
Month

7. SELLER JUNIOR LEVEL
 First level Sales Program is the basic level. It’s
recommended for beginners members with initial
training that will give direction to the sales of simple
products. It will be presented which is a seller and
what their impact on the organization, and routine
behaviors, such as effective communication and
resilience. Members will learn how to focusing on
customers and their needs, as well as basic tips to
improve performance.

8. EDUCATION SALES 1
Minimum required:
 What is AIESEC value proposition for organizational market?
 Program
 Approach channels
During the experience:
 Sales Technique: Elevator Speech and Appointment Training
 Sales Process Flow: TN Taker Flow , Sub Products , Segmentation
 Art of Question: frequent customer questions
 Types of sellers you should recruit: farmer and hunter
Stakeholder focus and client orientation
Negotiation power
Seller behaviors
General Tips
Being resilient and dealing with frustration

9. THE HUNTER AND THE FARMER
 The Hunter is the person who gets their sales energy off of
the “hunt” for the new opportunity. They are often consultative
sales people who innately find and assess an opportunity
(even when there doesn’t appear to be one) within a prospect,
and find a solution within your offering that meets the specific
need. They are networkers. They are independent. They
generate buzz and excitement. And, they are not always good
at follow-through and focus.
Typical sales roles: Account Executive, Field Sales Rep,
Business Development Rep/Mgr
 The Farmer is the sales person who builds and cultivates
relationships and opportunities, typically within existing
accounts. Farmers are the sales people who turn a customer
from good to great by the nature of their relationship and the
loyalty they gain from their efforts. They nurture. They
collaborate. They are team players. And, they are not always
good at prospecting.

10. SECOND CATEGORY : PLANO SELLER
Sales
education II
3 re-raises or
20 sales
account
expansion
Pleno meeting
Seller
Minimum 6
Track
raises during
Account
seller
manager
experience

11. PLANO SELLER
 Second level of the education program sales, the
intermediate level. It is recommended for those who
have had practical experience and already know
the routine and challenges points in order to
improve sales performance. For this reason, focus
on customer relationships and learning how to work
with deadlines. It starts the education and practice
of Up-Selling strategy to direct the relationship with
the customer through a larger sale of the same
product or service, or more advanced versions of
the same.

12. SALES EDUCATION 2
Minimum required:
 Account management
 Upselling: account expansion
 Selling model II
 Approach channels
During the experience:
 Sales management
 Value proposition adapted to customer needs
 Art of question: customer burning questions II
 Seller as a consultant I: opportunity identifier
 Customer relationship
 Market trends (national training)
 Emotional process

13. MINIMUM CRITERIA– STAGE 3
Sales
education III
Participatio
25 sales
n in
meeting per
corporative
month
events
Senior
Seller
Minimun 12
Achieve 6
raises/partn
raises
ers during
through
seller
sales team
experience
Sell more
than one
product to
same
customer

14. SENIOR SELLER
 The last level of education program sales, the
advanced level. Its is recommended for those who
have had a long time of experience and high
number of meetings and raises on sales program. It
will prepare the member to perform with cross
selling strategy in order to sell others programs for
the same company or client. In addition, will be
discussed sales behavior techniques sales
behavior and neurolinguistics. It´s ideal to know and
to be in this level for complex sales.

15. EDUCATION SALES 3
Minimum:
 Cross selling
 Being farmer: PR corner and personal marketing
During the experience
 Win loss
 Selling model III
 Behavior seller technique
 Governance in sales and sales management
 Art of question: customer burning questions II
 Hard and Soft selling - Simple and Complex Sales
 Seller as a consultant II
 Neurolinguistic programming tips
 Intermediary sales channels and Networking
 Maslow pyramid
 Market analysis and trends
 Being farmer: PR corner.
 Competitor analyses: expatriation and others