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Webinar #2. Sales in GIP


Hometask


Daria, iGIP, LC Lviv

Great Job!!!


Market research, iGIP, Lviv


Sales


What is sale?

• A sale is the act of selling a product or service in return for money or other compensation.


Why sales in GIP Growth

By culture

By scale

Mindset

Professionalism

By processes


Selling Techniques Cold Calls

Consultative selling

Direct sales

Guaranteed sale

Needsbased selling

Persuasive selling

Hard Selling

Heart Selling

Price based Selling

Relationship Selling

Target account selling

Solution Selling

Sandler Selling System

Challenger Sales

Action Selling


Main Selling Techniques in GIP Cold Calls

Consultative selling

Direct sales

Guaranteed sale

Needsbased selling

Persuasive selling

Hard Selling

Heart Selling

Price based Selling

Relationship Selling

Target account selling

Solution Selling

Sandler Selling System

Challenger Sales

Action Selling


Business models

Sales

B2B

B2C

B2G

G2B


oGIP: B2C • Business-To-Consumer (B2B). A transaction that occurs between a company that provides goods or services for consumers.


oGIP: B2C • Good understanding of a client • Strong marketing • Mid-term perspective • Light persuading Relation• Satisfaction reason ship Selling • Non-direct sales (or?) Cold Calls

Needsbased selling

Heart Selling


iGIP: B2B • Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler


iGIP: B2B • Good understanding of a client Solution Selling • Deep company profiling • Long-term relationships Needsbased • No manipulation selling • Economical reason Relation• Direct Sales ship Selling

Cold Calls


Warm and Cold Contacts


How to reach your TA ?


TA


Warm Sales

- not the first deal - have expectations - have areas to develop - likes you if still work with you

Cold Sales - first meeting - no XP to work together - no expectation - from pure list


Tips for cold sales • try find more information about your client • your proposition have to cover his needs • show his clear benefits (KPIs) and returns of investments • you need to have good endorsement or reputation (give your client a source, where he can get it) • be positive • More listen, less talking • You sale your personality first and only then your product!!!


Tips for warm sales • Ask feedback • Do everything on time • Don’t promise if you are not sure that you can do it • Listen!!! • Give presents, don’t be very strict • Talk like with a friend


Make focus on WARM SALES • Alumni • Old friends • Old contacts, etc. • REMEMBER! People buy from people


Reach your TA


Understand your focus product in GIP!

GIP Teaching

Marketing


Marketing India

Malaysia Poland Brazil Sri Lanka

National Partnerships


Teaching Colombia

China Poland Egypt Turkey

National Partnerships


Hotel Business Tunisia India Sri-Lanka Morocco

National Partnerships


Management Lithuania Brazil India Egypt

National Partnerships


IT/Engineering Germany Colombia Poland

The Netherlands Taiwan

National Partnerships


Reach your TA: oGIP Cold contacts

Online

Warm contacts

Offline

Internal

External

Social Networks

University

LC Members

X Returnee

Media-partners

External Events

Alumni

NGO partners

Mailers

University


Reach your TA: oGIP Cold contacts

Online

Warm contacts

Offline

Internal

External

Social Networks

University

LC Members

X Returnee

Media-partners

External Events

Alumni

NGO partners

Mailers

University


Attraction for Sales

cold contacts|online|social networks

LinkedIn: • JDs of partnership TNs • Personal messages to your TA with concrete propositions Facebook: • Short-JD TN-promo with link to Lin • Lot of subscribers • Interesting info for popularity growth

Focus


Attraction for Sales

cold contacts|online|media partners

Rabota.ua: • JDs of partnership TNs Specialized blogs, media-portals: • Focus on career topics • Approach people from LC to post there


Attraction for Sales

cold contacts|offline|universities

Non-partnership with Uni • Direct promo among students • Promo-tables • Flashmobes • Posters/flyers • Presentations


Attraction for Sales

cold contacts|offline|external events

Partnership with Event Organizers • Promo-table • Presentation during agenda • Discounts for best participants Non-partnership with Event Organizers • Personal approach and hide sales


Reach your TA: oGIP Our FOCUS Cold contacts

Online

Warm contacts

Offline

Internal

External

Social Networks

University

LC Members

X Returnee

Media-partners

External Events

Alumnus

NGO partners

Mailers

University


Attraction for Sales

warm contacts|internal|LC members

LC members • Internal events showcasing • Discounts policy • GIP culture and awareness • PDP including • Personal approach


Attraction for Sales

warm contacts|internal|alumni

Alumni • Personal approach • Partnership TNs by mailers (mail-groups) • Discount policy • GIP showcasing in Social Media in Alumni groups

Focus


Attraction for Sales

warm contacts|external|X returnee

X returnee • Reflection and reinvention, inner journey • Discount policy • Last internship showcasing • Discount policy • Customer loyalty approach

Focus


Attraction for Sales

warm contacts|external|NGO Partners

NGO partners • Discount policy • Partnership TNs • Special projects • Promo during external events organized by NGO


Attraction for Sales

warm contacts|external|mailer

• Partnership TNs by mailers (mail-groups) • GIP showcasing


Attraction for Sales

warm contacts|external|universities

Partnership with Uni • Co-delivery projects(e.g. Ustronianka) Co-Delivery Recruitment

Focusing on S&D

First meeting with University

Cooperation with hosting LC

Cooperation with University

Focus


Sales Basis: Call and Meeting


Cold call • Introduce yourself • Give a reason of your call • REMEMBER: Goal of cold call is to agree to meet • Conclusion of the call


oGIP Cold call


iGIP Cold call


Meeting in GIP

Meeting Summary Appropriate Profiling Sale Needs discovering Individually


First meeting flow


Meeting tips • Be on time • Make a compliment and start your meeting from something neutral (weather, office, etc.) • Be positive • Prepare your business card and give it in the beginning of the meeting • Introduce yourself and your organization properly • Always do a sum-up of the meeting!


Personal Sales in GIP Проговорити деталі Продати продукт відповідно до потреб Визначити, який з наших продуктів задовольняє потреби клієнта Визначити потреби клієнта Дізнатися більше про людину

Налагодити особистий контакт

Шлях персональних продажів


Close the Deal


Close the deal: oGIP Standard scheme (10 days +100500) 1 day after: passing/rejection

3 days after:

2 days after:

Needed doc collection

Signing the contract

3 days after: Ra in my@

or Effective offline matching (21 days) 1 day after: passing/rejection

12 days after:

3 days after:

2 days after:

Offline matching (3 TNs)

Needed doc collection

Signing the contract

3 days after: Ra in my@


Close the deal iGIP • Be sure that you covering expectations and needs • Be concrete • Don’t promise something you can’t realize • First honey, then money


Task


Task till 17.04.2014


#2 sdp how sales in gip