#2 sdp how sales in gip
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The document discusses sales techniques for Global Intellectual Partnership (GIP). It begins by defining a sale and explaining why sales are important for GIP's growth, culture, professionalism, and processes. It then outlines various selling techniques and discusses which techniques are most important for GIP's business-to-consumer (B2C) and business-to-business (B2B) models. The document provides tips for reaching targets through cold and warm contacts. It concludes by discussing the sales process from initial calls and meetings to closing deals.
#2 sdp how sales in gip
- 1. Webinar #2. Sales in GIP
- 3. Hometask
- 4. Daria, iGIP, LC Lviv Great Job!!!
- 5. Market research, iGIP, Lviv
- 6. Sales
- 7. What is sale? A sale is the act of selling a product or service in return for money or other compensation.
- 8. Why sales in GIP Growth By scale MindsetBy culture Profes- sionalism By processes
- 9. Selling Techniques Cold Calls Consultative selling Direct sales Guaranteed sale Needs- based selling Persuasive selling Hard Selling Heart Selling Price based Selling Relationship Selling Target account selling Solution Selling Sandler Selling System Challenger Sales Action Selling
- 10. Main Selling Techniques in GIP Cold Calls Consultative selling Direct sales Guaranteed sale Needs- based selling Persuasive selling Hard Selling Heart Selling Price based Selling Relation- ship Selling Target account selling Solution Selling Sandler Selling System Challenger Sales Action Selling
- 11. Business models Sales B2B B2C B2G G2B
- 12. oGIP: B2C Business-To-Consumer (B2B). A transaction that occurs between a company that provides goods or services for consumers.
- 13. oGIP: B2C Good understanding of a client Strong marketing Mid-term perspective Light persuading Satisfaction reason Non-direct sales (or?) Cold Calls Needs- based selling Heart Selling Relation- ship Selling
- 14. iGIP: B2B Business-to-business (B2B) describes commerce transactions between businesses, such as between a manufacturer and a wholesaler
- 15. iGIP: B2B Good understanding of a client Deep company profiling Long-term relationships No manipulation Economical reason Direct Sales Cold Calls Needs- based selling Relation- ship Selling Solution Selling
- 17. How to reach your TA ?
- 18. TA
- 20. Cold Sales - first meeting - no XP to work together - no expectation - from pure list Warm Sales - not the first deal - have expectations - have areas to develop - likes you if still work with you
- 21. 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!!!
- 22. Tips for warm sales Ask feedback Do everything on time Dont promise if you are not sure that you can do it Listen!!! Give presents, dont be very strict Talk like with a friend
- 23. Make focus on WARM SALES Alumni Old friends Old contacts, etc. REMEMBER! People buy from people
- 25. Reach your TA
- 26. Understand your focus product in GIP! GIP Teaching Marketing
- 32. Reach your TA: oGIP Cold contacts Online Social Networks Media-partners Offline University External Events Warm contacts Internal LC Members Alumni External X Returnee NGO partners Mailers University
- 33. Reach your TA: oGIP Cold contacts Online Social Networks Media-partners Offline University External Events Warm contacts Internal LC Members Alumni External X Returnee NGO partners Mailers University
- 34. 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 popula- rity growth Focus
- 37. 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
- 38. Attraction for Sales cold contacts|offline|universities Non-partnership with Uni Direct promo among students Promo-tables Flashmobes Posters/flyers Presentations
- 39. 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
- 40. Our FOCUS Reach your TA: oGIP Cold contacts Online Social Networks Media-partners Offline University External Events Warm contacts Internal LC Members Alumnus External X Returnee NGO partners Mailers University
- 41. Attraction for Sales warm contacts|internal|LC members LC members Internal events showcasing Discounts policy GIP culture and awareness PDP including Personal approach
- 42. 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
- 43. 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
- 44. Attraction for Sales warm contacts|external|NGO Partners NGO partners Discount policy Partnership TNs Special projects Promo during external events organized by NGO
- 45. Attraction for Sales warm contacts|external|mailer Partnership TNs by mailers (mail-groups) GIP showcasing
- 46. Attraction for Sales warm contacts|external|universities Partnership with Uni Co-delivery projects(e.g. Ustronianka) Focusing on S&D First meeting with University Cooperation with hosting LC Cooperation with University Recruitment Co-Delivery Focus
- 47. Sales Basis: Call and Meeting
- 48. Cold call Introduce yourself Give a reason of your call REMEMBER: Goal of cold call is to agree to meet Conclusion of the call
- 49. oGIP Cold call
- 50. iGIP Cold call
- 53. 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!
- 54. Personal Sales in GIP 仂亞仂于仂亳亳 亟亠舒仍 仂亟舒亳 仗仂亟从 于亟仗仂于亟仆仂 亟仂 仗仂亠弍 亳亰仆舒亳亳, 磻亳亶 亰 仆舒亳 仗仂亟从于 亰舒亟仂于仂仍仆 仗仂亠弍亳 从仍仆舒 亳亰仆舒亳亳 仗仂亠弍亳 从仍仆舒 亰仆舒亳 弍仍亠 仗仂 仍ﾐ莞湖術 舒仍舒亞仂亟亳亳 仂仂弍亳亳亶 从仂仆舒从 丿仍 仗亠仂仆舒仍仆亳 仗仂亟舒亢于
- 55. Close the Deal
- 56. Close the deal: oGIP 1 day after: passing/rejection 3 days after: Needed doc collection 2 days after: Signing the contract 3 days after: Ra in my@ 1 day after: passing/rejection 12 days after: Offline matching (3 TNs) 3 days after: Needed doc collection 2 days after: Signing the contract 3 days after: Ra in my@ Standard scheme (10 days +100500) or Effective offline matching (21 days)
- 57. Close the deal iGIP Be sure that you covering expectations and needs Be concrete Dont promise something you cant realize First honey, then money
- 58. Task