1. RAISING
Raising

2. What is sales?
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Listen to what the client says
Discover what the client needs
Offer if you have what the client wants

3. Approach
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Market Research
Cold calls and appointments
Meeting preparation
Presentation about your company
Work on objections
End of Sales and Signing MOU.

4. Preparation
Basic
 Benefits of your product , E.g. Workshop.
 Benefits of NGO/School
Content
 Information about AIESEC
 Information about NGO/School
 Information about Competitors

5. About NGO/School
Where to find:
 Friends
 Networking
 Websites, different rankings, Yellow pages.

6. What details about the NGO/School?
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Contact person.
Position in the market.
Do they already work in the direction you need?
Client History, if any with AIESEC previously.

7. Structure of the meeting
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Contact establishment.
Presentation about AIESEC.
Needs identification.
Proposal.
Work on objections.
End of Sales and Signing MOU.

8. Preparation for the meeting
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Research.
Key selling points
Identify what advantage the buyer gets from our product and highlight them.
Working on objections.

9. Presentation about AIESEC
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Prepare in advance (for clear explanation)
Tell more about Leadership and active youth.
Keep it short and crisp.

10. Proposal
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You need to discuss your thoughts with the opponent – do not give them as the
last variant
To talk only about benefits they get – do not give all information you have.

11. Objectives
Some rules:
 Positive thinking.
 To listen actively.
 To look for a motive after objective.
 To make small pause.
 To give answers with confident voice.
 To give answer later(but not to forget to do that).

12. End of Sales
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To understand further steps (agreement to get more information need time to
analyze)
If you didn’t sell anything you still need to have opportunity to continue
relationship with this NGO/School.
One more time speak about next steps.

13. Things to do
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Documentation is must for any process, it makes things easier.
Make a tracker for Raising.
Update the tracker with the following details
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Client approached
Follow up
Status
Raise the TN form on www.myaiesec.net.
Make a tracker which contains all the available TN forms .
Update the new TN form in the tracker.

14. Thank you