2. Making ICX depends on the environment and the conditions given by local realities, such as internal AIESEC trends and external opportunities in the market. That’s why, aligned with the national Lifechangers Strategy, in our local committee we have defined to work by projects with a clear focus, which will allow us to have smarter approaches.
5. # of TNs Matched: TN forms on matched in the platform.
6. # of TNs Realized: TN forms on realized in the platform (once the trainee has arrived).
7. # of TNs Re-raised: when TN Takers want to give continuity to the TNs by raising a new one.
8. # of Account Expansions: when a TN Taker demands more TNs apart from the current one.
9. Delivery time: time it takes a TN form to pass from Available to Realized.
10. Realization Ratio: # of TNs Raised / # of TNs Realized.PERFORMANCE INDICATORS We must first define the criteria we’ll use to evaluate our performance during the year. In ICX we have the next performance indicators
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12. SUPPLY (analysis by pool): identify the available EPs in the platform, align to the RA-MA-RE picks, define the profiles supplied. MARKET ANALYSIS
13. PROJECTS DEVELOPMENT We must take into account these topics: Segment Organizations profile TN profile EP profile Supply Sales plan Prospect list Pricing policies Learning environments Timeline and budget
18. Most of the people believe they are good sellers just because they have good interpersonal relations skills, which is an important aspect, but it’s not the only one, actually it’s just one of four important aspects!! Often they think that just improving in a sales meeting is enough to obtain the sale, and this shouldn’t be something to be proud of, since it’s the worst technique to sale (at least when it’s about a complex sale that implicates a big amount of money, like an exchange!) Finally, most of the people aren´t born being good sellers, they have to get trained on it, as the next chart demonstrates it:
19. SELLERS Without a good sales training and preparation, it’ll be difficult to obtain the 64% of whole sales Eagles Fighters (20 % of people) (80% of people) Skeptical Innovator (80% of people) (20% of people) BUYERS
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22. Accepted pain: the buyer knows and accepts the need he/she has, but hasn’t identified the solution to it yet.
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24. BEFORE THE MEETING… Pre-calling investigation: general data of companies Post-calling investigation: situational knowledge Hello, my name is … I’m calling from AIESEC, a non-for-profit international organization of young leaders. In this moment we’re carrying out a project on …(fundraising, bilingualism, etc.), and I would like to know what time of this week we can meet to expose it to you.
25. DURING THE MEETING… 1) Start with formal greetings, ice breaker, personal presentation, and establishment of the objectives of the appointment
29. Need-Payoff QuestionsExample: SQ: "Would you describe your current account documentation system?“ PQ: "So you're having trouble retrieving account-sensitive data on a timely basis?“ IQ: "What kind of closing opportunities do you think your people have missed because of the data-retrieval problem?“ NQ: "If you could get quicker, more reliable retrieval, what overall gain in revenues might you realize?" The seller uses Situation Questions to establish a context leading to Problem Questions so that the buyer reveals Implied Needs which are developed by Implication Questions which make the buyer feel the problem more clearly and acutely leading to Need-Payoff Questions so that the buyer states Explicit Needs allowing the seller to state Benefits which are strongly related to sales success.
48. Timline example: This is an example of a timeline for a project based on education sector. It’s totally aligned to the RA-MA-RE picks needed for ETs and the companies times as well, because it’s about schools that begin classes on the end of July (B calendar).
49. THAT’S ALL FOR THIS TRAININGS! ENJOY AND USE THE INFORMATION!! Trainings by: Rogerio Quaresma MCVP ICX @BAZI 2010-2011 Jonathan Suárez LCVP ICX @Mzles (@COLB) 2010 AIESEC Manizales, as of February 2010