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First, it's all about Steps

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by

Malek Lagha

on 14 December 2014

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Transcript of First, it's all about Steps

First, it's all about Steps
Opportunity
Build common partnership foundation
Business need identification versus
AIESEC solution
Evaluate
Understand and support who needs to convince who inside the company.
Commitment
Understand legal process of company

What does it mean ?
Identify the right executive .
understand what the executive wants .
Gain access to the executive
Establish credibility
Create values
Cultivate loyalty
Prospecting
Talking to the right person for your purpose .
Sales and You
Why Sales are important to you ?
Why Sales are important in AIESEC?
What are we Selling ?
Exchange Programs
Cultural experience
Cultural understanding
Working life experience
Leadership Programs
Proactive mindset
Get to know yourself
Activating leadership in others and yourself.
Learning Programs
What Uni can’t give you:
Practical learning
Team work XP
Leadership training
Global network
How we do it ?
ER Process
Market Analysis
Product development
Sales
Delivery
Follow up
why a new ER process ?
Global Product Portfolio Overview
8 Steps to heaven

Qualify
Key qualifications factors:
ER principles (Stockholders, type of partner, Supports used to contact... )
MC working relationship check
Propose

Solution with clear value proposition, delivery framework, timelines, responsibilities…
Does this explain the role, responsibility and value proposition for our stakeholders?
Verification: Is the proposal clearly adding value to both organizations?
Understand the real reasons behind objections.

Who has objections and why?

Solve case by case through case studies
Negotiate
Closed/Won
Detailed on boarding plan ready to make company feel safe.
Market Analysis
Prospecting
PD
Qualify
Sales
Opportunity
Delivery
Propose
Follow up
Evaluate
Negotiate
Commitment
Closed/won
Full transcript