Vy Le - VyxBusiness Development Manager| AIESEC Vietnam
2011-12
Member of External Relations- 1 Venue Partner, 1 TN
Exchange Participant in Indonesia- 1.6 million Rph
2012-13
FTU HCM Vice President of External Relations (LCVP)- ~$7000
cash.
National Supporting Team Sales Capacity Development~ 86%
retention rate
2013-14
National Business Development Manager- $15000 Unilever,
$10 000 British Council
6 TNs ~ $3600
GIP Sales
Training
SESSION OBJECTIVES• Set the mindset ‘Sales on Values’ on fire
• Provide practical sales skill- ACTIVE LISTENING
• Enhance the awareness of GIP Value
SESSION FLOW• Sales Skill Training
• Global Internship Program Value
SALES TRAINING 1
HOW TO SELL AN ICE CUBE TO AN ESKIMO ?
CHALLENGE ACCEPTED
• Group of Eskimo
• Group of Salesmen
• Draw your dream Eskimo
House
• Activities daily
• What the values of your ice
cube
• Who you will sell to
• How
• Any info needed to collect
BATTLE TIME!!!
REVIEW
• Who success
• What makes s/he successful?
• What you do in 2nd time to be better?
Active Listening
“I hate it when me & my son keep conflicting. I cant understand him!”
“Well… you don’t understand your son?”
“Whenever we talk, we argue. He never listens to me”
“ You don’t understand him because he never listens to you!?”
…
PURPOSE• Not to give advice
• Not to get solution
• Not to simulate them with your intention
• To know the situation
• To let them pour out the emotion
• To get their pain, personality & expectation
TIPS- Restating: To show you are listening, repeat every so often what you think the person said by paraphrasing what you heard in your own words. For example, “Let’s see if I’m clear about this. . .” “ You mean…” “ Is that it….”
- Minimal encouragers: Use brief, positive prompts to keep the conversation going and show you are listening
For example, “umm-hmmm,” “Oh?” “I understand,” “Then?” “And?”
- Reflecting: Instead of just repeating, reflect the speaker’s words in terms of feelings
For example, “This seems really important to you. . .”, “Must be a hard time”
- Silence: Allow for comfortable silences to slow down the exchange. Give a person time to think as well as talk. Silence can also be very helpful in diffusing an unproductive interaction.
DO NOT TRY TO GIVE ADVICE
- Eye contact
- Physical Touch : Knee, hands
Simulation - Shoot!
REVIEW
• Who success
• What do you like from the salesmen?
WRAP UP
Global Internship Program
2
Where you wanna go for 1 year to grow
yourself?
What you will do?
What you will learn?
How different you are?
922 Project in Danang
WHY IT IS IMPORTANT TO SEND THEM ABOARD FOR DEVELOPEMNT?
WHY IT FAIL?
DA NANG THE FASTEST GROWING
CITY
GIPThe Why
AIESEC core activity is exchange program.
GLOBAL COMMUNITY DEVELOPMENT PROGRAM
GLOBAL INTERNSHIPPROGRAM
GLOBAL COMMUNITY DEVELOPMENT PROGRAM
GLOBAL INTERNSHIPPROGRAM
INCOMING GCDPOUTGOING GCDP
INCOMING GIPOUTGOING GIP
Talent Management
Marketing
Business Development
Finance
Business in Danang
AIESECer in Danang
Intl Student
Danang Student
You!The Why