LEGACY

IT’S ALL ABOUT QUESTIONING SKILL

Sales is not about you have your product then sell for any price, for any one.

That is a long path, which requires long strategy, flexibility and sharp mentality to apply

80/20 principle, which I consider to be sustainable sales: ask for customer’s demand, find

our then we can offer the benefit or value to TN.

Here is the process; however, you guys can very creative in raising questions.

Note:

Try to avoid Y-N question, use open question

Do not beat about the bush -> have plan for question by estimating the possible

answers and our possible response to find opportunities to stress our benefits we can

fill in that demand.

[From AIESEC ER VIETNAM]

Demo in Vietnamese:

1. Which source do you recruit the HR or teacher (with English teacher)?

2. How can your company recruit them?

3. When is the peak time you are in need of teacher/ HR?

4. Where do the teachers working in your English centre come from?

5. Are you cooperating with partner of recruiting human resource?

6. How can you evaluate the way you are carrying or do you have any disadvantages in

that process?

7. What about the accommodation for foreign teachers in your centre?

8. How do you do when you face with work permit for foreigners?

9. ……

Then you will find a lot of information from company. The more you question, the

more information you may know, the more demand or the problem of TN you may

detect and finally the more suitable benefit you can offer to company.

Catch every single words of information so that AIESEC can aware of what

relative advantage value can we bring to them, target in their disadvantages to

offer our benefits to them.

P/s: take some important note so that you can follow up and remember important points.

There are numerous questions, which can align with your MARKET RESEARCH. Let’s

combine with the appropriate way in right time to sustain your sales.

Good luck, salesmen :x

@Copyright by Thúy Bối

AIESEC FTU HANOI _ May 2012

Keep your passion and move on this legacy