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B2B Solution Selling - 20 July 2018

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B2B Solution Selling - 20 July 2018 at B2B Marketing Forum Rework Jakarta

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B2B Solution Selling - 20 July 2018

  1. 1. SOLUTION SELLING 'GIVE WHAT THEY WANT' Fanky Christian Director, PT Daya Cipta Mandiri Solusi Chairman, DPD DKI APTIKNAS
  2. 2. • Fanky Christian • Founder, Director PT Daya Cipta Mandiri Solusi • Chairman, APTIKNAS DKI Jakarta • Vice Chairman, ASISINDO • Secretary General, ACCI • Vice Chairman, APOI • Founder, StartSmeUp.ID • Founder, SmartCityIndo.com About Me fankychristian fankychristian fankych 08121057533 dcmsolusi
  3. 3. B2B • Business to Business (B2B) sells products, goods, services to other businesses
  4. 4. CUSTOMER JOURNEY HAS CHANGED
  5. 5. No Need, No Sales • Interview • Listening • Summarize
  6. 6. SHOW THEM THE SOLUTIONS • Preparation • How to present • Things to remember:  Know the process of decision  Who is the key person  Who is the decision maker  Know the benefits  Find the objections  Build intimacy,get trust  Clarifiy their needs  Present your ideas clearly  Define next plan
  7. 7. Harvard Business Review study of 700 stakeholders involved in complex B2B purchases… found 7 distinct stakeholder profiles
  8. 8. Get the orders • Find the correct time • How to ask? • Direct request • Indirect request • Trial request
  9. 9. KEEP THE RELATIONS • Why ? • to get recurring orders • to get references • word of mouth • How ? • give the safety, satisfaction • answer their concerns, objections
  10. 10. SUMMARIES Selling is a process to help customers to change from current condition to wanted condition No need (requirements),no sales -> find their requirements, answer with (the best) solutions Keep the relations, customers will find you first that give best recommendation and solutions

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