Proposal Training

1. CONFIDENTIAL
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Proposal Sales Training
Last update March 1, 2023
Sahabat Coach Indonesia

2. 1
Sumber: studi internal
Pemahaman Awal
Konteks – Initial TNA Sasaran Secara Umum
• Cara Jualan Laku Keras !!!
• Memberikan keterampilan
dan peningkatan
pengetahuan tentang
Esential Selling, Marketing
dan Branding
• Memahami dan memiliki
ketrampilan menjual secara
persuasive dalam Bisnis
• Meningkatkan motivasi
dalam menjalani day to day
selling activities
• Peningkatan Kinerja
Departement kerja terkait
dalam menjual produk
• Mohon Diisi tentang kebutuhan
training yang Anda inginkan
• Pain Point saat ini
• Jumlah dan profle peserta
• Harapan dari pelatihan

3. 2
Sumber: studi internal
Usulan Program ”The Powerful Selling”
Apa isi program….? Bagaimana …..?
2 hari pelatihan @ 4 jam yang
disampaikan dengan metode
pelatihan sbb:
• Presentasi
• Case Study Video
- Pacing Leading
Mr nice guy
- Persuasive
Communication
Wolf of The wal street
Movie
• Praktek Persuasive
• Praktek Handling
Objection dan Negotiation
• Praktek Sales Leadership
Untuk membantu Perusahaan didalam
mengembangkan / meningkatkan
kemampuan Selling
▪ Melakukan transformasi kemampuan
Persuasive Selling dan sesuai dengan
kebutuhan pasar saat ini.
▪ Memberikan pemahaman dan
pengetahuan dasar atas 6 steps of
selling secara sistematis sesuai
praktek terbaik saat ini yang ada.
Apa Tujuan Umum ….?
Pelatihan Overview yang
berisi aspek kemampuan
soft skill dan teknikal terkait
komunikasi dalam menjual
.
▪ Teknikal:
– Basic Persuasive
Selling and
Salesmanship
– Building Rapport on
one on one selling
– Six Steps of selling
– How to sell
▪ Manajemen
- Building Trust With
Customer and Align
department
- Buying Decision
making process
- Basic Leadership

4. 3
Hari Pertama – Persuasive Selling
Module 1 A : 10.00 – 12.00
Persuasive Selling Essential
Module 1 B 13.00 - 15.00
Praktek Persuasive Selling
Operating Capabilities
1. Six Steps of Selling
2. Seni persuasi melaui Intonasi,
jeda, pemilihan kata kata dan
3. Membaca Clinton Box dan Buying
Signal
4. Pacing Leading Praktek
Management & Behavior
1. Trust building with Customer
2. Selling Skills
Technical Capability
1. Triune Brain Theory
2. THE FORD, FORM, POGO Theori
3. Logos, Pathos dan Ethos
4. Sales Pitching Teknik
Management & Behaviour
1. Persuasive Communication in day to
day selling activity
2. Basic Leadership ( Intrapersonal )
• Presentasi 1.5
jam
• Praktek Benefit vs
Cost 1 Jam
• Praktek Persuasive
1 jam
• Case Study Video
Selling 0.5 Jam
Training Delivery in 4 hours
1. Peserta memahami cara affinity melalui aktivasi Hot Button Customer
2. Peserta dapat mengaplikasikan Tugas “Membuat USP” dalam konteks Creative
Retail Selling
3. Peserta mengetahui 3 hal mendasar dalam persuasive selling
4. Peserta memahami hubungan Brain, Brand, Marketing, Persuasive Selling dan
Retail Selling
5. Peserta memahami 7 langkah mengubah Leads menjadi pembeli
Objective Day 2

5. Hari Kedua : Adaptive Selling
4
Se
si
Objective Learning Objective Learning Materials Methods
1 The Art of trust and
Build Relationship
10-00 – 11.00
• Peserta mengetahui 3 lapisan otak dan
dasar dari teori kebutuhan
• Peserta Memahami Trust Formulation dan
mampu menurunkan Ego sehingga fokus
kepada pelayanan
• Peserta Memahami teori FORD, POGO dan
5 P dalam membina hubungan
• Trust Formulation ex Trusted
Advisor
• Triune Brain Theory
• Maslow Hierarchy
• Pre Test
• Lecturing
• FGD :
Movie Lie To Me
• Discussion
• Interactive Group
Presentation
2 Essential
Communication
11.00 – 12.00
• Peserta mengetahui 3 aturan bermanfaat
dalam komunikasi
• Peserta mengetahui 6 shortscuts dalan
persuasive communication dan konsep
Ethos Pathos Logos
• Peserta memahami design komunikasi
efektif
• Peserta mengetahui cara bersikap Assertive
• Peserta mampu melakukan komunikasi
Efektif
• NLP communication essential – RH
Wiwoho
• Triune Brain Theory – Paul D Maclean
• Robert B Chialdini
• Ethos Pathos Logos Aristoteles
• Start With Why ex Simon Sineck
• Lecturing
• FGD :
Movie Pacing
Leading
• Discussion
3 Essential negotiation
13.00 – 14.00
• Peserta memahami Makna Negosiasi
• Persiapan dan Langkah negosiasi
• Elemen Kunci Negosiasi
• Permainan negosiasi
• Gaya Negosiasi
• Type Negosiator dan Type Orang sulit
• Elemen Negosiasi ( ZOPA, BATNA,
Reservation price, Trade off )
• Lecturing
• FGD :
movie Jordan
Belfort
• Discussion
4 Win Win Solution and
Handling Objection
14.00 – 15.00
• Peserta memahami konsep negosiasi win
win
• Peserta mengetahui perbedaan Rejection
dan Handling Objection
• Peserta Mampu melakukan Handling
Objection dengan berbagai case studi
• Sales Negotiation
• Win Win Solution • Lecturing
• Discussion
• Role Play
• Post Test

6. 5
Investment Program untuk max 30 Audiences
( EXC Hotel, Buffet, Accommodation, etc)
In Mio Offline Online Hibrid
2 Days Rp 40 Mio Rp 20 Rp 30
Benefit, Term and Condition :
• E-Certificate and PDF File Training Material
• Free 10 Ebook about Selling and Marketing
• Free 2 Hour Home Work Discussion via “Zoom” 1 month after Training
• Life time Discussion through WA Group Sahabat Coach TV
• Bank Transfer to BCA Willy Premadi acc 633 0284 224
• Payment max 1 Day before Training Date

7. 6
Masalah Klasik
dalam Penjualan Sales B2B Channel
1. MINDSET 2. SKILL
3. SALES
STRATEGY
4. THE X
FACTOR
• The Art of
B2 B Selling
• Goal Pribadi
• Powerful
Motivation
• Belief vs Value
• Perception
• Six
Steps of
Selling
• Problem Solving and Decision
making
• Creative Selling
• Sales Negotiation
• Handling Objection
• Sales Tactical
• Pareto
• Share of Wallet
• TOWS Analyst
• Closing ratio
• Funneling
• Territory and distributorship
• Sales Wisdom
• Role Model
• Probing
• Sales Coaching
• Sales Service
• NLP Selling
• Marketing Strategy
• Strategic Leadership
• Balance Score Card
• Mental Blocked
• Sales Pitch
• B2B Sales Tools
Opsi 2
3 Months Program (6 days)
Opsi 1
2 days training
Sales Coaching 1 year program
4
THE HOW

8. • Author Book The Rapid Selling
• Former Vice President Sales : Building Material Company
• Senior Consultant of Sales and Marketing, Leadership and
Communication
• Sales Professional more than 20 years
• Project Feasibility in Japan and Malaysia
• Master of Real Estate (S2) Universitas Tarumanagara
• Civil Engineer (S1) University of Indonesia
• Landing page : www.coachwilly.com
• IG : CoachwillyCW
• Youtube : Sahabat Coach TV
• LinkedIn : Willy Premadi
Certification Program
• Mini MBA Bina Nusantara
• Marketing Plan Markplus Institute
• Certified Pelatihan tatap muka ( BNSP)
• Certified Coach Pendamping UKM ( BNSP)
• Certified NLP Pactitioner – RH Wiwoho
• Certified Coach ACSTH 66 hours
• Certified Facilitator CHIF ( Affiliate with IAF Singapore)
• Yellow Belt Six Sigma – Expert Club Indonesia
• Certified Emotional Intelligent Practitioner
Rapid Selling Coach

9. CEO PT Achievement Resources Solusindo
• Magister Management Unika Atmajaya
• Certified Assessor Kompetensi MSDM BNSP
• Certified Coach ACSTH 66 hour Korpora Consulting
Training Experience on Motivational Topic
Training for Trainer : Bank QNB Kesawan
Personal Power Excellent Bank : ANZ
Winner Attitude Seminar : Tupperware Indonesia
Powerful Communication : Bank Rabo
Powerful Negotiation with PPEI
Motivational and Negotiation Coach
Liliana Lyn Wong

10. Team Experience
Tim Konsultan dan Coach kami mempunyai pengalaman didalam perbaikan kinerja di
beberapa Perusahaan dibawah ini:

11. 10
END

12. APPENDIX
11

13. Branding dulu apa Selling
Dulu ?

14. Copy Writing
Media :
• You Tube
• FB
• Instagram
• Tk Tok
• LinkedIn
Target
Audience
THE GUERILLA Wheel

15. Berlatih Value Benefit – 10 menit
Dilanjutkan dengan Tugas 1 Minggu
1. Deskripsikan apa keuntungan memakai produk/jasa
Anda → Lebih Sedikit Air, kerja lebih cepat dan tahan
lama
2. Deskripsikan pada situasi apa yang keuntungan ini
begitu terlihat atau berdampak
atau
“ Pas lagi ngapain sih …hal- hal itu bermanfaat “
3. Connecting the dot → sambung sambungkan seluruh
puzzle

16. 6 STEP SELLING PROCESS PREMIUM dan DUMMIES MARKETING 4 T
Selling
Process
Prospect
Gali
Kebutuh
an
Connecti
ng the
Dot
Handling
Objection
Call to
Action
(CTA)
Key
Account
Manage
ment
TAU
TERTARIK
TUKU
TUKU
MANING
TANYA TANYA

17. Selling Topic ( 20 )
16

18. 17

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20. 19

21. 20

22. 21

23. 22

24. 23

25. 24

26. 25

27. 26

28. Non Selling Topic ( 7 )
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29. 28

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31. 30

32. 31