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Creative Selling - Ronald Sitolang

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Ketrampilan menjual itu merupakan modal bagi seorang entrepreneur. Memang ada orang yang merasa tidak memiliki bakat menjual, namun itu bukan alasan untuk tidak bisa melakukan proses selling. Jenu Widjaja Tandjung, M.M., CPM (AP), memberi tips untuk meningkatkan kemampuan menjual. Simak video kuliahnya ini yang dibawakan kepada mahasiswa entrepreneurship semester 1 Universitas Ciputra, 12 September 2012.

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Creative Selling - Ronald Sitolang

  1. 1. 9/6/2012Sales Today,EntrepreneurTomorrow By Ronald B Sitolang B. Acc., B. Comp.World Class RacerUnderstand The Risks 1
  2. 2. 9/6/2012 An Entrepreneur Before starting his/her Understand the Risk should: business:• Have Passion • An Entrepreneur need • Loss• Set Dreams & Goals to understand how to • Losing Money• Willing to work hard sell the products, • Losing Time & do the work smart services or at least the • Losing Face ideas to anyone.• Always Creative & • Or even Losing Inovative Friend, Best Friend or• Always Seek and Family Calculate risk• Never give up (persistent)• Sincere & Whole heartBeing An EntrepreneurGreat BoxerUnderstand The Risks 2
  3. 3. 9/6/2012 • Avoided by prospect (dihindari) • Rejected by prospect (ditolak) Risks • Deceived by prospect (dibohongi) • Bullied by prospect (dikerjai) • Look for new contacts by join organization Job • Set meeting with prospects as many as possibleDescriptions: • Find out the prospects needs • Know the F A B of the product • Can offer and give solutions to prospectSalesJob Descriptions & RisksMindset Student• Do it last minute, thus can’t see the opportunity• Usually haven’t set their own goals• With least /No Effort but want to get a Great Results• If possible anything is free (no capital)Mindset Entrepreneur• Always seek for an opportunity• Set Goals, Always seek and calculate risks• Willing to work extremely hard to achieve the goal• Willing to invest (energy, time, money and everything if necessary)Status StudentsMindset Entrepreneur 3
  4. 4. 9/6/2012If You Want to SucceedSet Clear Goals Know your prospect Make a relationship Repeat Success not merely selling products Solutions Selling Sold Believe in yourself Know your product Build Rapport, to (Feature, Advantage Gain Trust & Benefit) Practice, Practice, Practice (Role Play)8 Simple Step in Selling Cycle 4
  5. 5. 9/6/2012Respect yourself and othersDress Up Properly (Formal)Be Confident (Listen Carefully & Speak Clearly)Make an AppointmentBe Patience & Be PoliteAsk for a reference for next prospectNever under estimate other people (be nice)How to do it? 5
  6. 6. 9/6/2012 Feature / Fitur • Ember terbuat dari Plastik Advantage / • Tahan banting Keunggulan • Ringan • Lebih awet Benefit / Manfaat • Mudah di peliharaTuliskan 5 FAB tentangpribadi anda (2 Menit)Know Your FAB• Nina itu orangnya sangat pandai dalam Matematika, dengan cepat dan akurat ia bisa menyelesaikan persoalan- persoalan hitungan sehingga akibatnya kalau tante pergi ke pasar dengan Nina ngga kan salah hitung belanjaan Tante. Ini menghemat waktu dan dana kan?F : Pandai MatematikaA : Hitung CepatB : Hemat Waktu 6
  7. 7. 9/6/2012• ............ itu orangnya sangat pandai dalam ........, dengan ...........dan ......... ia bisa ...............sehingga akibatnya kalau ........... dengan ....................................................F:A:B:Siapa Dia• “Sepeda motor ini menggunakan mesin buatan Jepang sehingga dipertanggung jawabkan garansi ketahanannya yang tentunya pada akhirnya akan menghemat uang dan waktu anda”.F : mesin buatan JepangA : garansi ketahanannyaB : menghemat uang dan waktu 7
  8. 8. 9/6/2012 Great SalespersonGreat Salesperson Good practice must prepare aalways prepared become routine sales script Role Play with Role Play with Role Play withYourself in front someone You Stranger of mirror KnowRole Play Try to Look For / Introduce your Establish self Similarities Ask, Listen, Ask, Listen, Ask, Give Compliment Listen, Don’t PreachBuild Raport 8
  9. 9. 9/6/2012Peco Peco SushiNasi Bali 9
  10. 10. 9/6/2012 Solutions Selling Sold3S Repeat Repeat Great Salesperson and Successful Entrepreneur live from Repeat OrdersRepeat Success 10
  11. 11. 9/6/2012Successfull Entrepreneur should beable to sell anything or at least hisIdeas Know your prospect Make a relationship Repeat Success not merely selling products Solutions Selling Sold Believe in yourself Know your product Build Rapport, to (Feature, Advantage Gain Trust & Benefit) Practice, Practice, Practice (Role Play)8 Simple Step in Selling Cycle 11
  12. 12. 9/6/2012 12

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