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Creative Selling - Ronald Sitolang
The document provides tips for becoming a successful entrepreneur and salesperson. It discusses understanding risks, having the right mindset, knowing your product's features, advantages, and benefits (FAB), building rapport with prospects, and practicing sales skills like role playing. The key steps to selling involve finding solutions for prospects, making the sale, gaining repeat customers, and ultimately achieving success through repetition. Overall, the document emphasizes passion, goal-setting, hard work, understanding risks and rewards, and developing strong sales and interpersonal skills to succeed in business and sales.
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Creative Selling - Ronald Sitolang
- 1. 9/6/2012 Sales Today, Entrepreneur Tomorrow ByRonald B Sitolang B. Acc., B. Comp. World Class Racer Understand The Risks 1
- 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 heart Being An Entrepreneur Great Boxer Understand The Risks 2
- 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 possible Descriptions: • Find out the prospects needs • Know the F A B of the product • Can offer and give solutions to prospect Sales Job Descriptions & Risks Mindset 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 Students Mindset Entrepreneur 3
- 4. 9/6/2012 If You Wantto Succeed Set 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. 9/6/2012 Respect yourself andothers Dress Up Properly (Formal) Be Confident (Listen Carefully & Speak Clearly) Make an Appointment Be Patience & Be Polite Ask for a reference for next prospect Never under estimate other people (be nice) How to do it? 5
- 6. 9/6/2012 Feature / Fitur • Ember terbuat dari Plastik Advantage / • Tahan banting Keunggulan • Ringan • Lebih awet Benefit / Manfaat • Mudah di pelihara Tuliskan 5 FAB tentang pribadi 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 Matematika A : Hitung Cepat B : Hemat Waktu 6
- 7. 9/6/2012 • ............ ituorangnya 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 Jepang A : garansi ketahanannya B : menghemat uang dan waktu 7
- 8. 9/6/2012 Great Salesperson Great Salesperson Good practice must prepare a always prepared become routine sales script Role Play with Role Play with Role Play with Yourself in front someone You Stranger of mirror Know Role Play Try to Look For / Introduce your Establish self Similarities Ask, Listen, Ask, Listen, Ask, Give Compliment Listen, Don’t Preach Build Raport 8
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- 10. 9/6/2012 Solutions Selling Sold 3S Repeat Repeat Great Salesperson and Successful Entrepreneur live from Repeat Orders Repeat Success 10
- 11. 9/6/2012 Successfull Entrepreneur shouldbe able to sell anything or at least his Ideas 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. 9/6/2012 12