Kenali Konsumen Anda & Handling Objection _ Materi Training "Umroh & Haji"Kanaidi ken
Dokumen tersebut memberikan panduan tentang pentingnya mengenali konsumen dan cara menangani objeksi konsumen dalam pemasaran. Mengenali karakteristik dan kebutuhan konsumen sangat penting untuk mendapatkan hasil pemasaran yang baik. Selain itu, konsep ini harus disesuaikan dengan media digital dengan melibatkan konsumen sebagai sasaran pasar. Tanggapan yang baik terhadap keluhan konsumen dapat mempertahankan loyalitas mereka.
Dokumen tersebut merangkum modul pelatihan mengenai teknik penjualan yang efektif, meliputi pembangunan karakter yang total terhadap pekerjaan, pengembangan tujuan dan mimpi, serta penjelasan bahwa menjual adalah sebuah seni yang melibatkan proses mendengarkan kebutuhan pelanggan dan menawarkan manfaat produk."
24 teknik dalam melakukan penutupan penjualan, yang saya adopsi dan sadur dari karangan Brian Tracy.
24 closing techniques that are effective in the sales that I adapted from the article Brian Tracy
Dokumen tersebut membahas tentang kunci menjual yang efektif yang meliputi komunikasi personal yang kompeten, proses berpikir konsumen, dan proses penjualan yang terdiri dari tahap perhatian, minat, hasrat, dan tindakan.
SATU ATURAN DALAM MENJUAL ADALAH
BUYERS/RETAILERS/TOKO AKAN MEMBELI (MEMBELANJAKAN ATAU MENGINVESTASIKAN UANGNYA) HANYA JIKA MEREKA PERCAYA AKAN MENDAPATKAN APA YANG MEREKA INGINKAN ATAU MEREKA BUTUHKAN
Dokumen tersebut membahas tentang serial materi mengenai keterampilan penjualan, yang mencakup 5 topik utama yaitu prospecting dan persiapan, presentasi, penanganan objeksi, tindak lanjut dan pelayanan prima, serta pengembangan jaringan. Topik pertama membahas tentang cara mempersiapkan diri dan melakukan kontak awal dengan calon pelanggan sebelum melakukan presentasi produk.
Kenali Konsumen Anda & Handling Objection _ Materi Training "Umroh & Haji"Kanaidi ken
Dokumen tersebut memberikan panduan tentang pentingnya mengenali konsumen dan cara menangani objeksi konsumen dalam pemasaran. Mengenali karakteristik dan kebutuhan konsumen sangat penting untuk mendapatkan hasil pemasaran yang baik. Selain itu, konsep ini harus disesuaikan dengan media digital dengan melibatkan konsumen sebagai sasaran pasar. Tanggapan yang baik terhadap keluhan konsumen dapat mempertahankan loyalitas mereka.
Dokumen tersebut merangkum modul pelatihan mengenai teknik penjualan yang efektif, meliputi pembangunan karakter yang total terhadap pekerjaan, pengembangan tujuan dan mimpi, serta penjelasan bahwa menjual adalah sebuah seni yang melibatkan proses mendengarkan kebutuhan pelanggan dan menawarkan manfaat produk."
24 teknik dalam melakukan penutupan penjualan, yang saya adopsi dan sadur dari karangan Brian Tracy.
24 closing techniques that are effective in the sales that I adapted from the article Brian Tracy
Dokumen tersebut membahas tentang kunci menjual yang efektif yang meliputi komunikasi personal yang kompeten, proses berpikir konsumen, dan proses penjualan yang terdiri dari tahap perhatian, minat, hasrat, dan tindakan.
SATU ATURAN DALAM MENJUAL ADALAH
BUYERS/RETAILERS/TOKO AKAN MEMBELI (MEMBELANJAKAN ATAU MENGINVESTASIKAN UANGNYA) HANYA JIKA MEREKA PERCAYA AKAN MENDAPATKAN APA YANG MEREKA INGINKAN ATAU MEREKA BUTUHKAN
Dokumen tersebut membahas tentang serial materi mengenai keterampilan penjualan, yang mencakup 5 topik utama yaitu prospecting dan persiapan, presentasi, penanganan objeksi, tindak lanjut dan pelayanan prima, serta pengembangan jaringan. Topik pertama membahas tentang cara mempersiapkan diri dan melakukan kontak awal dengan calon pelanggan sebelum melakukan presentasi produk.
Dokumen tersebut membahas tentang prospekting dan sikap profesional seorang salesman. Terdapat penjelasan mengenai definisi salesman dan salesmanship, tugas pokok seorang sales executive, sikap dan perilaku yang harus dimiliki, pengetahuan dasar yang harus dikuasai, metode prospecting, dan prinsip dasar dalam melakukan prospecting."
This document provides a summary of Alfa Maulana's professional experience and qualifications. It outlines his 14 years of experience in sales and banking products, including roles at several major banks in Indonesia. It also lists his experience as a trainer in sales, communication, and motivation for various companies. The document demonstrates Alfa Maulana's extensive expertise in sales management, customer relationship building, and training others.
Materi Pelatihan tentang Sales Management - Strategi PenjualanYodhia Antariksa
Dokumen tersebut memberikan panduan untuk menciptakan strategi penjualan yang efektif dengan 3 langkah utama: merekrut dan melatih sumber daya penjualan yang potensial, menerapkan alat aplikasi penjualan digital, dan mengoptimalkan penggunaan media sosial untuk membangun hubungan dengan pelanggan.
Selling skills involve focusing on customers' needs, listening to them, and helping find solutions rather than pressuring sales. Objectives of selling skills are to increase product knowledge, understand how behavior impacts sales and service, and develop communication and listening skills. For managers, selling skills are important to create differentiation in high competition, have a point of difference, and build a reputation to attract new customers. Key ways to acquire selling skills include developing confidence, listening well, being persuasive by focusing on benefits, building strong relationships, and self-motivation.
Dokumen tersebut membahas tentang stigma negatif terhadap pekerjaan salesman dan cara untuk membangun kepercayaan diri serta kebanggaan menjadi seorang salesman. Dokumen juga menjelaskan pengetahuan dasar tentang produk, keterampilan pengenalan diri, pendekatan penjualan, penanganan objeksi, dan tindak lanjut penjualan.
Buku ini membahas tiga faktor penting untuk kesuksesan yaitu sikap, keahlian, dan pengetahuan. Sikap adalah fondasi utama karena mempengaruhi cara berpikir, bicara, dan bertindak seseorang. Keahlian dapat dipelajari melalui latihan, sedangkan pengetahuan diperoleh dari pembelajaran berkelanjutan. Buku ini juga menjelaskan proses penjualan dan teknik-teknik penting seperti memb
Dokumen tersebut berisi tentang sertifikasi dan kualifikasi Jumala Multazam dalam bidang NLP (Neuro-Linguistic Programming) dan psikologi kognitif. Dokumen tersebut juga menawarkan pelatihan NLP Practitioner yang akan diselenggarakan di Semarang pada tanggal 9-10 Mei 2014. Pelatihan tersebut dapat membuka peluang menjadi communicator handal, coach, terapis, trainer, atau konsultan.
This 7-step guide outlines how to successfully sell products and services. [1] The first step is to build relationships by asking questions, being empathetic, and finding common ground. [2] The second step is to identify customer needs by developing standard questions. [3] The third step is to know your competitive advantages such as what problem your product solves and why your company is different.
Dokumen tersebut membahas pentingnya meningkatkan keterampilan dan pengetahuan menjual karena pelanggan yang semakin cerdas, teknologi yang berkembang pesat, dan perubahan yang terjadi dengan cepat. Oleh karena itu, untuk dapat beradaptasi dengan perubahan tersebut, para penjual harus terus mengupgrade keterampilan dan pengetahuannya. Dokumen tersebut juga mempromosikan program pelatihan penjualan dasar yang akan membah
Dokumen tersebut membahas tentang tiga komponen utama dalam menjual yaitu probing, supporting, dan closing. Probing digunakan untuk mengumpulkan informasi dari calon pembeli, supporting untuk menjelaskan manfaat produk, dan closing untuk menutup kesepakatan jual beli."
The document provides information on sales training objectives, the sales process, buying motives, selling skills, questioning techniques, handling objections, closing skills, and keys to sales success. The objective is to optimize salesforce skills to achieve commercial goals. The sales process involves preparation, identifying needs, handling objections, presenting, and closing. Both emotional and logical factors influence buying motives. Effective selling requires skills like active listening, differentiating product benefits, questioning, and closing deals.
Buku Kejar Target memberikan panduan praktis untuk meningkatkan keterampilan dan pengetahuan dalam meraih target penjualan, dengan berfokus pada pentingnya memahami kebutuhan pelanggan dan menawarkan solusi untuk membangun kepercayaan jangka panjang.
The document provides an overview of the four phases of the retail sales process:
1. Greeting - Establish a positive connection with customers through a genuine smile and greeting without pressuring for a sale. Ask open-ended questions to understand customer needs.
2. Qualifying - Use probing questions to uncover the customer's problem and needs in order to prescribe the right solution. Convert needs into wants that the product can fulfill.
3. Presentation - Highlight product benefits using features and how they address customer needs. Present at least two benefits for every feature using techniques like FAB (Feature-Action-Benefit). Be prepared for objections by validating concerns and returning to benefits.
4.
Materi Presentasi Ke Sales Force - Dasar Self Motivationfirmansyahw
This document outlines a salesforce productivity and acceleration program presented by Firmansyah Wahyudiarto. It emphasizes setting clear goals and targets, focusing efforts, and persisting consistently to achieve success. It encourages participants to stay motivated, practice sales scripts, and build good customer connections. The program also stresses concepts like the law of attraction and never giving up. Its overall message is that through hard work and determination, participants can become the best salesforce and help Astra Motor achieve its goals.
Enabling objectives: To know about the ESSENTIAL & EFFECTIVE skills for a salesperson
Contents:
Definition of selling, skill
Products feature & benefits
Basic Principles of Selling
Effective Selling Steps
Selling process
Essential qualities of a salesperson
Qualities of a successful salesperson
Types of Customers
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
This document provides information about salesmanship and personal selling. It defines salesmanship as the process of assisting and persuading prospective customers to purchase a product or service. Personal selling is described as an oral presentation to prospective customers to make a sale. The document discusses various concepts related to salesmanship including the AIDA model, types of sales executives, theories of personal selling, the selling process, and how to handle objections from customers. It emphasizes that salesmanship is an important skill that benefits producers, customers, salespeople, and society.
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
Dokumen tersebut membahas tentang prospekting dan sikap profesional seorang salesman. Terdapat penjelasan mengenai definisi salesman dan salesmanship, tugas pokok seorang sales executive, sikap dan perilaku yang harus dimiliki, pengetahuan dasar yang harus dikuasai, metode prospecting, dan prinsip dasar dalam melakukan prospecting."
This document provides a summary of Alfa Maulana's professional experience and qualifications. It outlines his 14 years of experience in sales and banking products, including roles at several major banks in Indonesia. It also lists his experience as a trainer in sales, communication, and motivation for various companies. The document demonstrates Alfa Maulana's extensive expertise in sales management, customer relationship building, and training others.
Materi Pelatihan tentang Sales Management - Strategi PenjualanYodhia Antariksa
Dokumen tersebut memberikan panduan untuk menciptakan strategi penjualan yang efektif dengan 3 langkah utama: merekrut dan melatih sumber daya penjualan yang potensial, menerapkan alat aplikasi penjualan digital, dan mengoptimalkan penggunaan media sosial untuk membangun hubungan dengan pelanggan.
Selling skills involve focusing on customers' needs, listening to them, and helping find solutions rather than pressuring sales. Objectives of selling skills are to increase product knowledge, understand how behavior impacts sales and service, and develop communication and listening skills. For managers, selling skills are important to create differentiation in high competition, have a point of difference, and build a reputation to attract new customers. Key ways to acquire selling skills include developing confidence, listening well, being persuasive by focusing on benefits, building strong relationships, and self-motivation.
Dokumen tersebut membahas tentang stigma negatif terhadap pekerjaan salesman dan cara untuk membangun kepercayaan diri serta kebanggaan menjadi seorang salesman. Dokumen juga menjelaskan pengetahuan dasar tentang produk, keterampilan pengenalan diri, pendekatan penjualan, penanganan objeksi, dan tindak lanjut penjualan.
Buku ini membahas tiga faktor penting untuk kesuksesan yaitu sikap, keahlian, dan pengetahuan. Sikap adalah fondasi utama karena mempengaruhi cara berpikir, bicara, dan bertindak seseorang. Keahlian dapat dipelajari melalui latihan, sedangkan pengetahuan diperoleh dari pembelajaran berkelanjutan. Buku ini juga menjelaskan proses penjualan dan teknik-teknik penting seperti memb
Dokumen tersebut berisi tentang sertifikasi dan kualifikasi Jumala Multazam dalam bidang NLP (Neuro-Linguistic Programming) dan psikologi kognitif. Dokumen tersebut juga menawarkan pelatihan NLP Practitioner yang akan diselenggarakan di Semarang pada tanggal 9-10 Mei 2014. Pelatihan tersebut dapat membuka peluang menjadi communicator handal, coach, terapis, trainer, atau konsultan.
This 7-step guide outlines how to successfully sell products and services. [1] The first step is to build relationships by asking questions, being empathetic, and finding common ground. [2] The second step is to identify customer needs by developing standard questions. [3] The third step is to know your competitive advantages such as what problem your product solves and why your company is different.
Dokumen tersebut membahas pentingnya meningkatkan keterampilan dan pengetahuan menjual karena pelanggan yang semakin cerdas, teknologi yang berkembang pesat, dan perubahan yang terjadi dengan cepat. Oleh karena itu, untuk dapat beradaptasi dengan perubahan tersebut, para penjual harus terus mengupgrade keterampilan dan pengetahuannya. Dokumen tersebut juga mempromosikan program pelatihan penjualan dasar yang akan membah
Dokumen tersebut membahas tentang tiga komponen utama dalam menjual yaitu probing, supporting, dan closing. Probing digunakan untuk mengumpulkan informasi dari calon pembeli, supporting untuk menjelaskan manfaat produk, dan closing untuk menutup kesepakatan jual beli."
The document provides information on sales training objectives, the sales process, buying motives, selling skills, questioning techniques, handling objections, closing skills, and keys to sales success. The objective is to optimize salesforce skills to achieve commercial goals. The sales process involves preparation, identifying needs, handling objections, presenting, and closing. Both emotional and logical factors influence buying motives. Effective selling requires skills like active listening, differentiating product benefits, questioning, and closing deals.
Buku Kejar Target memberikan panduan praktis untuk meningkatkan keterampilan dan pengetahuan dalam meraih target penjualan, dengan berfokus pada pentingnya memahami kebutuhan pelanggan dan menawarkan solusi untuk membangun kepercayaan jangka panjang.
The document provides an overview of the four phases of the retail sales process:
1. Greeting - Establish a positive connection with customers through a genuine smile and greeting without pressuring for a sale. Ask open-ended questions to understand customer needs.
2. Qualifying - Use probing questions to uncover the customer's problem and needs in order to prescribe the right solution. Convert needs into wants that the product can fulfill.
3. Presentation - Highlight product benefits using features and how they address customer needs. Present at least two benefits for every feature using techniques like FAB (Feature-Action-Benefit). Be prepared for objections by validating concerns and returning to benefits.
4.
Materi Presentasi Ke Sales Force - Dasar Self Motivationfirmansyahw
This document outlines a salesforce productivity and acceleration program presented by Firmansyah Wahyudiarto. It emphasizes setting clear goals and targets, focusing efforts, and persisting consistently to achieve success. It encourages participants to stay motivated, practice sales scripts, and build good customer connections. The program also stresses concepts like the law of attraction and never giving up. Its overall message is that through hard work and determination, participants can become the best salesforce and help Astra Motor achieve its goals.
Enabling objectives: To know about the ESSENTIAL & EFFECTIVE skills for a salesperson
Contents:
Definition of selling, skill
Products feature & benefits
Basic Principles of Selling
Effective Selling Steps
Selling process
Essential qualities of a salesperson
Qualities of a successful salesperson
Types of Customers
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
This document provides information about salesmanship and personal selling. It defines salesmanship as the process of assisting and persuading prospective customers to purchase a product or service. Personal selling is described as an oral presentation to prospective customers to make a sale. The document discusses various concepts related to salesmanship including the AIDA model, types of sales executives, theories of personal selling, the selling process, and how to handle objections from customers. It emphasizes that salesmanship is an important skill that benefits producers, customers, salespeople, and society.
Here are some effective ways to respond to compliments:
- Thank the customer sincerely for the feedback. Express genuine appreciation for their perspective.
- Ask a follow up question to better understand what aspects of your company or product they value. This continues the positive discussion.
- Consider sharing a related anecdote or example that illustrates your commitment to meeting customer needs. Keep it brief.
- Redirect the conversation back to understanding the customer's specific requirements and how you may help further. Compliments are opportunities, not ends in themselves.
- Make a mental note of what was complimented so you can reinforce those strengths going forward. Customer feedback helps improve service.
The goal is to acknowledge the compliment
Tulisan ini membahas tentang sales sebagai proses yang terdiri dari beberapa kegiatan kunci seperti komunikasi, mendengarkan, negosiasi, penyelesaian masalah, dan pengambilan keputusan. Komunikasi dijelaskan sebagai komponen penting dalam sales karena kurangnya komunikasi dapat menyebabkan keluhan pelanggan atau bahkan pelanggan beralih ke pesaing. Sales person harus memiliki kemampuan komunikasi yang baik,
The document discusses the qualities of a master salesman, describing them as an artist who can paint word pictures and blend colors to persuade others. It states that a master salesman is a master of himself and must be able to negotiate through other people without friction or opposition. It also notes that conviction is a priceless asset for master salesmen who make their own big opportunities.
1) Sales management involves planning, directing, and controlling personnel to achieve sales goals and maximize profits. It includes recruiting, training, motivating the sales force.
2) Personal selling is a direct presentation to customers to persuade them to purchase products. It can take different forms like service, developmental, and creative selling depending on the situation.
3) Theories of selling include both seller-oriented and buyer-oriented approaches. Seller approaches focus on techniques like AIDA while buyer approaches examine the customer purchase decision process and factors that influence it like needs, solutions, and satisfaction.
This document provides guidance on how to be an effective salesperson. It discusses that salesmanship is an art of persuading others and helping customers achieve their goals by solving their problems. It then lists and describes 10 key qualities of top salespeople, which include being focused, outgoing, relationship-oriented, good listeners, ambitious, courageous, committed to continuous learning, prepared, and confident. Finally, it provides tips for being an effective salesperson, such as believing in your product, preparing a sales plan, targeting the right buyers, knowing your competitors, engaging customers where they are, paying attention to prospects, and using some humor in presentations.
This document provides an overview of salesmanship and the life insurance selling process. It discusses key concepts like the sales cycle, defining salesmanship, the role of a life insurance salesman, personal selling, and the selling process which includes pre-approach, approach, interview, objection handling, motivation, and closing. It emphasizes that salesmanship is an art that requires understanding customer needs, properly presenting products/services to meet those needs, overcoming objections, and motivating customers to make a purchase decision.
The document discusses the key skills needed for successful retail selling. It emphasizes the importance of environmental management, personal management, service management, and complaints handling to convert customers. Some essential skills discussed include building rapport, suggestive selling, maintaining confidence, flexibility, and perseverance through challenges. The document stresses treating customers as the top priority and finding ways to satisfy their needs.
1. The document provides an overview of marketing concepts including the nature and scope of marketing, the marketing mix, and different promotional methods.
2. It defines marketing as the total system of business activities designed to plan, price, promote and distribute want-satisfying products to target markets to achieve organizational objectives.
3. The marketing mix is described as the set of controllable tactical variables (product, price, place, promotion) that an organization combines to produce the response it wants in a target market.
Here are a few tips on selling from David Ogilvy and other experts. Can you sell?
Enter the Search for the World's Greatest Salesperson. Deadline May 16, 2010 at youtube.com/ogilvy
The document discusses how relationship sales strategies can be used to increase sales in call centers without risking current sales levels. It describes collecting feedback from customers who did not make a purchase during a call and using that information to continue selling to them after the call through customized mailings, emails, and micro-sites. This approach was found to double sales with no added risk or need for employee training. The document also promotes a specific product called Raybec that automates implementing relationship sales strategies after calls to generate more sales from existing customer interactions.
This document provides an overview of marketing management and distribution channels. It discusses the 4 Ps of marketing - product, price, place, and promotion. For product, it categorizes different types of goods and services. For price, it covers pricing strategies and factors like MRP. For place, it discusses direct marketing and various distribution channel models. For promotion, it outlines different promotional techniques like advertising, sales promotions, and personal selling. Overall, the document serves as a primer on developing an effective marketing mix and selecting appropriate distribution channels.
For my Sales and Sales Promotion course, I worked with three other students to reposition the Blackberry brand and promote its products to consumers and businesses.
This document from LafargeHolcim Indonesia discusses retail salesmanship and basic selling skills. It is intended for internal use by PT Holcim Indonesia Tbk only and may not be reproduced or transmitted without permission from the company. The document covers retail sales techniques and basic sales strategies.
- LafargeHolcim reported a 6% increase in adjusted operating EBITDA for Q2 2016 compared to the same period in 2015 on a like-for-like basis. The company exceeded its CHF 3.5 billion divestment target and profitability improved due to effective pricing strategies, cost discipline, and synergies from the merger. The outlook for 2016 was confirmed.
This document discusses Samsung's sales promotion methods and examples. It defines sales promotion as actions taken by a company to increase sales, such as offering free gifts, discounted prices, coupons, and competitions. Samsung invests heavily in sales promotion, spending $4.6 billion in 2013, with particularly high spending in Korea of $888 million. Samsung tailors its sales promotion strategies to different countries to account for varying customer habits and preferences in each market.
Penjualan (sales) adalah aktivitas atau bisnis dalam menjual produk atau jasa. ... Pengertian penjualan secara umum adalah kegiatan jual beli dijalankan oleh dua belah pihak atau lebih dengan alat pembayaran yang sah.
Pelatihan keterampilan penjualan membahas model penjualan, mendengarkan pelanggan, dan membangun hubungan bisnis. Tujuannya adalah meningkatkan kinerja penjualan dan memberikan nilai tambah kepada pelanggan.
secret of selling skill skill wiraniaga robby chandra
Dokumen tersebut membahas tentang pentingnya kemampuan menjual yang efektif, mengenali karakteristik pelanggan, serta memberikan pengalaman berbelanja yang menyenangkan bagi pelanggan. Hal-hal seperti menjelaskan manfaat produk, memahami kebutuhan pelanggan, serta memberikan suasana toko yang nyaman diperlukan untuk mendapatkan pembelian.
Faktor-Faktor yang ‘Penting’ Diambil Kira Sebelum Kita Mula BerbisnesYusry Yusopp
Faktor-Faktor yang ‘Penting’ Diambil Kira Sebelum Kita Mula Berbisnes
*Distribution
*Sales
*Pricing
*Production
*Raw Materials
*Positiong
*Marketing
*Barrier
*Scalability
Bagi Pengunjung Slideshare yang Membutuhkan PELATIHAN MANAJEMEN PEMASARAN atau MANAJEMEN PENJUALAN ataupun PELATIHAN MANAJEMEN LAINNYA, DLL maka Anda dapat menghubungi Kami di : 0878-7063-5053 (Fast Response) dengan HARD-Hi SMART CONSULTING
Pelatihan ini bertujuan membangun mindset dan sikap yang ekstraordiner pada tenaga penjual untuk mampu bertahan di kondisi sulit dengan berpikir kreatif dan inovatif serta tetap bermotivasi tinggi. Pelatihan ini akan membahas tentang sikap pemenang, hubungan yang menang, keterampilan hidup, berhasil di situasi negatif, dan fokus pada tujuan. Metode pelatihan meliputi teori, diskusi kelompok, peran bermain, dan prakt
Dokumen ini memberikan ringkasan tentang pelatihan keterampilan berbicara di depan umum secara hipnotis. Pelatihan ini akan membahas teknik membangun hubungan, manajemen diri, keterampilan persuasi, dan penutup yang kuat. Tujuannya adalah membantu peserta menjadi pembicara yang profesional dan menarik minat audiens.
Teknik penjualan konsultatif melibatkan menggali kebutuhan pelanggan dan memilihkan produk sesuai kebutuhan untuk membangun hubungan jangka panjang. Teknik ini melibatkan 4 langkah yaitu menggali kebutuhan, memilih produk sesuai, pengiriman produk, dan layanan purna jual. Keterampilan kunci mencakup teknik bertanya, pengetahuan produk, negosiasi, dan penutupan penjualan.
Similar to Retail salesmanship in retail store (20)
2. POKOK BAHASAN SUB POKOK BAHASAN
Selling is Problem Solving
• Pengertian Salesmanship
• The Secret of Selling
• Penjual Yang Ada
• Tugas Penjual
• Problem Solving
Retail Salesmanship
• Self Salesmanship
• Memikat Pelanggan
• Menggali Kebutuhan
• Individual Sales Productivity
Tahapan Salesmanship
• Prospecting
• Qualification Stage
• Probing
• Supporting
• Closing
Salesmanship Ending
• Customer Loyalty
• Membeli Ulang
• Cross Selling & Up Selling
• Recommendation
• Kebal Tarikan Pesaing
• Customer Loyalty as Ending
Proactive in Selling & Practice in Store
(Matraman)
7. Everybody
Loves to buy
PROBLEM
Not Enough Money
(Harus Memilih)
Provide
Solution
SELLING IS
PROBLEM SOLVING
you selling by giving
a solution
to someone’s problem
23. KEBERATAN
PELANGGAN
HARGA
BELUM BISA AMBIL KEPUTUSAN
SETIA KEPADA
PERUSAHAAN LAIN
TIDAK SUKA KEPADA PERUSAHAAN
TIDAK SUKA PADA PENJUAL
PENGALAMAN BURUK
TAWARAN TIDAK MENARIK
31. SALESMANSHIP
RECOMMENDATION
01 02 03 04 05
PROSPECTING
Nama institusi, Alamat,
Contact Person,
Pengambil Keputusan
QUALIFICATION
STAGES
Perkenalan, Persamaan,
Situasi Lingkungan, dll
PROBING
Visi misi institusi, Rencana
,Pencapaian saat ini,
Kendala, Alternatif, Solusi
SUPPORTING
Dukung : Rencana,
target yad, Cara (kaitkan
dengan produk kita)
CLOSING
Pra closing,
kofirmasi
ulang,
kejelasan, dll
32. PROSPEK
A – B - C
INITIATOR
INFLUENCER
DECIDERBUYER
USER
MENUTUP
PENJUALAN
ASPINIA
Assume the Sale (Asumsi)
Subordinate Question
(Pilih)
Phisical Action (Bertindak)
Narrative Close (Tutup)
Impending Event (Yang
akan datang)
Ask for the Order
(Tanyakan)Inducement (Bujukan)
33. PRIBADI YANG EFEKTIF SEORANG PENJUAL
1
2
3
4
5
6
1. DOA
2. TAHU
3. MAU
4. BISA
5. TERAMPIL
6. NETWORKING