sales today entrepreneur tomorrow by mr ronald sitolang
TRANSCRIPT
9/6/2012
1
Sales Today,
Entrepreneur
Tomorrow
By Ronald B Sitolang B. Acc., B. Comp.
World Class Racer
Understand The Risks
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Being An Entrepreneur
An Entrepreneur should:
• Have Passion
• Set Dreams & Goals
• Willing to work hard & do the work smart
• Always Creative & Inovative
• Always Seek and Calculate risk
• Never give up (persistent)
• Sincere & Whole heart
Before starting his/her business:
• An Entrepreneur need to understand how to sell the products, services or at least the ideas to anyone.
Understand the Risk
• Loss
• Losing Money
• Losing Time
• Losing Face
• Or even Losing Friend, Best Friend or Family
Great Boxer
Understand The Risks
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Sales
Job Descriptions & Risks
• Avoided by prospect (dihindari)
• Rejected by prospect (ditolak)
• Deceived by prospect (dibohongi)
• Bullied by prospect (dikerjai)
Risks
• Look for new contacts by join organization
• Set meeting with prospects as many as possible
• Find out the prospects needs
• Know the F A B of the product
• Can offer and give solutions to prospect
Job Descriptions:
Status Students
Mindset Entrepreneur
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)
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If You Want to Succeed
Set Clear Goals
8 Simple Step in Selling Cycle
Know your prospect
Make a relationship not merely selling
products
Believe in yourself
Know your product (Feature, Advantage
& Benefit)
Practice, Practice, Practice (Role Play)
Build Rapport, to Gain Trust
Solutions � Selling � Sold
Repeat � Success
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How to do it?
Respect yourself and others
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)
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Know Your FAB
• Ember terbuat dari PlastikFeature / Fitur
• Tahan banting
• RinganAdvantage / Keunggulan
• Lebih awet
• Mudah di peliharaBenefit / Manfaat
Tuliskan 5 FAB tentang pribadi anda (2 Menit)
• 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
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Siapa Dia
• ............ itu orangnya sangat pandai dalam ........, dengan
...........dan ......... ia bisa ...............sehingga akibatnya
kalau ........... dengan ....................................................
F :
A :
B :
• “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
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Role Play
Great Salesperson always prepared
Great Salesperson must prepare a sales script
Good practice become routine
Role Play with Yourself in front
of mirror
Role Play with someone You
Know
Role Play with Stranger
Build Raport
Introduce your self
Try to Look For / Establish Similarities
Ask, Listen, Ask, Listen, Ask, Listen, Don’t
Preach
Give Compliment
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Peco Peco Sushi
Nasi Bali
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3 S
Sold
Selling
Solutions
Repeat � Success
Great Salesperson and Successful Entrepreneur live from Repeat Orders
Repeat
Repeat
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Successfull Entrepreneur should be
able to sell anything or at least his
Ideas
8 Simple Step in Selling Cycle
Know your prospect
Make a relationship not merely selling
products
Believe in yourself
Know your product (Feature, Advantage
& Benefit)
Practice, Practice, Practice (Role Play)
Build Rapport, to Gain Trust
Solutions � Selling � Sold
Repeat � Success
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