9/6/2012

1

Sales Today,

Entrepreneur

Tomorrow

By Ronald B Sitolang B. Acc., B. Comp.

World Class Racer

Understand The Risks

9/6/2012

2

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

9/6/2012

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