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  • Selling Skills Presentation Edit 2

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    Roh Budianto
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    This document outlines the skills and process required for effective sales marketing. Marketers must have strong communication skills like effective speaking, listening, and a sense of humor. They must also be respectful, self-confident, patient, and creative. Key responsibilities of a marketer include focusing on customers, taking pride in their products, finding the right prospects to build long-term relationships, understanding customer needs, and providing solutions. The sales process involves qualifying leads, visiting customers, identifying needs, providing indicative terms, follow up, processing, offering, and after-sales service. Marketers should understand why customers may be unwilling and work to determine targets, understand needs, demonstrate product knowledge, define benefits, build trust through patience and multiple

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    This document outlines the skills and process required for effective sales marketing. Marketers must have strong communication skills like effective speaking, listening, and a sense of humor. They must also be respectful, self-confident, patient, and creative. Key responsibilities of a marketer include focusing on customers, taking pride in their products, finding the right prospects to build long-term relationships, understanding customer needs, and providing solutions. The sales process involves qualifying leads, visiting customers, identifying needs, providing indicative terms, follow up, processing, offering, and after-sales service. Marketers should understand why customers may be unwilling and work to determine targets, understand needs, demonstrate product knowledge, define benefits, build trust through patience and multiple

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    3 views16 pages

    Selling Skills Presentation Edit 2

    Uploaded by

    Roh Budianto
    This document outlines the skills and process required for effective sales marketing. Marketers must have strong communication skills like effective speaking, listening, and a sense of humor. They must also be respectful, self-confident, patient, and creative. Key responsibilities of a marketer include focusing on customers, taking pride in their products, finding the right prospects to build long-term relationships, understanding customer needs, and providing solutions. The sales process involves qualifying leads, visiting customers, identifying needs, providing indicative terms, follow up, processing, offering, and after-sales service. Marketers should understand why customers may be unwilling and work to determine targets, understand needs, demonstrate product knowledge, define benefits, build trust through patience and multiple

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    of 16

    SELLING SKILL

    FITB DIVISION
    MARKETERS MUST HAVE:
    • EFFECTIVE SPEAKING
    • EFFECTIVE LISTENING
    • A SENSE OF HUMOR ( BREAKING THE ICE)
    • RESPECT
    • SELF CONFIDENCE
    • PATIENT
    • CREATIVITY
    MARKETER :
    • FOKUS
    • MILIKI KEBANGGAAN TERHADAP PRODUK YANG DIJUAL
    • KEMAMPUAN MENJUAL BUKAN HANYA MENJUAL
    TETAPI MENDAPATKAN PROSPEK YANG TEPAT UNTUK
    MEMBANGUN HUBUNGAN YANG PANJANG
    • MENGETAHUI KEBUTUHAN NASABAH
    • MEMBERIKAN SOLUSI YANG TEPAT
    • KOMITMEN TERHADAP DIRI SENDIRI, KEPADA
    PERUSAHAAN DAN JUGA KEPADA NASABAH
    • KEMBANGKAN STRATEGI KOMPETITIF
    DATABASE MINING:
    • EXISTING CUSTOMER
    • NETWORK FROM MARKET
    • REFERRAL
    ACTIVITY FOR SALES

    1
    • QUALIFYING CLIENT & MARKETING CALLS

    2
    • VISIT POTENTIAL CUSTOMER

    3
    • IDENTIFY NEEDS TO PROVIDE SOLUTIONS

    4
    • INDICATIVE TERMS SHEET

    5
    • FOLLOW UP

    6
    • PROCESS

    7
    • OFFERING

    8
    • SERVICE AFTER SALES FOR REPEAT ORDER
    • Marketing dapat melakukan marketing call
    untuk perkenalan saja (tidak berbicara terlalu
    dalam) hanya menentukan potensi prospek
    yang sesuai dgn Trade Produk
    • Jadwalkan waktu dan tempat ( perhatikan
    General appearance, tone of voice, personal
    Grooming, non verbal communication-Eye
    Contact)
    • Coscultative Approach sehingga dapat
    mendengarkan dan menggali keinginan
    nasabah
    • Product Knowledge to point them in the right
    Direction with Indicative Terms Sheet
    • Pemantauan A-Z Process
    • Supervisi dan Complain Handling
    UKURLAH SETIAP TAHAPAN DARI
    KESELURUHAN PROSES PENJUALAN
    • PROCESS → MEASURABLE → QUALITY & QUANTITY
    SOME OF THE REAL REASONS WHY CUSTOMERS
    ARE UNWILLING TO TAKE OUR PRODUCT:
    • THEY CAN’T DICIDE ON THEIR OWN
    • THEY DON’T HAVE MONEY AS COLLATERAL
    • THEY CAN’T GET FINANCING
    • THEY’RE NOT SURE OUR PRODUCT WILL MEET THEIR NEEDS
    • THEY THINK OUR PRODUCT IS OVERPRICED
    • THEY WANT TO SHOP AROUND
    • THEY HAVE ESTABLISHED RELATIONSHIP WITH ANOTHER
    BANK
    KEY SUCCES:
    • DETERMINE WHO YOUR TARGET
    • UNDERSTANDING CUSTOMER NEEDS
    • PRODUCT KNOWLEDGE TO POINT THEM IN THE RIGHT
    DIRECTION
    • DEFINE QUALITY & BENEFITS OF YOUR PRODUCTS
    • PATIENT, PROCESS CAN TAKE MULTIPLE TOUCH POINTS
    OVER PERIOD OF TIME
    • BUILDING RELATIONSHIP WITH CUSTOMER SO THEY CAN
    TRUST THAT YOU WILL GIVE THEM THE CORRECT STEER.
    • CLOSING
    TERIMAKASIH.

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