CUSTOMER FOCUS SELLING

ACARA

29 – 31 Januari 2019 | IDR 6.750.000 per peserta di Yogyakarta
06 – 08 Februari 2019 | IDR 6.750.000 per peserta di Yogyakarta
12 – 14 Februari 2019 | IDR 6.750.000 per peserta di Yogyakarta
26 – 28 Februari 2019 | IDR 6.750.000 per peserta di Yogyakarta

Jadwal Training 2019 Selanjutnya …

DESKRIPSI

Pelatihan teknik menjual ini difokuskan kepada bagaimana memenuhi kebutuhan pelanggan sehingga sangat cocok untuk staf penjualan yang bergerak dalam bidang penjualan jasa, barang yang sulit dan kompleks, kontrak tender, ataupun barang/jasa yang bernilai tinggi. Pelatihan ini dimakduskan agar peserta mempunyai pemahaman dan ketrampilan mengenai Professional Selling Skills; memahami langkah-langkah teknis, konsep, sikap, dan perilaku yang dituntut dalam bidang penjualan; memperluas pengetahuan mengenai lingkungan penjualan dan pemasaran; dan dilengkapi dengan teknik membimbing dan menjadi mentor untuk sales persons junior ataupun yang baru.

MATERI TRAINING CUSTOMER FOCUS SELLING

1. Roles Of Sales Persons
   1. Market Conditions and Challenges;
   2. Building Competitiveness Factors;
   3. The Selling Challenges;
   4. The Role of Salesperson;
   5. The Persuasive Selling Process;
2. Prospecting And Contacting
   1. The Prospecting Funnel;
   2. The Power of Referrals;
   3. Qualification and Sales Strategy;
   4. Initial Contact; Introduction Letter;
   5. Initial Contact: Phone Call;
   6. Cold Calling;
   7. Choosing Methods of Contact;
   8. Tips for Telephone Appointment.
3. Planning The Sales
   1. Planning the Sales;
   2. Anticipating the Customer’s Needs;
   3. Qualifying the Sales;
   4. Developing Relationship with prospect.
   5. Gathering Information;
   6. The Information Gathering “Funnel”;
      • Group Discussion: Preparing Product Benefit
      • Individual Presentation And Feedback
4. Presenting Solution And Closing The Sales
   1. Presenting Solution;
   2. Deciding on the Value-added Solution;
   3. Checking for Viable Solution;
   4. Developing the Presentation Strategy;
   5. Written Proposals;
   6. Gaining Customer’s Commitment (Closing the Sales);
   7. Buying Signals;
   8. Action – Keeping the Commitments;
5. Working With Obstacles And Handling Complaints
   1. Working with Obstacles;
   2. Customer Obstacles;
   3. Types of Obstacles;
   4. Dealing with Obstacles;
   5. Tips in Handling Complaints
      •  Individual role-play: gathering information and selling techniques
6. Coaching and Mentoring
   1. Introduction to coaching;
   2. What is coaching, counseling, and mentoring;
   3. How to determine if coaching is needed;
   4. Coaching model;
   5. Feedback exercise; performance feedback tips;
   6. Steps for conducting formal observation;
   7. Coaching response exercise;
   8. Review of handling difficult employees;
   9. Effective mentoring techniques

   Individual Role-Play: Dealing With Obstacles And Handling Complaints

METODE

Lecturing, diskusi partisipatif, tanya jawab, dan studi kasus

INSTRUKTUR

Dr. Fauzan Asmara MM and team

JADWAL TRAINING 2019

• 29 – 31 Januari 2019
• 6 – 8 Februari 2019
• 12 – 14 Februari 2019
• 26 – 28 Februari 2019
• 13 – 15 Maret 2019
• 19 – 21 Maret 2019
• 26 – 28 Maret 2019
• 9 – 11 April 2019
• 15 – 17 April 2019
• 24 – 26 April 2019
• 8 – 10 Mei 2019
• 14 – 16 Mei 2019
• 21 – 23 Mei 2019
• 17 – 19 Juni 2019
• 25 – 27 Juni 2019
• 3 – 5 Juli 2019
• 9 – 11 Juli 2019
• 29 – 31 Juli 2019
• 7 – 9 Agustus 2019
• 13 – 15 Agustus 2019
• 27 – 20 Agustus 2019
• 4 – 6 September 2019
• 10 – 12 September 2019
• 24 – 26 September 2019
• 2 – 4 oktober 2019
• 8 – 10 oktober 2019
• 29 – 31 Oktober 2019
• 5 – 7 November 2019
• 12 – 14 November 2019
• 27 – 29 November 2019
• 3 – 5 Desember 2019
• 9 – 11 Desember 2019
• 19 – 20 Desember 2019

Hotel Pesonna Tugu | Yogyakarta
Hotel Neo Awana | Yogyakarta
Hotel Cavinton | Yogyakarta

TRAINING FEE MANAJEMEN PERKREDITAN

• Biaya training IDR 6.750.000 per peserta – Non-residential, belum termasuk pajak. Pelaksanaan di Yogyakarta minimal peserta 2 orang.
• Venue training lain: Bandung, Surabaya, Malang, Bali, Lombok, Batam, dengan minimal peserta 4 orang. Biaya investasi – call

FASILITAS TRAINING MANAJEMEN PERKREDITAN

• Training Modul
• Training kits
• Qualified instructor
• Fine bag pack
• Flashdisk berisi materi
• Sertifikat
• Polo shirt
• Training photo
• 2x coffee break dan lunch
• Transport Service dari airport ke hotel (min. 2 orang peserta dari perusahaan yg sama)

CUSTOMER FOCUS SELLING – Yogyakarta

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