Dahsyat, luar biasa bekerjanya Hukum Ketertarikan. Baru sajasaya selesai menuliskan Pernyataan Hasrat, Hukum Ketertarikan telah terjadi. Saya mendapatkan uang Rp. 1 juta sebagai “honor” yang sebelumnya tidak saya perhitungkan. Mungkin ini memang hak saya, tapi belum jadi rezeki ketika saya belum menerimanya.
Sorenya, saya ke Kampus. Alhamdulillah uang mengalir lagi. Saya dapat honor membuat soal dan memeriksa ujian 13 org mhs, Rp. 869 ribu.
Malamnya, uang setoran dari depot air isi ulang mengalir. Rp 1,2 juta dari Depot Jrg Sinda dan Rp. 800rb dari Depot Jl Nangka. Total Rp 2 juta untuk periode 2 minggu.Alhamdulillah.
Besoknya, Jum’atnya, tgl 22/02/2008, rezeki saya menghampiri. Saya dapat uang pengganti untuk bensin, Rp. 1 juta.
Sesuai dengan pernyataan hasrat, saya senang melihat dan menerima aliran rizki yang Allah peruntukan. Saya yakin, ini masih akan terus mengalir. Amin...
Wednesday, March 5, 2008
Hukum Ketertarikan
Setelah membaca dan mengikuti proses latihan untuk memahami Hukum Ketertarikan, saya coba membuat Pernyataan Hasrat sebagai berikut :
InsyaAllah, atas ijin dan ridhonya, saya sedang dalam proses untuk mendatangkan semua hal yang perlu saya lakukan, ketahui atau miliki untuk mewujudkan situasi keuangan yang ideal.Saya senang mengetahui bahwa situasi keuangan saya yang ideal memungkinkan saya memiliki dan menikmati segala hal yang saya butuhkan dan saya inginkan demi mendatangkan kebahagiaan dan kebebasan di dalam hidup saya.
Kemakmuran adalah sebuah perasaan dan saya menyukai perasaan makmur yang mengisi kehidupan saya. Saya senang bahwa semua tagihan/kewajiban saya terbayar sebab semua itu adalah kompensasi untuk kemudahan dan segala fasilitas yang saya nikmati. Dan saya akan membayarnya dengan uang sebagai penghargaan atas semua kemudahan itu.
Saya begitu bergairah membayangkan uang yang terus menerus saya dapatkan, baik dari sumber-sumber yang saya ketahui maupun dari sumber yang tidak saya ketahui.
Saya senang mengetahui bahwa situasi keuangan ideal saya akan membuat hidup saya nyaman. Saya senang karena saya bisa secara leluasa untuk berinfak dan bersedekah, saya bisa berbelanja di mana saja dan kapan saja saya mau dan mendapatkan apa saja yang membuat saya dan orang-orang sekitar saya senang. Saya bisa pergi ke mana saja saya suka, termasuk untuk beribadah ke tanah suci Mekkah.
Akan semakin banyak hadiah, undian dan pemberian cuma-cuma yang asal-usulnya saya ketahui ataupun tidak saya ketahui.
Saya sangat senang membayangkan bisa menginvestasikan uang saya pada proyek-proyek yang bernilai tinggi.
Atas ijin dan ridoNya, Hukum Ketertarikan sedang mempersiapkan segala sesuatu yang harus terjadi demi mewujudkan keinginan saya. Amin ya Rabbal Alamin. Jakarta, 21 Februari 2008.
InsyaAllah, atas ijin dan ridhonya, saya sedang dalam proses untuk mendatangkan semua hal yang perlu saya lakukan, ketahui atau miliki untuk mewujudkan situasi keuangan yang ideal.Saya senang mengetahui bahwa situasi keuangan saya yang ideal memungkinkan saya memiliki dan menikmati segala hal yang saya butuhkan dan saya inginkan demi mendatangkan kebahagiaan dan kebebasan di dalam hidup saya.
Kemakmuran adalah sebuah perasaan dan saya menyukai perasaan makmur yang mengisi kehidupan saya. Saya senang bahwa semua tagihan/kewajiban saya terbayar sebab semua itu adalah kompensasi untuk kemudahan dan segala fasilitas yang saya nikmati. Dan saya akan membayarnya dengan uang sebagai penghargaan atas semua kemudahan itu.
Saya begitu bergairah membayangkan uang yang terus menerus saya dapatkan, baik dari sumber-sumber yang saya ketahui maupun dari sumber yang tidak saya ketahui.
Saya senang mengetahui bahwa situasi keuangan ideal saya akan membuat hidup saya nyaman. Saya senang karena saya bisa secara leluasa untuk berinfak dan bersedekah, saya bisa berbelanja di mana saja dan kapan saja saya mau dan mendapatkan apa saja yang membuat saya dan orang-orang sekitar saya senang. Saya bisa pergi ke mana saja saya suka, termasuk untuk beribadah ke tanah suci Mekkah.
Akan semakin banyak hadiah, undian dan pemberian cuma-cuma yang asal-usulnya saya ketahui ataupun tidak saya ketahui.
Saya sangat senang membayangkan bisa menginvestasikan uang saya pada proyek-proyek yang bernilai tinggi.
Atas ijin dan ridoNya, Hukum Ketertarikan sedang mempersiapkan segala sesuatu yang harus terjadi demi mewujudkan keinginan saya. Amin ya Rabbal Alamin. Jakarta, 21 Februari 2008.
Sunday, September 9, 2007
Upaya menyelamatkan...
Bisnis is creating asset. Begitu katanya. Tapi dalam proses belajar seperti saya saat ini, bisnis lebih pada upaya menyelamatkan diri. Ada tiga contoh.
Pertama, usaha saya membuka depot air isi ulang. Setelah lebih dari satu setengah tahun, rata-rata biaya sewa tempat aja gak ketutup, saya coba untuk mengiklankan bhw depot ini akan dijual dan tempatnya dialihkontrakkan. Gak aja yang merespon. Emang, depot pertama ini saya buka lebih untuk menunjukkan keberanian berbisnis. Menurut saya lokasinya gak begitu bagus. Di jalan agak menikung dan sedikit menanjak. Gak ada tempat parkir. Volume penjualan mentok, gak bisa naik-naik. Mungkin SDMnya juga gak pas.
Bayangin aja, sewa tempat jatuhnya sekitar 325rb per bulan. Pendapatan rata-rata selama 18 bulan kurang dari 300 rb. Padahal kalo disewain bisa laku 500rb/bulan. Nyatanya iya, emang laku segitu apalgi kita mau nyewain bulanan.
Mengingat ada rencana pelebaran jalan dan kontrak saya (emang sih sama adik sendiri) sampai Desember 2010, saya memilih untuk dialihkan kontrak dengan cara bayar bulanan. Begitu saya tempel iklan, lumayan banyak juga yang telpon. Ini leh karena bisa disewa bulanan.
Akhirnya deal juga. Saya minta bulan pertama dibayar untuk sewa senilai 3 bln. Bulan kedua dan setrusnya bayar bulanan, 500rb sebelum atau pada tanggal 1.
Kemudian, depot saya jual. Sebenarnya lbh tepat saya pindahkan karena yang beli ya saya sendiri. Harganya 28 jt, sama dengan harga waktu saya beli. Tapi, saya sebagai penjual harus menanggung ongkos kirim, biaya pasang dan penggantian beberapa komponen. Dihitung-hitung, sampe Des 2010, modal bisa dikembalikan. Mudah-mudahan.
Trus yg kedua adalah usaha kerjasama jualan alat-alat safety & Save. Jual alat-alat penghemat listrik, BBM an gas serta alat-alat pengaman, alarm motor, mobil, rumah. Saya yang modalin, mitra yg jalanin. Seblun msh seret sih oke2 aja. Bulan ketiga kok gak ada hslnya. Bulan keempat juga begitu. Bulan kelima mitra kabur (itu anggapan saya aja. Dia sih bilangnya usaha kerjasama lokasi dipindahkan; motor saya dibalikin tapi dalam keadaan gak karuan. konon hbs tabrakan, walaaah). Trus mitra nawarin ke saya dia akan bayarin usaha kerjasama tersebut. Tawarannya rendah banget,. Bukan itu aja, cara pembayarannya nyicil. Lama banget lagi. Sy bilang, kal0 2 - 3 bayar ok. Tapi dia nawar lbh tinggi dr yg saya minta dengan tetap dicicil tp cicilannya juga dinaikknya. Pikir-pikir ya udah. Kalao memang nanti mulus pembayarannya, setelah 11 kali cicilan, modal saya insya Allah balik.
Bukannya dapat untung. Bukannya asset bertambah, kembali modalpun masih disertai dengan doa.
Contoh ketiga. Tertarik dgn tawaran mas Hadi (Selimut Jepang), saya order dua kali. Modalnya sekitar 1,7 jt-an. Setelah 3 bln masih nyangkut sekitar 6 potong, yg belum laku. Kayaknya berat nih. Udah harga dilelang juga gak laku2. Terus, sesuai perjanjian, barang saya retur dgn resiko ongkos kirim. Karena ada tawaran baru, SAJADAH, saya coba order 50 lembar. Kayaknya bagus. Sudah jual 30 lembar. Trus tawarin ke seorang calhaj. Alhamdulillah beliau pesen 100 lembar. Semangat nih. Terus pesen lagi 50 lembar. Sudah laku 23 lembar. Kalo stok yang ada laku, insya Allah program penyelamatan berhasil. Amin. Mudah-mudahan.
Pertama, usaha saya membuka depot air isi ulang. Setelah lebih dari satu setengah tahun, rata-rata biaya sewa tempat aja gak ketutup, saya coba untuk mengiklankan bhw depot ini akan dijual dan tempatnya dialihkontrakkan. Gak aja yang merespon. Emang, depot pertama ini saya buka lebih untuk menunjukkan keberanian berbisnis. Menurut saya lokasinya gak begitu bagus. Di jalan agak menikung dan sedikit menanjak. Gak ada tempat parkir. Volume penjualan mentok, gak bisa naik-naik. Mungkin SDMnya juga gak pas.
Bayangin aja, sewa tempat jatuhnya sekitar 325rb per bulan. Pendapatan rata-rata selama 18 bulan kurang dari 300 rb. Padahal kalo disewain bisa laku 500rb/bulan. Nyatanya iya, emang laku segitu apalgi kita mau nyewain bulanan.
Mengingat ada rencana pelebaran jalan dan kontrak saya (emang sih sama adik sendiri) sampai Desember 2010, saya memilih untuk dialihkan kontrak dengan cara bayar bulanan. Begitu saya tempel iklan, lumayan banyak juga yang telpon. Ini leh karena bisa disewa bulanan.
Akhirnya deal juga. Saya minta bulan pertama dibayar untuk sewa senilai 3 bln. Bulan kedua dan setrusnya bayar bulanan, 500rb sebelum atau pada tanggal 1.
Kemudian, depot saya jual. Sebenarnya lbh tepat saya pindahkan karena yang beli ya saya sendiri. Harganya 28 jt, sama dengan harga waktu saya beli. Tapi, saya sebagai penjual harus menanggung ongkos kirim, biaya pasang dan penggantian beberapa komponen. Dihitung-hitung, sampe Des 2010, modal bisa dikembalikan. Mudah-mudahan.
Trus yg kedua adalah usaha kerjasama jualan alat-alat safety & Save. Jual alat-alat penghemat listrik, BBM an gas serta alat-alat pengaman, alarm motor, mobil, rumah. Saya yang modalin, mitra yg jalanin. Seblun msh seret sih oke2 aja. Bulan ketiga kok gak ada hslnya. Bulan keempat juga begitu. Bulan kelima mitra kabur (itu anggapan saya aja. Dia sih bilangnya usaha kerjasama lokasi dipindahkan; motor saya dibalikin tapi dalam keadaan gak karuan. konon hbs tabrakan, walaaah). Trus mitra nawarin ke saya dia akan bayarin usaha kerjasama tersebut. Tawarannya rendah banget,. Bukan itu aja, cara pembayarannya nyicil. Lama banget lagi. Sy bilang, kal0 2 - 3 bayar ok. Tapi dia nawar lbh tinggi dr yg saya minta dengan tetap dicicil tp cicilannya juga dinaikknya. Pikir-pikir ya udah. Kalao memang nanti mulus pembayarannya, setelah 11 kali cicilan, modal saya insya Allah balik.
Bukannya dapat untung. Bukannya asset bertambah, kembali modalpun masih disertai dengan doa.
Contoh ketiga. Tertarik dgn tawaran mas Hadi (Selimut Jepang), saya order dua kali. Modalnya sekitar 1,7 jt-an. Setelah 3 bln masih nyangkut sekitar 6 potong, yg belum laku. Kayaknya berat nih. Udah harga dilelang juga gak laku2. Terus, sesuai perjanjian, barang saya retur dgn resiko ongkos kirim. Karena ada tawaran baru, SAJADAH, saya coba order 50 lembar. Kayaknya bagus. Sudah jual 30 lembar. Trus tawarin ke seorang calhaj. Alhamdulillah beliau pesen 100 lembar. Semangat nih. Terus pesen lagi 50 lembar. Sudah laku 23 lembar. Kalo stok yang ada laku, insya Allah program penyelamatan berhasil. Amin. Mudah-mudahan.
Wednesday, August 8, 2007
The Truth about Selling
Ini Kesimpulan dari tulisan James Gee, tentang the Truth about Selling
In Part 1 of “The Truth About Selling”, I highlighted that the reality about selling is that, after you remove the jargon and the fancy names and terminologies, selling is about 4 main aspects, namely :
Selling is a process
Selling is a numbers game
Selling is all about having good inter-personal communication and relationship
Selling is all about discipline
I also explained the Sales Process and the fact that to excel as a sales person, you will have to excel in each and every stage of this sales process. The better you are at each stage, the better your performance as a sales person.
In “The Truth About Selling Parts 1,2,3,4,5,6,7 and 8 we had described the first 8 steps of the Sales Process in great detail. I hope that you can now see that Selling is a Process, and that each step is a technique and has to be properly mastered.
In this article, we shall Summarize all the points that we have explained in all the 8 previous articles.
Stage 1 – Leads & Referrals
“Leads” are to the sales person what blood is to the body. A good sales person must continually be able to generate new leads. There are several ways to generate leads.
1. From your existing circle of friends/relatives
2. From your extended circle of friends/relatives (friends of friends, friends of relatives, relatives of friends, relatives of relatives)
3. From people that you meet daily
4. Referral from happy and satisfied customers
Of the four sources of leads and referrals, the first and the last are the most promising. Successful sales people are continually getting an in-flow of good quality leads and referrals. So the question is simple.
Do you have a continuous in-flow of good quality leads ? If no, what do you have to do to get it ?
Are your existing clients actively giving you referrals ? If not, why ? Are they dissatisfied with your current level of support and service ? Or are you simply not asking them for it ?
Remember, without leads, your sales performance will dry up very quickly. This is the primary reason why some sales people seem to do very well in the first 2 years on the job, and then after that, their performance just goes down, down, down. Yet other sales people seem to bet better and better with the years. The main difference is their ability (or inability) to generate leads and referrals.
Stage 2 – Making Telephone Appointments
Once you have succeeded to get leads and referrals, the next step is to telephone these prospective clients to make an appointment to meet them. If you can’t even make an appointment to meet the prospective client, how are you ever going to have an opportunity to explain to him how your products/services can benefit him, much less sell to him ? Many sales people are extremely weak in Stage 2.
Even within this Telephone Stage, there are sub-processes.
You will have to get past the “gatekeeper” (secretary, receptionist, etc) ! A good sales person has learnt all the necessary skills to get past the gatekeeper (not by out-tricking the gatekeeper !) but by getting the gatekeeper to help/co-operate with the sales person.
After getting past the gatekeeper, you will speak directly with the decision-maker. You will then have to convince the decision maker that it is worth is time to see you face-to-face.
When you are telephoning to make an appointment, remember 2 basic principles :
1. Your ability to get an appointment by telephone is critical to your success as a sales person
2. You must not sell your product/services on the phone. The only thing that you are selling on the phone is an appointment !
Use Power Statements !
Stage 3 – Establishing Rapport
When you meet the potential customer, the human aspect of the interaction is most important. There is a popular saying in selling :
No rapport, no sale !
Establishing a good rapport with your customer so important because :
1. People buy based on 3 primary considerations:
2. Your Company (its reputation & reliability)
3. Your Product (as a solution to their problems / value for money, etc)
YOU
Of the 3 considerations, from my experience in Indonesia, number 3 (YOU) is still the most important deciding factor.
You need to gather as much information as possible about the prospective customer. You need to gather information such as his needs, his priorities, his constraints, his concerns, his doubts, his personalities, his budget, his hot buttons, the decision making process in his company, whether or not he is actually the decision-maker, the problems he is facing, whether or not he already has an existing supplier, if yes, is his relationship with the supplier good or bad, etc.
With the right information about the prospective client, you are now in a better position to design/propose a SOLUTION that is appropriate and matches with all the above. Yet incredibly, many sales people dive straight into product presentation without any fact-finding and still hope to get an order !!
Stage 4 – Presentation & Overcoming Objections
This stage could be relatively simple and smooth-sailing or a horrible nightmare ! It all depends on how much accurate fact-finding you have conducted in Stage 3.
If you had established a good rapport with the potential customer, truly uncovered his needs/problems/constraints/motivation to buy/the true decision-maker, etc then this Stage becomes quite smooth sailing because you will be offering him the exact solution to his problems and therefore he will have less objections.
Still, during the Presentation Stage, there are some basic principles that you have to observe.
How you present depends on whether you are presenting to an individual or a team (audience). Each type of audience will require some different approaches.
As part of the Presentation stage, you will inevitably face some Objections. Sales people must realize that objections are part of the sales presentation and that they have to prepare thoroughly to face objections. One way to do this is by preparing and having a Sales Script.
Stage 5 – Close The Deal !
For the sales person, this is the climax after having gone through the tedious, stressful and often painful stages 1,2,3 and 4. ! However, as with all the other stages of the selling process, there are proper techniques which can help you to improve your success stage. Sales people should learn to ask for the order from the very beginning.
The “Closing” or “Asking for the Order” is a PROCESS rather than an event. An effective sales person does not wait till the last part of his presentation / meeting to ask for the order. Instead, he is continually “conditioning” and preparing his customer for the stage “Yes” stage.
During the Closing stage, there are several points that you have to pay attention :
1. Watch against your Attitude during Closing time
2. There are things that you will have to do during closing time to calm the customer
3. You have to be competent at watching and correctly interpreting your customer’s body language
4. There are Closing Techniques that will be useful to help you to get the sale when you use them correctly
Stage 6 – The “Delivery” Stage
The Delivery Stage is a very important stage because it marks a CHANGE IN STATUS.
From PROSPECT to CUSTOMER / CLIENT
From SALES PERSON to BUSINESS PARTNER / RELIABLE FRIEND
From SELLING TO THE PROSPECT to SERVING THE CUSTOMER
From PROMISING TO DELIVER to DELIVERING THE PROMISE
This is the stage that the customer gets the FIRST EXPERIENCE (FIRST IMPRESSION) of the quality of your service and the service provided by your company.
This is the stage that the customer either feels that “Yes, you and your company are reliable and would be a good long term business partner”
Or
This is the stage that he sighs to himself “Oh boy ! Here is the beginning of my headaches ! I wish I had not bought from them !”
Therefore, the “Delivery” stage is the FIRST opportunity for the company (and the sales person) to show to the customer how responsible (or irresponsible!) he is in delivering his promise!
Stage 7 – The “Service” Stage
Many sales people have the WRONG attitude that selling process (and therefore their responsibility to the customer) ENDS at the Closing Stage (Stage 5). Consequently, they neglect Stages 6 and 7 and leave these stages to their colleagues in the Delivery Department, After-Sales Department, Customer Support Department, Technical Department, etc. This is NOT WRONG, but this practice creates disadvantages to the sales person himself !
Remember this
If you do not serve your customer well AFTER the sale, then you are depriving yourself for future sales (and referrals) that you could actually have got from these customers. It’s your loss.
Therefore, as a sales person, MUST take time and effort to service this customer.
Stage 8 – The “Follow-up and Cross-Sell” Stage
Stage 8 can be considered the most pleasant stage of the Sales Process. However, many sales people consider this stage to be the most awkward, embarrassing and difficult stage ! Why the contrast in opinion ?
The answer is very straight-forward.
The “Follow-up and Cross-Sell” Stage is pleasant if the sales person has serviced his customer well. It becomes awkward and embarrassing the sales person had disappointed his customer or had poor after-sales service.
So once again, the problems faced in Stage 8 are a direct consequence of neglecting Stages 6 (Delivery) & 7 (Service).
So, do you have a SYSTEM that REMINDS you when to follow-up on which customer ?
Understand and make full use of THE POWER OF 500
On average, a person knows 500 people. So if you know one person, you can actually gain access to 500 people. So every satisfied / happy customer is a door to 500 other potential customers ! So make maximum use of the Power of 500 and ask for a referral !
If you do not ask for a referral, how in the world will your customer know that you need his help ??!!!
Remember, Stage 8 is a HIDDEN GOLDMINE for the sales person who :
Performs very well in Stages 6 & 7, and
Who ASKS for referrals
So you can now see that selling is indeed a process. To become an effective and successful sales person, you must pay attention to EVERY stage of the selling process.
In Part 1 of “The Truth About Selling”, I highlighted that the reality about selling is that, after you remove the jargon and the fancy names and terminologies, selling is about 4 main aspects, namely :
Selling is a process
Selling is a numbers game
Selling is all about having good inter-personal communication and relationship
Selling is all about discipline
I also explained the Sales Process and the fact that to excel as a sales person, you will have to excel in each and every stage of this sales process. The better you are at each stage, the better your performance as a sales person.
In “The Truth About Selling Parts 1,2,3,4,5,6,7 and 8 we had described the first 8 steps of the Sales Process in great detail. I hope that you can now see that Selling is a Process, and that each step is a technique and has to be properly mastered.
In this article, we shall Summarize all the points that we have explained in all the 8 previous articles.
Stage 1 – Leads & Referrals
“Leads” are to the sales person what blood is to the body. A good sales person must continually be able to generate new leads. There are several ways to generate leads.
1. From your existing circle of friends/relatives
2. From your extended circle of friends/relatives (friends of friends, friends of relatives, relatives of friends, relatives of relatives)
3. From people that you meet daily
4. Referral from happy and satisfied customers
Of the four sources of leads and referrals, the first and the last are the most promising. Successful sales people are continually getting an in-flow of good quality leads and referrals. So the question is simple.
Do you have a continuous in-flow of good quality leads ? If no, what do you have to do to get it ?
Are your existing clients actively giving you referrals ? If not, why ? Are they dissatisfied with your current level of support and service ? Or are you simply not asking them for it ?
Remember, without leads, your sales performance will dry up very quickly. This is the primary reason why some sales people seem to do very well in the first 2 years on the job, and then after that, their performance just goes down, down, down. Yet other sales people seem to bet better and better with the years. The main difference is their ability (or inability) to generate leads and referrals.
Stage 2 – Making Telephone Appointments
Once you have succeeded to get leads and referrals, the next step is to telephone these prospective clients to make an appointment to meet them. If you can’t even make an appointment to meet the prospective client, how are you ever going to have an opportunity to explain to him how your products/services can benefit him, much less sell to him ? Many sales people are extremely weak in Stage 2.
Even within this Telephone Stage, there are sub-processes.
You will have to get past the “gatekeeper” (secretary, receptionist, etc) ! A good sales person has learnt all the necessary skills to get past the gatekeeper (not by out-tricking the gatekeeper !) but by getting the gatekeeper to help/co-operate with the sales person.
After getting past the gatekeeper, you will speak directly with the decision-maker. You will then have to convince the decision maker that it is worth is time to see you face-to-face.
When you are telephoning to make an appointment, remember 2 basic principles :
1. Your ability to get an appointment by telephone is critical to your success as a sales person
2. You must not sell your product/services on the phone. The only thing that you are selling on the phone is an appointment !
Use Power Statements !
Stage 3 – Establishing Rapport
When you meet the potential customer, the human aspect of the interaction is most important. There is a popular saying in selling :
No rapport, no sale !
Establishing a good rapport with your customer so important because :
1. People buy based on 3 primary considerations:
2. Your Company (its reputation & reliability)
3. Your Product (as a solution to their problems / value for money, etc)
YOU
Of the 3 considerations, from my experience in Indonesia, number 3 (YOU) is still the most important deciding factor.
You need to gather as much information as possible about the prospective customer. You need to gather information such as his needs, his priorities, his constraints, his concerns, his doubts, his personalities, his budget, his hot buttons, the decision making process in his company, whether or not he is actually the decision-maker, the problems he is facing, whether or not he already has an existing supplier, if yes, is his relationship with the supplier good or bad, etc.
With the right information about the prospective client, you are now in a better position to design/propose a SOLUTION that is appropriate and matches with all the above. Yet incredibly, many sales people dive straight into product presentation without any fact-finding and still hope to get an order !!
Stage 4 – Presentation & Overcoming Objections
This stage could be relatively simple and smooth-sailing or a horrible nightmare ! It all depends on how much accurate fact-finding you have conducted in Stage 3.
If you had established a good rapport with the potential customer, truly uncovered his needs/problems/constraints/motivation to buy/the true decision-maker, etc then this Stage becomes quite smooth sailing because you will be offering him the exact solution to his problems and therefore he will have less objections.
Still, during the Presentation Stage, there are some basic principles that you have to observe.
How you present depends on whether you are presenting to an individual or a team (audience). Each type of audience will require some different approaches.
As part of the Presentation stage, you will inevitably face some Objections. Sales people must realize that objections are part of the sales presentation and that they have to prepare thoroughly to face objections. One way to do this is by preparing and having a Sales Script.
Stage 5 – Close The Deal !
For the sales person, this is the climax after having gone through the tedious, stressful and often painful stages 1,2,3 and 4. ! However, as with all the other stages of the selling process, there are proper techniques which can help you to improve your success stage. Sales people should learn to ask for the order from the very beginning.
The “Closing” or “Asking for the Order” is a PROCESS rather than an event. An effective sales person does not wait till the last part of his presentation / meeting to ask for the order. Instead, he is continually “conditioning” and preparing his customer for the stage “Yes” stage.
During the Closing stage, there are several points that you have to pay attention :
1. Watch against your Attitude during Closing time
2. There are things that you will have to do during closing time to calm the customer
3. You have to be competent at watching and correctly interpreting your customer’s body language
4. There are Closing Techniques that will be useful to help you to get the sale when you use them correctly
Stage 6 – The “Delivery” Stage
The Delivery Stage is a very important stage because it marks a CHANGE IN STATUS.
From PROSPECT to CUSTOMER / CLIENT
From SALES PERSON to BUSINESS PARTNER / RELIABLE FRIEND
From SELLING TO THE PROSPECT to SERVING THE CUSTOMER
From PROMISING TO DELIVER to DELIVERING THE PROMISE
This is the stage that the customer gets the FIRST EXPERIENCE (FIRST IMPRESSION) of the quality of your service and the service provided by your company.
This is the stage that the customer either feels that “Yes, you and your company are reliable and would be a good long term business partner”
Or
This is the stage that he sighs to himself “Oh boy ! Here is the beginning of my headaches ! I wish I had not bought from them !”
Therefore, the “Delivery” stage is the FIRST opportunity for the company (and the sales person) to show to the customer how responsible (or irresponsible!) he is in delivering his promise!
Stage 7 – The “Service” Stage
Many sales people have the WRONG attitude that selling process (and therefore their responsibility to the customer) ENDS at the Closing Stage (Stage 5). Consequently, they neglect Stages 6 and 7 and leave these stages to their colleagues in the Delivery Department, After-Sales Department, Customer Support Department, Technical Department, etc. This is NOT WRONG, but this practice creates disadvantages to the sales person himself !
Remember this
If you do not serve your customer well AFTER the sale, then you are depriving yourself for future sales (and referrals) that you could actually have got from these customers. It’s your loss.
Therefore, as a sales person, MUST take time and effort to service this customer.
Stage 8 – The “Follow-up and Cross-Sell” Stage
Stage 8 can be considered the most pleasant stage of the Sales Process. However, many sales people consider this stage to be the most awkward, embarrassing and difficult stage ! Why the contrast in opinion ?
The answer is very straight-forward.
The “Follow-up and Cross-Sell” Stage is pleasant if the sales person has serviced his customer well. It becomes awkward and embarrassing the sales person had disappointed his customer or had poor after-sales service.
So once again, the problems faced in Stage 8 are a direct consequence of neglecting Stages 6 (Delivery) & 7 (Service).
So, do you have a SYSTEM that REMINDS you when to follow-up on which customer ?
Understand and make full use of THE POWER OF 500
On average, a person knows 500 people. So if you know one person, you can actually gain access to 500 people. So every satisfied / happy customer is a door to 500 other potential customers ! So make maximum use of the Power of 500 and ask for a referral !
If you do not ask for a referral, how in the world will your customer know that you need his help ??!!!
Remember, Stage 8 is a HIDDEN GOLDMINE for the sales person who :
Performs very well in Stages 6 & 7, and
Who ASKS for referrals
So you can now see that selling is indeed a process. To become an effective and successful sales person, you must pay attention to EVERY stage of the selling process.
3 Motivasi Kuat untuk Orang Membli
Masih dari bukunya Johanes LIM, ada 3 motivasi yang kuat yang menyebabkan orang membeli. Pertama adalah bahwa barang/jasa yang dibeli mempunyai manfaat yang lebih besar dibanding dengan nilai uang yang dikeluarkan. Kata pembeli saya dapet barang yang murah karena nilainya lebih tinggi dari harga belinya. murah dan mahal akan jadi relatif dengan nilai manfaatnya. Dengan memahami hal ini pemasar mestinya tidak usaha kecil hati menawarnkan barang/jasa dengan hartga berapapun, selama yakin dan bisa meyakinkan prospek bahwa manfaat yang diterima lebih besar dari harga belinya.
Motivasi kedia adalah bhw produk yang ditawarkan membuat pembeli merasa lebih senang/bahagia dibanding dengan sebelum memiliki produk tersebut. Ini terkait dengan fakor emosi seseorang, entah dpt meningkatkan rasa bangga atau meningkatnkan citradiri.
Motovasi ketiga, mirip dgn yang kedua, adalah bahwa produk yg ditawarkan dapat mengatasi persoalan hidup si pembeli. Ini bersifat emosional teknis. Misalnya produk yg relevan dengan masalah kesehatan, karier atau bisnis.
Motivasi kedia adalah bhw produk yang ditawarkan membuat pembeli merasa lebih senang/bahagia dibanding dengan sebelum memiliki produk tersebut. Ini terkait dengan fakor emosi seseorang, entah dpt meningkatkan rasa bangga atau meningkatnkan citradiri.
Motovasi ketiga, mirip dgn yang kedua, adalah bahwa produk yg ditawarkan dapat mengatasi persoalan hidup si pembeli. Ini bersifat emosional teknis. Misalnya produk yg relevan dengan masalah kesehatan, karier atau bisnis.
5 Alasan Orang Gak Beli dari Kita
Dari Buku Johanes LIM, ada 5 alasan mengapa orang gak beli dari kita. Dengan memahami alasan-alasan ini kita dapat menetapkan cara untuk mensiasatinya.
Alasan pertama karena dia gak butuh dan juga gak punya duit. Ya udah, gak usah repot-repot. Lha wong dianya gak punya duit, juga gak butuh. Tinggal saja.
Alasan kedua karena dia gak punya duit tapi sebenarnya butuh sih. Bisa aja disiasati dengan pembayaran cicilan, tapi tergantung apakah kita punya toleransi tentang cara pembayarannya.
Alasan ketiga karena dia gak butuh walaupun sebenranya punya uangnya. Nah ini, bagi pemasar yang canggih kita akan membuatnya jadi butuh dan terus mbeli dari kita.
Alasan keempat karena dia punya uang tapi gak mau beli dari kita karena menurut persepsinya manfaat yg kita tawarkan kuran. Ini perlu diklarifikasi soal persepsinya. Jelaskan dengan fakta dan dukung dengan bukti yang relevan agar ia percaya akan manfaat dan kemudian membeli.
Alasan kelima karena diapunya uang, butuh produk yang ditawarkan tapi gak mau beli dari kita karena tidak percaya terhadap penawaran kita. Ini penting untuk melakukan introspeksi. Cari jawaban mengapa dia gak percaya. Jika karena curiga atau skepstis segera perbaiki, minta maaf dan jika sudah yakin tanyakan secara terbuka.
Kata Johanes LIM, fokuskan marketing terhadap tipe keempat dan kelima saja agar hsl penjualan efektif dan meningkat dengan cepat. Disini akan dibutuhkan Hypnosis in Selling, yaitu menggunakan psikologi persuasi dengan cara mempengaruhi pikiran orang.
Alasan pertama karena dia gak butuh dan juga gak punya duit. Ya udah, gak usah repot-repot. Lha wong dianya gak punya duit, juga gak butuh. Tinggal saja.
Alasan kedua karena dia gak punya duit tapi sebenarnya butuh sih. Bisa aja disiasati dengan pembayaran cicilan, tapi tergantung apakah kita punya toleransi tentang cara pembayarannya.
Alasan ketiga karena dia gak butuh walaupun sebenranya punya uangnya. Nah ini, bagi pemasar yang canggih kita akan membuatnya jadi butuh dan terus mbeli dari kita.
Alasan keempat karena dia punya uang tapi gak mau beli dari kita karena menurut persepsinya manfaat yg kita tawarkan kuran. Ini perlu diklarifikasi soal persepsinya. Jelaskan dengan fakta dan dukung dengan bukti yang relevan agar ia percaya akan manfaat dan kemudian membeli.
Alasan kelima karena diapunya uang, butuh produk yang ditawarkan tapi gak mau beli dari kita karena tidak percaya terhadap penawaran kita. Ini penting untuk melakukan introspeksi. Cari jawaban mengapa dia gak percaya. Jika karena curiga atau skepstis segera perbaiki, minta maaf dan jika sudah yakin tanyakan secara terbuka.
Kata Johanes LIM, fokuskan marketing terhadap tipe keempat dan kelima saja agar hsl penjualan efektif dan meningkat dengan cepat. Disini akan dibutuhkan Hypnosis in Selling, yaitu menggunakan psikologi persuasi dengan cara mempengaruhi pikiran orang.
Hasil dari Rumah Kontrakan
Sampe hari ini saya baru punya 1 rumah kontrakan sederhana, terdiri atas 2 km tidur, km tamu, dapur dan km mandi. Dibangun di atas tanah 50m2 dgn bangunan seluas 36 m2. Biaya investasi bangunan 25 juta. Selain itu ada 2 pintu rumah kontrakan msg2 terdiri atas 1 ruang tamu, km tidu, dapur (kecil) dan kamar mandi yang bergandengan dengan 2 kios msg2 berukuran 4 x 4,5m.
Alhamdulillah semua sudah terisi, ada penyewanya. Rumah mungikl,kata keponakan saya rumah berbie, disewa 5,5jt per tahun. Sebenarnya sdh menghasilkan 7,3jt sampai akhir november ini krn penyewa pertama cuma tinggal untuk 3 bln. Dua rumah petak juga sudah terisi gak lama setelah selesai dibangun. Bahkan satu kios sudah diisi sebelum semua bangunan jadi. Rumah petak saya sewakan 1,1jt/3 bln dengan jaminan 100rb untuk listrik. Satu penyewa sudah memasuki masa 3 bln kedua. Karena maunya bayar bulanan saya minta 375rb per bulan.
Kios pertama yang diisi digunakan untuk jualan alat-alat listrik. Ini usaha adik ipar saya. Kemudian, dia tambah dengan jual eceran bensin. Satu kios lagi saya pake krn sduah beberapa prospek yang tanya tapi gak ada tindak lanjut. Ini saya gunakan untuk Depot air isi ulang yang saya pindahkan dari Jl. KH M Usman.
Kalo dihitung bulanan, penghasilan dari rumah kontrakan masih kecil. Klo rumah berbei bisa dapat 500rb, 2 rumah petak 750rb dan kios 750rb, total semuanya baru 2 jt per bulan. Isteri saya mengalokasikan 300rb utk bapak. Jadi msh ada 1,7jt. Toh semua pengeluaran ditanggung oleh penyewa. Biaya investasi yang saya keluarkan sekitar 90jt, hsl jual mobil taruna (65jt) ditambah 25jt untuk rumah berbie.
Alhamdulillah semua sudah terisi, ada penyewanya. Rumah mungikl,kata keponakan saya rumah berbie, disewa 5,5jt per tahun. Sebenarnya sdh menghasilkan 7,3jt sampai akhir november ini krn penyewa pertama cuma tinggal untuk 3 bln. Dua rumah petak juga sudah terisi gak lama setelah selesai dibangun. Bahkan satu kios sudah diisi sebelum semua bangunan jadi. Rumah petak saya sewakan 1,1jt/3 bln dengan jaminan 100rb untuk listrik. Satu penyewa sudah memasuki masa 3 bln kedua. Karena maunya bayar bulanan saya minta 375rb per bulan.
Kios pertama yang diisi digunakan untuk jualan alat-alat listrik. Ini usaha adik ipar saya. Kemudian, dia tambah dengan jual eceran bensin. Satu kios lagi saya pake krn sduah beberapa prospek yang tanya tapi gak ada tindak lanjut. Ini saya gunakan untuk Depot air isi ulang yang saya pindahkan dari Jl. KH M Usman.
Kalo dihitung bulanan, penghasilan dari rumah kontrakan masih kecil. Klo rumah berbei bisa dapat 500rb, 2 rumah petak 750rb dan kios 750rb, total semuanya baru 2 jt per bulan. Isteri saya mengalokasikan 300rb utk bapak. Jadi msh ada 1,7jt. Toh semua pengeluaran ditanggung oleh penyewa. Biaya investasi yang saya keluarkan sekitar 90jt, hsl jual mobil taruna (65jt) ditambah 25jt untuk rumah berbie.
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