B2B Solution Selling - 20 July 2018 at B2B Marketing Forum Rework Jakarta

1. SOLUTION
SELLING
'GIVE WHAT
THEY WANT'
Fanky Christian
Director, PT Daya Cipta Mandiri
Solusi
Chairman, DPD DKI APTIKNAS

2. • Fanky Christian
• Founder, Director PT Daya Cipta Mandiri Solusi
• Chairman, APTIKNAS DKI Jakarta
• Vice Chairman, ASISINDO
• Secretary General, ACCI
• Vice Chairman, APOI
• Founder, StartSmeUp.ID
• Founder, SmartCityIndo.com
About Me
fankychristian
fankychristian fankych
08121057533 dcmsolusi

3. B2B
• Business to Business (B2B) sells products, goods,
services to other businesses

4. CUSTOMER JOURNEY HAS CHANGED

5. No Need, No Sales
• Interview
• Listening
• Summarize

6. SHOW
THEM THE
SOLUTIONS
• Preparation
• How to present
• Things to remember:
 Know the process of decision
 Who is the key person
 Who is the decision maker
 Know the benefits
 Find the objections
 Build intimacy,get trust
 Clarifiy their needs
 Present your ideas clearly
 Define next plan

7. Harvard Business Review study of
700 stakeholders involved in complex
B2B purchases…
found 7 distinct stakeholder profiles

8. Get the orders
• Find the correct time
• How to ask?
• Direct request
• Indirect request
• Trial request

9. KEEP THE
RELATIONS
• Why ?
• to get recurring
orders
• to get references
• word of mouth
• How ?
• give the safety,
satisfaction
• answer their
concerns,
objections

10. SUMMARIES
Selling is a process to help
customers to change from
current condition to wanted
condition
No need (requirements),no
sales -> find their
requirements, answer with
(the best) solutions
Keep the relations, customers
will find you first that give best
recommendation and
solutions