Materi TalkShow @ MNC Business 31 Agustus 2012

1. By: Alfa Maulana, S.Sos., MBA
@maulanaalfa +62 811-101216
alfa@creative-cons.com
maulanaalfa maulanaalfa0377@gmail.com

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3. Resume Facilitator – Alfa Maulana, MBA
Professional Qualification (± 14 yrs Experience @ Sales & Banking Products)
Master of Bussiness Admnistration from Universitas Gadjah Mada – Jakarta (GPA 3,65)
1. Corporate Sales Officer, Indovision
2. Sales Area Coordinator, Komselindo
3. Sales Officer BCA Card Center, PT Bank Central Asia , Tbk (Credit Cards and Merchants-EDC)
4. Telesales Manager, PT Bank Centrak Asia, Tbk (for Credit Cards Team)
5. Marketing Comm and Relationship BCA Consumer Banking, PT Bank Central Asia, Tbk (KPR & KKB Products)
6. Telesales Dept Head , LippoBank (Personal Loan, Credit Cards & Top-Up Savings Products)
7. SME Sales Performance Management, PT Bank Danamon Indonesia, Tbk
8. SME Telesales Manager, PT Bank Danamon Indonesia, Tbk
9. SME Relationship Manager, PT Bank Danamon Indonesia, Tbk
10. National Direct Sales Funding Division Head, PT CIMB Niaga, Tbk
11. Lecturer @ Sekolah Tinggi Ilmu Ekonomi dan Keuangan Perbankan Indonesia (STEKPI)
12. A Part-Timer Lecturer @ Tanry Abeng University
Trainer Experience & Recent Activities
1. Sales Training Program Director @ Creative Consultant
2. Sales & Motivational Trainer @ Bank BTN Shariah (BM + Operations Head)
3. Sales & Motivational Trainer @ Bank Mandiri – JaBar Area u/ KTA + KPR Products (150 SalesForce)
4. Sales Management Trainer for Branch Manager dan Area Branch Manager @ BII
5. Sales & Motivational Speaker @ AJE Big Cola Indonesia (350 SalesForce)
6. Sales & Motivational Speaker @ Fakultas Teknik – Universitas Pancasila
7. Sales & Motivational Speaker @ FlashMobile Company (for Management Level)
8. Sales MINDSET and Motivational Speaker @ Bethany Community (Salatiga)
9. Sales MINDSET, Communication and Motivational Speaker @ PonPes Asshidiqiyah Jakarta
10. Communication, Sales and Motivational @ Sekolah Al-Fath Jakarta
11. Sales Management and development @ CommonWealth Bank –Jakarta/Sudirman
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4. WHAT’S MY JOB?
Preparation Understanding
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5. Why choose the Sales Profession?
1. Employment in sales is growing
2. Sales positions offer advantages:
A. Good compensation
B. Intrinsic reward from helping customers
C. Flexible in day-to-day activities
D. High-visibility career track
E. Limited supervision
F. Travel opportunities
G. Increasing responsibilities
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7. Restaurant MENJUAL makanan
Airlines MENJUAL ‘seat’ dalam pesawat
Rumah Sakit MENJUAL tempat tidur, obat, jasa dokter
Bank MENJUAL jasa pengelolaan keuangan
Asuransi MENJUAL rasa aman
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9. Desirable SalesPeople Traits
Empathetic
Self-motivated Competitive
Organized Goal-oriented
SalesPeople
Enthusiastic Adaptive
Customer-
oriented
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13. Sales Keys
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14. 8 Fakta tentang Sales (Penjualan)
1. Hambatan terbesar yang menghambat orang untuk berhasil dalam bisnis adalah
rasa takut mereka atau ketidaksukaan untuk menjual.
2. Penjualan dan Kepemimpinan berjalan berdampingan, karena keduanya
berkaitan dengan penyampaian dan meyakinkan Visi ttg sesuatu yang lebih baik
agar disetujui dan bertindak atas dasar Visi tsb.
3. Semua Pemimpin besar PASTI dapat MENJUAL, MEMBUJUK, ataupun
MEMPENGARUHI
4. Manipulasi, Penipuan, Tekanan, Ketulusan Palsu, senyuman palsu, BUKANLAH
PENJUALAN.
5. Penjualan adalah KOMUNIKASI.
6. Penjualan atau Komunikasi yang sesungguhnya bukanlah tentang berapa besar
komisi Anda.
7. Penjualan adalah mencintai, produk atau jasa perusahaan Anda dan mengerti
keinginan, mimpi-mimpi, dan kebutuhan sesamamu manusia.
8. Kekayaan, Kekuasaan, dan Kebahagiaan Mu bertambah seiring bertambahnya
kemampuan ber-KOMUNIKASI (Robert Kiyosaki)
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15. Sales sangat TERKAIT dengan MINDSET dan
Untuk mengembangkan MINDSET harus
memiliki tingkat KREATIFITAS tinggi
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16. The Purpose of Business
Increase the general well being of humankind
through the sales of goods and services
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17. Sales Quotes
Simpati: Berjalan bersama mereka
Empati: Menempatkan diri ANDA didalam
sepatu oranglain
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25. Relationship Marketing
1. Relationship marketing is the
creation of customer loyalty
2. Targets a major customer
that it wants to sell to now
and in the future
3. Establishes a long-term
collaborative relationship
Illustration: Red Cliff (Movie)
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26. Three Levels of Relationship-SalesMINDSET
1. Transaction selling: customers are sold to and not contacted
again
2. Relationship selling: the seller contacts customers after the
purchase to determine if they are satisfied and have future
needs
3. Partnering: the seller works continually to improve its
customers’ operations, sales, and profits
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27. Dependence Increases as Relationships
Become More Important
High
Relationships
Low
Low Dependence High
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28. The Personal Selling Process
Pre-
Prospecting Approach
Approach
Need
Follow-Up Identification
Gaining Handling
Presentation
Commitment Objections
Dr. Rosenbloom 28

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