The document provides tips for becoming a successful entrepreneur and salesperson. It discusses understanding risks, having the right mindset, knowing your product's features, advantages, and benefits (FAB), building rapport with prospects, and practicing sales skills like role playing. The key steps to selling involve finding solutions for prospects, making the sale, gaining repeat customers, and ultimately achieving success through repetition. Overall, the document emphasizes passion, goal-setting, hard work, understanding risks and rewards, and developing strong sales and interpersonal skills to succeed in business and sales.

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Sales Today,
Entrepreneur
Tomorrow
By Ronald B Sitolang B. Acc., B. Comp.
World Class Racer
Understand The Risks
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An Entrepreneur Before starting his/her
Understand the Risk
should: business:
• Have Passion • An Entrepreneur need • Loss
• Set Dreams & Goals to understand how to • Losing Money
• Willing to work hard sell the products, • Losing Time
& do the work smart services or at least the
• Losing Face
ideas to anyone.
• Always Creative & • Or even Losing
Inovative Friend, Best Friend or
• Always Seek and Family
Calculate risk
• Never give up
(persistent)
• Sincere & Whole
heart
Being An Entrepreneur
Great Boxer
Understand The Risks
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• Avoided by prospect (dihindari)
• Rejected by prospect (ditolak)
Risks • Deceived by prospect (dibohongi)
• Bullied by prospect (dikerjai)
• Look for new contacts by join organization
Job • Set meeting with prospects as many as
possible
Descriptions: • Find out the prospects needs
• Know the F A B of the product
• Can offer and give solutions to prospect
Sales
Job Descriptions & Risks
Mindset Student
• Do it last minute, thus can’t see the opportunity
• Usually haven’t set their own goals
• With least /No Effort but want to get a Great Results
• If possible anything is free (no capital)
Mindset Entrepreneur
• Always seek for an opportunity
• Set Goals, Always seek and calculate risks
• Willing to work extremely hard to achieve the goal
• Willing to invest (energy, time, money and everything if necessary)
Status Students
Mindset Entrepreneur
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If You Want to Succeed
Set Clear Goals
Know your prospect
Make a relationship
Repeat Success not merely selling
products
Solutions Selling
Sold Believe in yourself
Know your product
Build Rapport, to (Feature, Advantage
Gain Trust
& Benefit)
Practice, Practice,
Practice (Role Play)
8 Simple Step in Selling Cycle
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Respect yourself and others
Dress Up Properly (Formal)
Be Confident (Listen Carefully & Speak Clearly)
Make an Appointment
Be Patience & Be Polite
Ask for a reference for next prospect
Never under estimate other people (be nice)
How to do it?
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Feature / Fitur • Ember terbuat dari Plastik
Advantage / • Tahan banting
Keunggulan • Ringan
• Lebih awet
Benefit / Manfaat
• Mudah di pelihara
Tuliskan 5 FAB tentang
pribadi anda (2 Menit)
Know Your FAB
• Nina itu orangnya sangat pandai dalam Matematika,
dengan cepat dan akurat ia bisa menyelesaikan persoalan-
persoalan hitungan sehingga akibatnya kalau tante pergi
ke pasar dengan Nina ngga kan salah hitung belanjaan
Tante. Ini menghemat waktu dan dana kan?
F : Pandai Matematika
A : Hitung Cepat
B : Hemat Waktu
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• ............ itu orangnya sangat pandai dalam ........, dengan
...........dan ......... ia bisa ...............sehingga akibatnya
kalau ........... dengan ....................................................
F:
A:
B:
Siapa Dia
• “Sepeda motor ini menggunakan mesin buatan Jepang
sehingga dipertanggung jawabkan garansi ketahanannya
yang tentunya pada akhirnya akan menghemat uang dan
waktu anda”.
F : mesin buatan Jepang
A : garansi ketahanannya
B : menghemat uang dan waktu
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Great Salesperson
Great Salesperson Good practice
must prepare a
always prepared become routine
sales script
Role Play with Role Play with
Role Play with
Yourself in front someone You
Stranger
of mirror Know
Role Play
Try to Look For /
Introduce your
Establish
self
Similarities
Ask, Listen, Ask,
Listen, Ask,
Give Compliment
Listen, Don’t
Preach
Build Raport
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Peco Peco Sushi
Nasi Bali
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Solutions
Selling
Sold
3S
Repeat
Repeat
Great Salesperson and Successful Entrepreneur live from
Repeat Orders
Repeat Success
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Successfull Entrepreneur should be
able to sell anything or at least his
Ideas
Know your prospect
Make a relationship
Repeat Success not merely selling
products
Solutions Selling
Sold Believe in yourself
Know your product
Build Rapport, to (Feature, Advantage
Gain Trust
& Benefit)
Practice, Practice,
Practice (Role Play)
8 Simple Step in Selling Cycle
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