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PIRAMIDSELLING PROCESS

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Mengetahui latar belakang perumusan dan

tahapan-tahapan dalam PIRAMID selling process Memahami karakteristik seorang marketer

profesional

SASARAN

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C

OMP NY

T

R NSFORM TION

Production

Oriented Company

Selling

Oriented Company

Marketing

Oriented Company

Market

Driven Company

Customer

Driven Company

2C

PRODUCER

2,5 C

SELLER

3C

MARKETER

3,5 C

SPECIALIST

4 CSERVICE- PROVIDER

WIN - WINWIN - LOSE

Selling

Information

about

Product

Feature

SellingBenefit

SellingSolution

Selling

Interacting

for Success

Transaction - Persuation - Relationship - Intimacy - Patnership

Relation

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Self-Analysis Trains

Traints Order Taker Sales Semi Prof Sales Profesional

Values :

Approach :

Relationship :

Planning :

Mode of operation :

Knowledge

Perceived as :

Perspective :

Goal :

Selection process :

Actions :

Quality

Tells and sells

Client tolerates you

Hit or miss

Reactive

Ceased learning

An intruder

Short Term

Make money

Anything

Unconcious,

inconsistent

Quantity/ Quality

Sells

Client accepts you

Moderate

Active

Learns as needed

A friend

Medium

Make a sale

Somewhat selective

Somewhat conscious

and consistent

Quality

Listens, matches,

needs with solutions

Client respect and

needs you

Have a strategy andplan

Proactive

Allways seeks and

offers knowlodge

An advisor and

confidant

Global, long-term

Make a client

Very selective

Deliberate; Conscious;

Consistent

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THE SELLING PROCESSEugene M. Johnson dkk.

PROSPECTING

identify

and

qualify

Potential

customers

PREPARING

pre-approach

call planning

PRESENTATION

approach

demonstration

Identifying

and

Handling

objections

CLOSING FOLLOW-UP

PROSPECTING PREPARING PRESENTINGHANDLING

OBJECTIONSCLOSING FOLLOWING

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FLOW OF SELLING

PERSIAPAN

CREATE DEMAND

INVESTIGASI ADANYA

PROYEK/DANA/ANGGARAN

SPECS IN

PREP R TION

PERSIAPAN DAN

PELAKSANAAN PENAWARAN

NEGOSIASI

NEGOTI TION

PREDELIVERY & DELIVERY

COLLECTION

CLOSING

PERSIAPAN DAN P

ELAKSANAAN KONTRAK

MAINTAIN & ASS

HUBUNGAN YANG

SESUNGGUHNYA

GENERAL FLOW

OF SELLING

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POWERFUL SELLING PROCESS PLUS

Handito Hadi Joewono,2001

PROSPECTING

QUALIFYING SPECIFIC PROSPECT

APPROACHING

PRESENTATION & DEMONSTRATION

ANTICIPATE BUYER RESISTANCE

CLOSING & CONFIRMING THE SALE

HANDLING THE OBJECTION

MUTUAL SOLUTION

AIDA Selling Consultative Selling

SPIN Selling Customer Centered Selling

Transaction Delayed Transaction

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PIRAMID SELLING PROCESS

Preparation

Investigation & Approach

Run proper selling techniques

Anticipate resistance

Inform theservice procedure

Deliverexcellentservice

Make & seal the deal