SELLING SKILL

FITB DIVISION

MARKETERS MUST HAVE:• EFFECTIVE SPEAKING• EFFECTIVE LISTENING• A SENSE OF HUMOR ( BREAKING THE ICE)

• RESPECT• SELF CONFIDENCE• PATIENT• CREATIVITY

MARKETER :• FOKUS• MILIKI KEBANGGAAN TERHADAP PRODUK YANG DIJUAL

• KEMAMPUAN MENJUAL BUKAN HANYA MENJUAL TETAPI MENDAPATKAN PROSPEK YANG TEPAT UNTUK MEMBANGUN HUBUNGAN YANG PANJANG

• MENGETAHUI KEBUTUHAN NASABAH• MEMBERIKAN SOLUSI YANG TEPAT• KOMITMEN TERHADAP DIRI SENDIRI, KEPADA PERUSAHAAN DAN JUGA KEPADA NASABAH

• KEMBANGKAN STRATEGI KOMPETITIF

DATABASE MINING:•EXISTING CUSTOMER•NETWORK FROM MARKET

•REFERRAL

1 • QUALIFYING CLIENT & MARKETING CALLS

2 • VISIT POTENTIAL CUSTOMER

3 • IDENTIFY NEEDS TO PROVIDE SOLUTIONS

4 • INDICATIVE TERMS SHEET

5 • FOLLOW UP

6 • PROCESS

7 • OFFERING

8 • SERVICE AFTER SALES FOR REPEAT ORDER

ACTIVITY FOR SALES

• Marketing dapat melakukan marketing call untuk perkenalan saja (tidak berbicara terlalu dalam) hanya menentukan potensi prospek yang sesuai dgn Trade Produk

• Jadwalkan waktu dan tempat ( perhatikan General appearance, tone of voice, personal Grooming, non verbal communication-Eye Contact)

• Coscultative Approach sehingga dapat mendengarkan dan menggali keinginan nasabah

• Product Knowledge to point them in the right Direction with Indicative Terms Sheet

• Pemantauan A-Z Process• Supervisi dan Complain Handling

UKURLAH SETIAP TAHAPAN DARI KESELURUHAN PROSES PENJUALAN• PROCESS → MEASURABLE → QUALITY & QUANTITY

SOME OF THE REAL REASONS WHY CUSTOMERS ARE UNWILLING TO TAKE OUR PRODUCT:• THEY CAN’T DICIDE ON THEIR OWN• THEY DON’T HAVE MONEY AS COLLATERAL• THEY CAN’T GET FINANCING• THEY’RE NOT SURE OUR PRODUCT WILL MEET THEIR NEEDS

• THEY THINK OUR PRODUCT IS OVERPRICED• THEY WANT TO SHOP AROUND• THEY HAVE ESTABLISHED RELATIONSHIP WITH ANOTHER BANK

KEY SUCCES:• DETERMINE WHO YOUR TARGET• UNDERSTANDING CUSTOMER NEEDS• PRODUCT KNOWLEDGE TO POINT THEM IN THE RIGHT DIRECTION

• DEFINE QUALITY & BENEFITS OF YOUR PRODUCTS

• PATIENT, PROCESS CAN TAKE MULTIPLE TOUCH POINTS OVER PERIOD OF TIME

• BUILDING RELATIONSHIP WITH CUSTOMER SO THEY CAN TRUST THAT YOU WILL GIVE THEM THE CORRECT STEER.

• CLOSING

TERIMAKASIH.