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
QUALIFYING CLIENT & MARKETING CALLS ACTIVITY FOR SALES 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
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.