piramid selling process.ppt

7/18/2019 PIRAMID Selling Process.ppt

http://slidepdf.com/reader/full/piramid-selling-processppt 1/8

PT. Serasi Autoray

PIRAMIDSELLING PROCESS



PT. Serasi Autoray

♥ Mengetahui latar belakang perumusan dan

tahapan-tahapan dalam PIRAMID selling process♥ Memahami karakteristik seorang marketer

profesional

SASARAN

SASARAN



PT. Serasi Autoray

CCOMPANY OMPANY TTRANSFORMATIONRANSFORMATION

Production

Oriented Company

Selling

Oriented Company

Marketing

Oriented Company

Market

Driven Company

Customer

Driven Company

2C

PRODUCER

2,5 C

SEER

!C

M"R#E$ER

!,5 C

SPEC%"%S$

& C

SER'%CE( PRO'%DER

WIN - WINWIN - LOSE

Selling

Information

about

Product

Feature

SellingBenefit

SellingSolution

Selling

Interacting

for Success

Transaction - Persuation - Relationship - Intimacy - Patnership

Relation



PT. Serasi Autoray

Self-Analysis TrainsSelf-Analysis Trains

Traints Order Taker Sales Semi Prof Sales Profesional

'alues )

"pproac* )

Relations*ip )

Planning )

Mode o+ operation )

#noledge

Perceived as )

Perspective )

-oal )

Selection process )

"ctions )

.uality

$ells and sells

Client tolerates you

/it or miss

Reactive

Ceased learning

"n intruder

S*ort $erm

Make money

"nyt*ing

Unconcious,

inconsistent

.uantity0 .uality

Sells

Client accepts you

Moderate

"ctive

earns as needed

" +riend

Medium

Make a sale

Some*at selective

Some*at conscious

and consistent

.uality

istens, matc*es,

needs it* solutions

Client respect and

needs you

/ave a strategy andplan

Proactive

"llays seeks and

o++ers knolodge

"n advisor and

con+idant

-lo1al, long(term

Make a client

'ery selective

Deli1erate Conscious

Consistent



PT. Serasi Autoray

TTHEHE SSEI!"EI!" PPR#$ESSR#$ESSEugene M. Johnson dkk.Eugene M. Johnson dkk.

PR#SPE$TI!"PR#SPE$TI!"

• identify

and• qualify

Potential

customers

PREPARI!"PREPARI!"

• pre-approach• call planning

PRESE!TATI#!PRESE!TATI#!

• approach

• demonstration

Identif%ingIdentif%ing

andand

HandlingHandling

ob&ectionsob&ections

$#SI!"$#SI!" '##(-)P'##(-)P

PROSPETI!" PREP#RI!" PRESE!TI!"$#!%&I!"

OB'ETIO!S&OSI!" FO&&O(I!"



PT. Serasi Autoray

'#( #' SEI!"'#( #' SEI!"

PERSIAPAN

CREATE DEMAND

INVESTIGASI ADANYAPROYEK/DANA/ANGGARAN

SPEC’S IN

PREPARATION

PERSIAPAN DANPELAKSANAAN PENAWARAN

NEGOSIASI

NEGOTIATION

PREDELIVERY & DELIVERY

COLLECTION

CLOSING

PERSIAPAN DAN PELAKSANAAN KONTRAK

MAINTAIN & ASS

HUBUNGAN YANGSESUNGGUHNYA

GENE!L "LOW

O" SELLING


http://slidepdf.com/reader/full/piramid-selling-processppt 7/8PT. Serasi Autoray

POWERFUL SELLING PROCESS PLUSPOWERFUL SELLING PROCESS PLUS

Handito Hadi o!"ono#$%%

PROSPECTING

QUALIFYING SPECIFIC PROSPECT

APPROACHING

PRESENTATION & DEMONSTRATION

ANTICIPATE BUYER RESISTANCE

CLOSING & CONFIRMING THE SALE

HANDLING THE OBJECTION

MUTUAL SOLUTION

AIDA S!''in( Con)*'tati+! S!''in( SPIN S!''in( C*)to,!- C!nt!-!d S!''in(

T-an)a.tion D!'a!d T-an)a.tion


http://slidepdf.com/reader/full/piramid-selling-processppt 8/8PT. Serasi Autoray

PIRAMID SELLING PROCESSPIRAMID SELLING PROCESS

Preparation

Investigation & Approach

R un proper selling techniques

Anticipate resistance

Inform theservice procedure

Deliverexcellentservice

Make & seal the deal

piramid selling process.ppt

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