CARA MELUNASI HUTANG ! DENGAN 7 TAHAP PENJUALAN

Summary

In this video, Tom MC, founder of Top Coach Indonesia, discusses the importance of sales in business, highlighting that no sales means no business growth. He outlines seven key steps for effective sales management, including identifying prospects, making appointments, assessing needs, presenting products, handling objections, closing deals, and seeking customer referrals. Tom emphasizes the role of sales in solving business problems and offers strategies to master the closing process, encouraging viewers to attend a workshop on high-impact closing techniques.

Takeaways

• 😀 Salespeople are the spearhead of any business, and without sales, there is no business growth.
• 😀 Sales management is crucial as it addresses business issues like unpaid debts, excess stock, and employee salaries.
• 😀 92% of customer interactions are online or over the phone, making digital sales strategies important for modern salespeople.
• 😀 Sales should be focused on qualified prospects rather than forcing unqualified ones to buy, which can harm the business's reputation.
• 😀 An appointment is a meeting where the prospect is introduced to the product, and it is important for salespeople to create a 'Wow Factor' during this interaction.
• 😀 The Moment of Truth happens when a prospect decides whether they like or dislike your store or product. Make sure it's a positive experience.
• 😀 Need assessment is vital – salespeople must understand the customer's needs and present solutions that match those needs.
• 😀 Presenting the product with enthusiasm is key to engaging prospects and demonstrating its value effectively.
• 😀 Handling objections is a vital skill; salespeople should always offer solutions to overcome customer concerns, such as size or cost issues.
• 😀 Closing the sale is often overlooked. Salespeople must ask for the sale explicitly and push for a commitment before the prospect leaves.

Q & A

Why is sales considered the spearhead of a company?

Sales is considered the spearhead of a company because without sales, there is no business. Sales drive the growth and success of the company by generating revenue, which helps solve various business problems such as debt, stock issues, and employee compensation.

What are the seven key processes in sales management that Tom MC mentions?

The seven key processes in sales management are: 1) Identifying prospects, 2) Setting appointments with prospects, 3) Conducting need assessments, 4) Presenting the product, 5) Handling objections, 6) Closing the sale, and 7) Asking for referrals.

What percentage of customer interactions are now online, and why is this important for sales?

92% of customer interactions are now online, which is important because sales teams need to adapt to digital methods of engagement. Customers often research products online or contact businesses via phone before deciding to visit in person, so understanding and utilizing online platforms becomes crucial for successful sales strategies.

What is the 'Moment of Truth' in the sales process, and why is it important?

The 'Moment of Truth' is the critical moment when a customer forms an opinion about a store or product, often based on the service they receive during an appointment. This moment is important because it can determine whether the customer likes or dislikes the business, influencing their future decision to buy.

How does Tom MC suggest handling customer objections during the sales process?

Tom MC suggests that salespeople should treat objections as opportunities to provide solutions. For example, if a customer thinks a product is too big for their space, the salesperson should suggest alternative solutions like installing a bracket or choosing a smaller model, demonstrating flexibility and problem-solving.

What is the significance of closing in the sales process, according to Tom MC?

Closing is the most difficult yet critical part of the sales process. If a salesperson fails to properly close the sale, even after addressing objections and presenting the product, the customer may leave without purchasing. Salespeople must ask direct questions and push for a commitment to ensure the sale is finalized.

What are the potential consequences of failing to close a sale effectively?

If a sale is not properly closed, the salesperson starts from scratch with a new customer, even after completing all previous steps like prospecting, appointments, need assessments, and presentations. This can result in wasted time and missed opportunities.

What tools and strategies will Tom MC teach in his workshop on high-impact closing techniques?

Tom MC will teach several tools and strategies in his workshop, including the sales machine, sales scripts, team militancy techniques, and effective negotiation strategies, all focused on mastering the art of closing sales without making customers feel pressured.

Why is it important for salespeople to differentiate between prospects and non-prospects?

It's crucial for salespeople to distinguish between prospects and non-prospects to avoid wasting time and energy on people who are not likely to buy. Focusing on qualified prospects increases efficiency and effectiveness in the sales process.

What is the role of need assessment in the sales process?

Need assessment is a process where the salesperson gathers information about the customer's current situation and needs. This step helps tailor the sales pitch to the customer's preferences and creates a stronger connection between the product and the customer’s requirements.