Presentasi dari Shieny Aprilia, Co-founder dan Solution Guild Master Agate Studio dalam event Talent Development Saturday Agate Studio. http://agatestudio.com Talent Development Saturday adalah acara sharing crew Agate Studio dengan berbagai topik, mulai dari Art, Programming, Game Production, dan general business/management. TDS ini dilakukan tanggal 8 Februari 2014 di Bandung Digital Valley.

1. @agatestudio
Unleashing the Potential of
Consultative Selling
(from a book by Richard Grehalva )
Shieny Aprilia
Solution Guild Master
Agate Studio
@shienchou

2. @agatestudio
Consultative Selling?
@shienchou

3. @agatestudio
Top 5 Sales Myths
• You think you sell?
• Selling is an art
• Sales people who are “Good Talkers” with a “Great
Pitch” win the most
• Selling is close, close, and close
• You can actually sell B2B & B2C
@shienchou

4. @agatestudio
Sales Mapping
• Connecting the dots of:
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Best Practices from the top performing sales people
Communication Skills
Strategy & Tactics
Sales Project Management
An Effective Presentation
@shienchou

5. @agatestudio
Rapport
• The foundation of communication
– It creates a state of mutual trust and respect existing
between two or more people
@shienchou

6. @agatestudio
Record – Listening with a Purpose
• Do you spend more time talking than listening?
• Do you come up with a response in your head before they finish
speaking?
• Are you eager to talk about your solution?
• Do you daydream while your prospect or client is talking?
• Do you jump in and finish their questions?
• Do you ask so many questions, the client or prospect does not have
time to think and answer them?
• Do you make a judgment about what is said before the speaker has
finished?
• Do you answer a question with a question?
• Do you frequently interrupt?
• Are you quick to provide advice even when not asked?
@shienchou

7. @agatestudio
Release – Problem & Result
• P+R=S
• Why do People Buy?
– Want
– Way
– Will
@shienchou

8. @agatestudio
Replace - The Solution Gap
• The gap table
@shienchou

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Replace – The Solution Gap (2)
• Gap analysis table – what will the competition do?
@shienchou

10. @agatestudio
Replace – The Solution Gap (3)
• Winning Tactics
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Big Bad and Bold
Change the Game
Let’s Team Up… Partner
Wait
• Unique Selling Points
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The problem is …,
This is causing you not to get …,
What we will do is …,
Success will be measured by …
@shienchou

11. @agatestudio
Remember
• Remember how your clients buy
@shienchou

12. @agatestudio
Presentation
• Present P + R = S
• Top 5 mistakes of presentation
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Bad Attitude
No Planning
Little or No Preparation
Word Presentations
Disconnected from Audiences
@shienchou

13. @agatestudio
Winning Presentation
• What do you want me to do?
• Do you understand what I need?
– Who is coming?
– WIIFM
• Why are you in business? (are you qualified and do you have the
experience to solve my problem?)
• Why you are here?
• Do you understand the problem?
• How will you solve the problem?
• How will I know you solved the problem?
• What makes you different?
• A call to action
• What language are they speaking?
• Rehearse and record
@shienchou