2. • Fanky Christian
• Founder, Director PT Daya Cipta Mandiri Solusi
• Chairman, APTIKNAS DKI Jakarta
• Vice Chairman, ASISINDO
• Secretary General, ACCI
• Vice Chairman, APOI
• Founder, StartSmeUp.ID
• Founder, SmartCityIndo.com
About Me
fankychristian
fankychristian fankych
08121057533 dcmsolusi
3. B2B
• Business to Business (B2B) sells products, goods,
services to other businesses
5. No Need, No Sales
• Interview
• Listening
• Summarize
6. SHOW
THEM THE
SOLUTIONS
• Preparation
• How to present
• Things to remember:
Know the process of decision
Who is the key person
Who is the decision maker
Know the benefits
Find the objections
Build intimacy,get trust
Clarifiy their needs
Present your ideas clearly
Define next plan
7. Harvard Business Review study of
700 stakeholders involved in complex
B2B purchases…
found 7 distinct stakeholder profiles
8. Get the orders
• Find the correct time
• How to ask?
• Direct request
• Indirect request
• Trial request
9. KEEP THE
RELATIONS
• Why ?
• to get recurring
orders
• to get references
• word of mouth
• How ?
• give the safety,
satisfaction
• answer their
concerns,
objections
10. SUMMARIES
Selling is a process to help
customers to change from
current condition to wanted
condition
No need (requirements),no
sales -> find their
requirements, answer with
(the best) solutions
Keep the relations, customers
will find you first that give best
recommendation and
solutions