PIRAMID

SELLING PROCESS

PT. Serasi Autoraya

SASARAN
SASARAN

Mengetahui latar belakang perumusan dan

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

PT. Serasi Autoraya

COMPANY TRANSFORMATION
WIN - WIN

WIN - LOSE
2C
PRODUCER

Relation
Selling

Production
Oriented Company

Transaction

Information
about
Product

3C
MARKETER

3,5 C
SPECIALIST

4C
SERVICE- PROVIDER

Marketing
Oriented Company

Market
Driven Company

Customer
Driven Company

2,5 C
SELLER
Selling
Oriented Company

Persuation

Feature
Selling

Relationship

Benefit
Selling

Intimacy

Solution
Selling

Patnership

Interacting
for Success

PT. Serasi Autoraya

Self-Analysis Trains
Traints

Order Taker

Sales Semi Prof

Sales Profesional

Values :
Approach :

Quality
Tells and sells

Quantity/ Quality
Sells

Quality
Listens, matches,
needs with solutions

Relationship :

Client tolerates you

Client accepts you

Client respect and

needs you

Planning :

Hit or miss

Moderate

Mode of operation :
Knowledge

Reactive

Active

Have a strategy and

plan
Proactive

Ceased learning

Learns as needed

Perceived as :

An intruder

A friend

Perspective :
Goal :

Short Term
Make money

Medium
Make a sale

Global, long-term
Make a client

Selection process :

Anything

Somewhat selective

Very selective

Actions :

Unconcious,
inconsistent

Somewhat conscious
and consistent

Deliberate; Conscious;
Consistent

Allways seeks and

offers knowlodge
An advisor and
confidant

PT. Serasi Autoraya

THE SELLING PROCESS

Eugene M. Johnson dkk.

PROSPECTING

PREPARING

identify
and
qualify

pre-approach
call planning

Potential
customers

PRESENTATION
approach
demonstration

PROSPECTING

PREPARING

Identifying
and
Handling
objections
PRESENTING

CLOSING

HANDLING
OBJECTIONS

FOLLOW-UP

CLOSING

FOLLOWING

PT. Serasi Autoraya

FLOW OF SELLING
GENERAL FLOW
OF SELLING
PREPARATION

PERSIAPAN
CREATE DEMAND
INVESTIGASI ADANYA
PROYEK/DANA/ANGGARAN

SPECS IN
NEGOTIATION

PERSIAPAN DAN
PELAKSANAAN PENAWARAN

NEGOSIASI
PERSIAPAN DAN P
ELAKSANAAN KONTRAK

CLOSING

PREDELIVERY & DELIVERY

COLLECTION
MAINTAIN & ASS

HUBUNGAN YANG
SESUNGGUHNYA

PT. Serasi Autoraya

POWERFUL SELLING PROCESS PLUS

PROSPECTING
QUALIFYING SPECIFIC PROSPECT
APPROACHING

PRESENTATION & DEMONSTRATION

AIDA Selling
Consultative Selling
SPIN Selling
Customer Centered Selling

ANTICIPATE BUYER RESISTANCE

CLOSING & CONFIRMING THE SALE
HANDLING THE OBJECTION
MUTUAL SOLUTION
Transaction
Delayed Transaction
Handito Hadi
Joewono,2001

PT. Serasi Autoraya

PIRAMID SELLING PROCESS

Deliver
excellent
service
Inform the
service procedure

Make & seal the deal

Anticipate resistance
Run proper selling techniques
Investigation & Approach
Preparation

PT. Serasi Autoraya