creativity sales mindset

By: Alfa Maulana, S.Sos., MBA

+62 811-101216

alfa@creative-cons.com

maulanaalfa0377@gmail.com

@maulanaalfa

maulanaalfa

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Resume Facilitator – Alfa Maulana, MBA

Professional Qualification (± 14 yrs Experience @ Sales & Banking Products)

Master of Bussiness Admnistration from Universitas Gadjah Mada – Jakarta (GPA 3,65)

1. Corporate Sales Officer, Indovision

2. Sales Area Coordinator, Komselindo

3. Sales Officer BCA Card Center, PT Bank Central Asia , Tbk (Credit Cards and Merchants-EDC)

4. Telesales Manager, PT Bank Centrak Asia, Tbk (for Credit Cards Team)

5. Marketing Comm and Relationship BCA Consumer Banking, PT Bank Central Asia, Tbk (KPR & KKB Products)

6. Telesales Dept Head , LippoBank (Personal Loan, Credit Cards & Top-Up Savings Products)

7. SME Sales Performance Management, PT Bank Danamon Indonesia, Tbk

8. SME Telesales Manager, PT Bank Danamon Indonesia, Tbk

9. SME Relationship Manager, PT Bank Danamon Indonesia, Tbk

10. National Direct Sales Funding Division Head, PT CIMB Niaga, Tbk

11. Lecturer @ Sekolah Tinggi Ilmu Ekonomi dan Keuangan Perbankan Indonesia (STEKPI)

12. A Part-Timer Lecturer @ Tanry Abeng University

Trainer Experience & Recent Activities

1. Sales Training Program Director @ Creative Consultant

2. Sales & Motivational Trainer @ Bank BTN Shariah (BM + Operations Head)

3. Sales & Motivational Trainer @ Bank Mandiri – JaBar Area u/ KTA + KPR Products (150 SalesForce)

4. Sales Management Trainer for Branch Manager dan Area Branch Manager @ BII

5. Sales & Motivational Speaker @ AJE Big Cola Indonesia (350 SalesForce)

6. Sales & Motivational Speaker @ Fakultas Teknik – Universitas Pancasila

7. Sales & Motivational Speaker @ FlashMobile Company (for Management Level)

8. Sales MINDSET and Motivational Speaker @ Bethany Community (Salatiga)

9. Sales MINDSET, Communication and Motivational Speaker @ PonPes Asshidiqiyah Jakarta

10. Communication, Sales and Motivational @ Sekolah Al-Fath Jakarta

11. Sales Management and development @ CommonWealth Bank –Jakarta/Sudirman

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WHAT’S MY JOB?PreparationPreparationPreparationPreparation���� UUUUnderstandingnderstandingnderstandingnderstanding

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Why choose the Sales Profession?Why choose the Sales Profession?

1. Employment in sales is growing

2. Sales positions offer advantages:

A. Good compensation

B. Intrinsic reward from helping customers

C. Flexible in day-to-day activities

D. High-visibility career track

E. Limited supervision

F. Travel opportunities

G. Increasing responsibilities

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Restaurant MENJUAL makanan

Airlines MENJUAL ‘seat’ dalam pesawat

Rumah Sakit MENJUAL tempat tidur, obat, jasa dokter

Bank MENJUAL jasa pengelolaan keuangan

Asuransi MENJUAL rasa aman

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Desirable SalesPeople TraitsDesirable SalesPeople Traits

SalesPeople

Empathetic

Competitive

Goal-oriented

Adaptive

Customer-

oriented

Enthusiastic

Organized

Self-motivated

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Sales Keys

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8 Fakta tentang Sales (Penjualan)

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1. Hambatan terbesar yang menghambat orang untuk berhasil dalam bisnis adalah

rasa takut mereka atau ketidaksukaan untuk menjual.

2. Penjualan dan Kepemimpinan berjalan berdampingan, karena keduanya

berkaitan dengan penyampaian dan meyakinkan Visi ttg sesuatu yang lebih baik

agar disetujui dan bertindak atas dasar Visi tsb.

3. Semua Pemimpin besar PASTI dapat MENJUAL, MEMBUJUK, ataupun

MEMPENGARUHI

4. Manipulasi, Penipuan, Tekanan, Ketulusan Palsu, senyuman palsu, BUKANLAH

PENJUALAN.

5. Penjualan adalah KOMUNIKASI.

6. Penjualan atau Komunikasi yang sesungguhnya bukanlah tentang berapa besar

komisi Anda.

7. Penjualan adalah mencintai, produk atau jasa perusahaan Anda dan mengerti

keinginan, mimpi-mimpi, dan kebutuhan sesamamu manusia.

8. Kekayaan, Kekuasaan, dan Kebahagiaan Mu bertambah seiring bertambahnya

kemampuan ber-KOMUNIKASI (Robert Kiyosaki)

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Sales sangat TERKAIT dengan MINDSET ���� dan

Untuk mengembangkan MINDSET harus

memiliki tingkat KREATIFITAS tinggi

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The Purpose of Business

Increase the general well being of humankind

through the sales of goods and services

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Sales Quotes

Simpati: Berjalan bersama mereka

Empati: Menempatkan diri ANDA didalam

sepatu oranglain

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Relationship Marketing

1. Relationship marketing is the

creation of customer loyalty

2. Targets a major customer

that it wants to sell to now

and in the future

3. Establishes a long-term

collaborative relationship

Illustration: Red Cliff (Movie)

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Three Levels of Relationship-SalesMINDSET

1. Transaction selling: customers are sold to and not contacted

again

2. Relationship selling: the seller contacts customers after the

purchase to determine if they are satisfied and have future

needs

3. Partnering: the seller works continually to improve its

customers’ operations, sales, and profits

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Dependence Increases as Relationships

Become More Important

High

Low

Relationships

HighLow Dependence

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The Personal Selling ProcessThe Personal Selling Process

Dr. Rosenbloom

ProspectingPre-

Approach

PresentationHandling

Objections

Approach

Follow-UpNeed

Identification

Gaining

Commitment

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