HOW TO BECOME A SUPERSTAR SALES PERSON - ARISTA GROUP
August 8, 2009
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James Gwee Inspires Leaders of Sequislife in KL, Malaysia
August 8, 2009
“Your presentation is really good and from all participants’ comments I know they are now motivated and will put forth the effort to become a true leader and able manager. ” This was the comment from Pak Bambang Rudjianto - Marketing Director Sequislife after James Gwee’s seminar for more than 100 Sequislife leaders in Kuala Lumpur on 7 August 2009.
The 100 over participants were all so POSITIVE. They were all so attentive and busy taking notes and thinking of how they were going to APPLY the ideas. Into their daily work. You could see and sense that everybody really wanted to, and were ready to UPGRADE their competence from Manager to Leaders.
Yes, yesterday’s seminar will surely boost some of the VPs into great leaders… Because they already possess the leadership qualities within themselves.
I wish all VPs who attended yesterday’s seminar a FANTASTIC FUTURE FOR A BETTER TOMORROW.
The 2009 MDRT DAY INDONESIA, August 6,2009
August 6, 2009
Understand your client’s “money type” sell more, close faster
James Gwee and Pinsar Medan on 31 July 2009
August 5, 2009
James Gwee and Pinsar Medan on 31 July 2009
James Gwee and Pinsar Medan were in a seminar “Enhance and Regain The Real You”. More than 100 members of Pinsar Unggas Medan and their staff attended the seminar which started w dinner at 6.30pm. By 7pm, the event was opened by Pak Ricky Bangsaratoe, Ketua Bidang Usaha, Pinsar Unggas Nasional. After his short opening, Pak Delon gave his opening address. Then it was James’ session. He spoke about the different personalities of people. After a 30-minute explanation of how to communicate effectively based on the different personalities of people, the gave the more than 100 participants a simple test to identify their personality types.
Then the participants were divided into groups according to their personality types. Each group was given a business case to solve and to present their strategies and solutions - within 30minutes. The members went into full discussion - very enthusiastic and excited. Then they presented their strategies. At first, to the participants who were untrained to understand people’s different personalities, the presentations seem very similar. After all had presented, James explained to them all the differences between the approaches, words, styles of the different personalities. Once participants understood the different personalities, they realised that the words that they use, their styles, their thinking, their strategies are all very different.
Everybody thoroughly enjoyed themselves in the 3 hours. They learned something, they laughed a lot and they had a really good time. The session started at 7pm and was scheduled to end at 9pm - but we ended at 10pm, and even after that, people stayed back to chat and laugh… Too happy to go home.
Thank you Pak Ricky for another wonderful opportunity to be of service to Pinsar Medan. Success to everyone always !!
James Gwee Inspirasikan Tips Super Selling
August 5, 2009
Menjual produk dengan cara super sering terlupakan oleh para leader maupun owner, meskipun hal itu bukan sesuatu yang mustahil. James Gwee, pembicara publik ternama di Indonesia memberikan inspirasi kepada kurang lebih 600 peserta seminar lewat topik “Super Selling and Win-win Negotiation”, yang digelar di Ball Room Grand Angkasa International Hotel Medan, Sabtu (1/8).
Menurutnya, menjual produk dengan cara super bisa dilakukan dengan menciptakan tenaga penjual (sales) yang super star, yaitu sales yang berpikiran jangka panjang, tidak puas dengan apa yang sudah dicapai, fokus pada target.“The star thinks long term, practicing and working after he has achieved the target, focuses on achieving the target,”ujarnya.
Ia banyak memberi contoh supaya jangan terlena atau tidur setelah mencapai target, layaknya sales rata-rata. Misalnya Michael Jordan, yang terus berlatih dan berlatih meskipun sudah mendapat MVP.“The star still practicing and working after he has achieved the target. The average rests because he has achieved the target,”tandasnya.
Lewat sejumlah permainan dan contoh-contoh konkrit, pada seminar bertema Zorro tersebut, James Gwee memberikan tips dan langkah-langkah menjadi sales super star. Pertama, pribadi sales harus memutuskan dirinya untuk sukses (decided to succeed). “Kalau leader memberi target, dan sales mengatakan akan berusaha, minta sales tersebut memberi jaminan capai target. Never decided the effort, but decided for the result,”ujarnya.
Kedua, membuat komitmen yang jelas (makes a commitment to give the best).Untuk mewujudkan sebuah komitmen, sales harus berupaya dengan berbagai cara untuk bisa mencapai target, misalnya mencari orang atau sosok yang bisa mendorong sales untuk lebih maju. “You have the potential for the better result. You need to push yourself, and you need someone else to push you,”tambahnya.
Menurutnya, atasan yang ‘jahat’ sangat berguna untuk kemajuan sales, karena didorong dan dipacu untuk sukses. Sedangkan atasan yang ‘baik’ tidak bagus untuk kemajuan sales, karena selalu memaklumi kinerja sales yang tidak berhasil, dan menerima sejumlah dalil yang dikemukakan sales.
Ketiga, berpikir layaknya seorang wirausaha (think like a business person). Status boleh jadi karyawan, tapi pola pikir harus entrepreneur.”Not think like an employee. If you think like an employee, you will die before begin,”jelasnya.
Keempat, Memberi lebih banyak dari apa yang diharapkan. “Jika bos Anda menetapkan target 100 unit misalnya, maka jangan 100 unit saja yang Anda hasilkan, tapi capailah diatas 100 unit. Give more than is expected of you,”tandasnya.
Kelima, belajarlah dari yang terbaik (learn from the best).Menurutnya, sales harus belajar dari sales terbaik di dunia, seperti Zig Ziglar, Jay Abraham, Joe Girard, atau orang-orang lain yang terbaik di sekeliling kita.
Sebelum menutup sesi ini, James Gwee menjelaskan sales process, yang dimulai dari leads (menyusun dan menyiapkan data pelanggan), menelepon para pelanggan, rapport (menciptakan hubungan baik dengan relasi), mempresentasikan produk dan menghadapi penolakan (presentation and objection), menutup (close) penjualan, delivery (menjamin produk diantar sampai dengan baik kepada pelanggan), service atau layanan purna jual, follow-up atau cross-sell (menjual lini produk kita yang lain kepada pelanggan yang bersangkutan).
Pada sesi kedua, James Gwee menyampaikan topik negosiasi. Menurutnya, tujuan negosiasi ada dua, yaitu mempersempit gap kepentingan satu pihak dengan pihak lain dan mengatasi kendala yang ada, membangun hubungan baik dengan pihak lain.
Ia menjelaskan, bahwa ada dua tipe negosiator, yaitu competitive negotiator dan cooperative negotiator.”Competitive negotiator menganut pola pikir harus ada yang menang dan kalah (win-lose). Sedangkan tipe cooperative negotiator, kedua pihak saling menang (win-win),”paparnya.
Ia minta para peserta, bahwa dalam bernegosiasi harus optimis, sabar, menjadi pendengar yang baik, fokus pada problem solving dan satisfaction, punya taktik. “Two objectives to achieve from negotiation, to narrow the gap and to solve the problem, the establish a relationship (trust and respect to enable further negotiation),”pungkasnya.
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Activity Sheet “What do you want to become?”
August 4, 2009
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