STRATEGIC WAY OF SELLING (Winning Competitive Markets Through Consultative, Value-Based & Strategic Sales Approach)

Durasi : 09.00 – 16.00 WIB

Deskripsi Pelatihan 

Persaingan bisnis yang semakin kompetitif menuntut tenaga penjualan tidak hanya mampu menawarkan produk atau jasa, tetapi juga mampu membangun strategi penjualan yang tepat, memahami kebutuhan pelanggan secara mendalam, menciptakan nilai tambah, serta memenangkan persaingan melalui pendekatan consultative selling dan strategic relationship management. Pelatihan Strategic Way of Selling dirancang untuk meningkatkan kemampuan sales professional, account executive, business development, dan sales manager dalam menyusun strategi penjualan yang efektif, mengelola pipeline penjualan, memahami buying behavior pelanggan, membangun hubungan jangka panjang, serta meningkatkan closing ratio dan revenue perusahaan.

Program ini menggabungkan konsep modern selling, customer-centric approach, value selling, negotiation strategy, hingga action plan implementatif yang dapat langsung diterapkan di lapangan.

Tujuan & Manfaat Pelatihan

Setelah mengikuti pelatihan ini, peserta diharapkan mampu:

• Memahami konsep strategic selling dalam lingkungan bisnis modern
• Mengidentifikasi peluang bisnis dan potensi pasar secara efektif
• Memahami kebutuhan dan perilaku pelanggan
• Mengembangkan pendekatan consultative selling
• Membangun strategi komunikasi dan presentasi penjualan yang persuasif
• Mengelola proses penjualan secara sistematis dan terukur
• Meningkatkan kemampuan negosiasi dan closing
• Menghadapi objection pelanggan secara profesional
• Mengembangkan key account management strategy
• Menyusun sales action plan berbasis target bisnis

Siapa yang disarankan untuk mengikuti Pelatihan ini ?

• Sales Executive
• Sales Engineer
• Account Executive
• Business Development Staff
• Marketing & Sales Supervisor
• Sales Manager
• Key Account Manager
• Customer Relationship Officer
• Entrepreneur & Business Owner
• Professional yang terlibat dalam aktivitas penjualan

MATERI PELATIHAN

1. Strategic Selling in Modern Business Environment

• Perubahan paradigma penjualan modern
• From transactional selling to strategic selling
• Tantangan sales di era kompetitif dan digital
• Customer-centric sales approach
• High performance sales mindset
• Sales professionalism & business ethics 

2. Understanding Customer & Market Behavior

• Memahami customer buying behavior
• Mapping customer needs & pain points
• Identifikasi customer expectation
• Segmentasi pasar dan target customer
• Business opportunity identification
• Competitor analysis dalam proses selling

3. Building Value-Based Selling Strategy

• Konsep value selling
• Product feature vs customer benefit
• Membangun unique selling proposition (USP)
• Creating customer value proposition
• Solution selling approach
• Positioning produk/jasa terhadap kompetitor

4. Consultative Selling Technique

• Teknik menggali kebutuhan pelanggan
• Effective questioning techniques
• Active listening skills
• Building trust & credibility
• Relationship building strategy
• Problem solving approach dalam penjualan

5. Sales Communication & Persuasive Presentation

• Effective sales communication
• Teknik presentasi penjualan yang meyakinkan
• Storytelling for sales
• Persuasive communication strategy
• Handling difficult customer
• Professional body language & confidence building

6. Strategic Negotiation Skills

• Konsep win-win negotiation
• Persiapan negosiasi yang efektif
• Negotiation tactics & strategy
• Managing price objection
• Concession strategy
• Closing negotiation professionally

7. Handling Objection & Closing Techniques

• Jenis-jenis objection pelanggan
• Teknik menghadapi penolakan
• Overcoming customer hesitation
• Buying signals identification
• Strategic closing methods
• Follow-up strategy after sales meeting

8. Managing Sales Pipeline & Performance

• Sales pipeline management
• Lead qualification strategy
• Forecasting & target management
• KPI sales modern
• Territory & account management
• Time management for salespeople

9. Key Account Management Strategy

• Strategic account planning
• Managing major customers
• Building long-term customer relationship
• Customer retention strategy
• Customer loyalty enhancement
• Cross-selling & up-selling strategy

10. Digital Selling & Modern Sales Tools

• Digital sales strategy
• Social selling fundamentals
• CRM (Customer Relationship Management)
• Data-driven sales approach
• Online prospecting techniques
• Integrasi digital communication dalam selling

11. Sales Action Plan Workshop

• Penyusunan individual sales strategy
• Problem solving discussion
• Sales improvement roadmap
• Action plan implementation
• Best practice sharing
• Commitment & performance improvement plan

OUTPUT PELATIHAN

Peserta akan memperoleh:

• Case Study Materials
• Sales Strategy Framework
• Sales Action Plan Template

BENEFIT BAGI PERUSAHAAN

Setelah pelatihan, perusahaan diharapkan memperoleh manfaat:

• Peningkatan efektivitas tim sales
• Peningkatan closing ratio
• Meningkatnya customer engagement
• Sales process lebih terstruktur
• Penguatan kemampuan negosiasi
• Peningkatan customer retention
• Optimalisasi pencapaian target penjualan
• Penguatan strategi bisnis perusahaan

Metode Pelatihan

Kegiatan pelatihan dirancang agar peserta dapat memahami secara komprehensif materi yang disampaikan, sehingga dapat dimplementasikan secara aplikatif dalam dunia kerja. Adapun metode yang digunakan adalah:

• Pre and Post Test
• Presentation
• Interactive Discussion
• Case Study
• Role Play
• Group Discussion
• Sales Simulation
• Video Learning
• Workshop & Action Plan
• Sharing Experience
• Evaluasi Training

Trainer : Spectracentre Trainer Team