Rules

• What happened in Vegas, stayed in Vegas.• Shall be the truth, the whole truth and

nothing but the truth, so help me God.• Any results, discussions, or else, will NOT be

used against you. Remember point #1.• The aim of this meeting is Self Development,

not to look for mistakes, or reason to fire somebody.

5 minutes

• Short introduction from facilitator– Silent– No discussion– Take a piece of paper– Take pencil or pen

• Write down your motivation when you’re apply for this job.

15 minutes max

• State your motivation when you’re apply for this job.– Suppose to be everyone, but in case the participants is

too many, limit the presentation by anyone who volunteered.

– Mark people who stated “apply for the job because have no other options”, or “have no motivation”, or “need money”, or something similar.• Remember, this evaluation is for Self Development.• Those who are marked, should be treated as “people with

special needs”

5 minutes

• Short introduction from facilitator about dreams in life.– Silent– No discussion– Take a piece of paper– Take pencil or pen

• Write down your dreams in life.

15 minutes max

• Share your dreams with others in the room.– Suppose to be everyone, but in case the

participants is too many, limit the presentation by anyone who volunteered.

– Mark people who stated “have no dreams”, or “dreams is difficult to fulfilled”, or “my dreams are died”, or something similar.• Remember, this evaluation is for Self Development.

30 minutes max

• Put down all paper, pen, or pencil, ask the audience to listen carefully.

• Somebody tell to the audience, the requirements for becoming a sales/marketing at Auto2000.

• Everybody sits here, means that they meet the requirements mentioned.

• Those requirements was made on assumption that anyone filling the position is qualified.

• If assumed that all the audiences is qualified, then why selling performance is not improved?

• Ask the audience what is the obstacles and difficulties on doing their job.

• Ignore all the obstacles and difficulties mentioned by the audience.

• Games– The idea is to find out, who’s creative and who’s

not, by creating a situation that requires audience to be creative by doing something out of the ordinary.

• Evaluation– Why doing that– Why NOT doing that

• In life, everything is about taking risk.• There will be consequences on any action we choose,

the challenge is how we prepared ourselves to take the action, to bravely face the consequences, and get up when the consequences brings us down.

• Successful people are those who dare to take the challenges, and win. If they loose, they didn’t hesitate to take another challenges and try to win. If they loose again, they will take another challenges, and the cycle move on, until they win.

• Facilitator share a story about trying, loosing, trying again, loosing again, trying and finally win.

• Highlight “the Power of Suggestion”

10 minutes max

• Give the audience story about “Nicholas Kurniawan”.

• Ask them to read it carefully, and try to understand it.

• While reading, try make a (cynical) comparation about how he could be successful, while the audience is not.

15 minutes max

• Why this meeting?• The world will NEVER be fair! • The rich (always) get richer, and the poor (always) get

poorer. • If the rich got poor, he must be done something stupid.• If the poor got rich, they will always make the rich get

richer. • Is that wrong? NO! Because always remember, that the

rich also work hard to get richer. How they got richer is another matter, but that’s the law of the nature.

• So, is it obvious, that to be rich, is to help others get richer?

• How to do that? TEAM WORK!– Helping to get helped

• Remember: You’re in the same boat! You down, everybody got down with you. You’re a family. One gets hurt, all hurts.

• And remember this: You are not alone!

Last 15 minutes

• Review your previous written dreams.• Add more dreams if there’s any.• Share your dreams with love ones, parents,

wife, husband, children, boyfriend, girlfriend, etc. Make your dreams also their dreams.

• Put your written dreams on your desk, read every morning, or every time you come to your desk.

• Last but not least, choose your attribute.• Are you going to become a Marketer, or a

Seller.

Marketing v.s. SellingMarketing Selling

PendekatanMemetakan kebutuhan, dan membuat strategi untuk memenuhi kebutuhan itu, serta menjalin relasi.

Mengusahakan agar kebutuhan konsumen sesuai dengan apa yang sedang ingin dijual.

Proses One to many One to one (usually)

FokusMemenuhi kebutuhan konsumen, melalui produk/servis yang dimungkinkan untuk diberikan.

Memenuhi target penjualan.

Potensi Jangka panjang Jangka pendek

Strategi Menarik konsumen Mendorong/menekan konsumen

Cara KerjaMengidentifikasi kebutuhan konsumen, dan dapat menyesuaikan produk sesuai dengan kebutuhan

Membujuk/merayu konsumen untuk membeli produk.