10/12/2013

1

Budaya Kebiasaan Efektif

presented by: Alfa Maulana., S.Sos., MBAAssociate Trainers James Gwee

Robin Van Persie &

Manchester United

PARADIGMACara Anda Melihat

Sesuatu, sudut pandang,

referensi, atau

Keyakinan/Kepercayaan

10/12/2013

2

Paradigma 7 Kebiasaan Efektif

Food for thought…

Responsibility

Response Ability

10/12/2013

3

Kebebasan

Memilih

Kesadaran Diri…...…...Hati

Imaginasi………….....Pikiran

Conscience………Semangat

Independent Will…….Body

Pro-Active

Stimulus Response

Re-ActiveStimulus Response

“Would you tell me, please, which

way I ought to go from here?”

"That depends a good deal on

where you want to get to," said the

Cat.

"I don’t much care where," said

Alice.

"Then it doesn’t matter which way

you go," said the Cat.

What’s the lesson?

10/12/2013

4

Mutual Benefits

Have an

“everyone can win” attitudeWin-win is like an

all you can eat buffet

Habit 6 Synergize

Open-mindedness. Teamwork. New ways to do things. Work

together to achieve more.

Celebrate differences.

A fruit salad is delicious precisely because each fruit maintains its

own flavor.

10/12/2013

5

Physical

Exercise, Nutrition

Stress Management

Social/Emotional

Service, Empathy

Synergy, Intrinsic Security

Mental

Reading, Visualizing

Planning, Writing

Spiritual

Value Clarification

& Commitment, Study

& Meditation

IQ EQ

PQ

SQ

To LearnTo Love

To Live

To Leave a Legacy

Sharpen The Saw

Can we create a HABIT?

1. Kita adalah Apa yang Kita Lakukan Berulang

2. Kesuksesan adalah Kebiasaan

3. Kebiasaan ada yang Dipelajari dan Tidak

4. Kita Bukanlah Kebiasaan, maka Kita bisa Merubahnya

10/12/2013

6

10/12/2013

7

21

What’s Your

COLORS?

10/12/2013

8

JENIS-JENIS KEPRIBADIAN

Bagaimana memahami orang lain

dengan Memahami diri Anda sendiri

Mempelajari Kepribadian Orang Lain Dengan

Melalui

Belajar tentang Diri Sendiri

Kita perlu berusaha memahami diri sendiri :

� Tahu dari apa kita dibuat

� Tahu siapa diri kita yang sesungguhnya

� Tahu mengapa kita bereaksi seperti yang kita lakukan

� Tahu kekuatan kita dan bagaimana cara meningkatkannya

� Tahu kelemahan kita dan bagaimana cara mengatasinya.

1. Not easily contented in any assignment

2. Feel unsettled at all times

3. Commitment and Motivation levels

fluctuate

4. Make excuses on own behavior

5. Never feel satisfied with anything

6. Falsely perceived by others as energetic

7. Narcis

QuickHoppers: The Yellow

KEKUATAN

SANGUINIS POPULEREXTROVERT, PERIANG, OPTIMIS

Sanguinis di PEKERJAAN:

� Sukarelawan untuk tugas

� Memikirkan kegiatan baru

� Tampak hebat dipermukaan

� Kreatif dan inovatif

� Punya energi dan antusiasme

� Mulai dengan cara cemerlang

� Mengilhami orang lain untuk ikut

� Mempesona orang lain untuk bekerja

10/12/2013

9

Slow Integrators: The Blues

1. Don’’’’t push them, they need time to

integrate and analyst

2. Like focusing on a single task and don’t

like multi-tasking

3. Performs with steady results

4. Likes status quo

KEKUATAN

KEPRIBADIAN MELANKOLIS SEMPURNAINTROVERT, SERIUS, IDEALIS, PESIMIS

MELANKOLIS SEMPURNA DI PEKERJAAN

�Berorientasi jadwal

�Perfeksionis, standar tinggi

�Sadar perincian

�Gigih dan cermat

�Tertib dan terorganisasi

�Teratur dan rapi

�Ekonomis

�Melihat masalah

�Mendapat pemecahan kreatif

�Perlu menyelesaikann apa yang dimulai

�Suka diagram, grafik, bagan, daftar

KEKUATAN

KEPRIBADIAN KOLERIS KUATEkstrovert, Pelaku, Optimis

KOLERIS KUAT DI PEKERJAAN

� Berorientasi target

� Melihat seluruh gambaran

� Terorganisasi dengan baik

� Mencari pemecahan praktis

� Bergerak cepat untuk bertindak

� Mendelegasikan pekerjaan

� Menekankan pada hasil

� Membuat target

� Merangsang kegiatan

� Berkembang karena saingan

1. Grow fast with clear goals and

with adequate coaching

2. Highly self-motivated

3. Need to take up new challenges

to keep up their energy level

4. Able to take new challenges

Fast Learners: The Reds

Easy-Goers: The Greens

1. Learn at steady pace

2. Nothing is too difficult to them

3. Minimum supervision required

4. Easily compromise on work and

people issues

KEKUATAN

KEPRIBADIAN PHLEGMATIS DAMAIIntrovert, Pengamat, Pesimis

PHLEGMATIS DAMAI DI

PEKERJAAN

� Cakap dan mantap

� Damai dan mudah sepakat

� Punya kemampuan

administratif

� Menjadi penengah masalah

� Menghindari konflik

� Baik di bawah tekanan

� Menemukan cara yang mudah

10/12/2013

10

Keempat tipe kepribadian tersebut, menurut Littauer, juga bisa bercampur dalam diri

seseorang. Littauer membedakannya menjadi empat:

1. Campuran Alami adalah: Sanguinis Koleris dan Melankolis Phlegmatis.

2. Campuran Pelengkap yang berorientasi Hubungan adalah: Sanguinis Phlegmatis

3. Campuran Pelengkap yang berorientasi Tujuan adalah: Koleris Melankolis

4. Campuran Berlawanan dianggap sebagai Pertikaian Batin adalah: Sanguinis

Melankolis dan Koleris Phlegmatis.

1. Saya seorang Sanguinis Populer yang Mempesona, tetapi saya orang suka bicara

2. Saya seorang Koleris Kuat yang Dinamis, tetapi saya sok berkuasa dan tidak sabaran

3. Saya seorang Melankolis Sempurna yang Perasa, tetapi jiwa saya mudah tertekan

4. Saya seorang Phlegmatis Damai yang mudah Bergaul, tetapi saya tidak bersemangat

Lalu... Siapa dan Bagaimana Saya??

Apa yg Membuat Diri anda ISTIMEWA?

1. Seorang The Popular SANGUINIS � Spontan, Lincah dan Periang

2. The Perfect MELANKOLIS � Penuh Pikiran, Setia dan Tekun

3. The Powerful KOLERIS � Petualangan, Persuasif & Percaya Diri

4. The Peace PHLEGMATIS � Ramah, Sabar dan Puas

10/12/2013

11

Apa yg Membuat Diri anda ISTIMEWA?

1. Tidak ada Dua orang yang sama

2. Apa yang ada di dalam yang penting

3. Setiap orang dari Kita unik

4. Dimana Kita mulai?

HANDLING OBJECTIONS

� Understand that people usually don’t

like to make decisions

� Know the difference between

genuine objections and excuses

Step 1 – Isolate the Objection

Other than (objection), is there any

other reason why we can’t get the

go ahead on this order right now ?

10/12/2013

12

HANDLING OBJECTIONS

1. Avoid “Painful” words like : Decision,

sign, contract, buy

2. Use : Go-ahead, give it a try, get the

ball rolling, approval, paperwork

3. Genuinely respect your prospect’s

objection To him, it’s a real problem!

HANDLING OBJECTIONS

�Step 2 – Rephrase

Prospect : I can’t afford it.

You : If I understand you

correctly, Mary, it costs too much.

Is that your question?

Tips

• Mention your prospect’s name

• Replace “objection” with “question”

• End with a question that will get a

“Yes” reply

KEY SUCCESS

FACTORS

• Be realistic

• Have a pleasant

Telephone Personality

• Have an Overall Strategy

Be disciplined and

consistent !

10/12/2013

13

LET’S BE

REALISTIC

�Most of the people you call are not ready / happy to talk to you

� If you dial 40 numbers per hours 25 won’t talk to you

�Out of 4 calls, 3 won’t be any good

� If they hang up on you, they’re doing you a favor

293 – 149 – 83 - 10

YOUR FIGURES WILL DEPEND

ON YOUR DATABASE

1. Up-to-date ?

2. The right target market ?

• Need ?

• Afford ?

• Decision maker ?

3. Do they know you personally ?

4. Referral / Cold Call ?

5. Right timing ?

PLEASANT TELEPHONE

PERSONALITY The 3 V’sVerbal

The words we speak

VocalThe way we say the

words

VisualThe image people form when we

say the words

10/12/2013

14

AS PART OF YOUR

OVERALL STRATEGY

1. The One-Call Close

2. The One Call

Appointment

3. The Two-Call Selling

4. The Three-Call Selling

5. Mail First-Phone Close

Getting Past The Gatekeeper

1. Treat with respect

2. Give minimal

information

3. Don’t sell your product

to the gatekeeper

4. Sell benefits of putting

you in touch with the

decision maker

Getting Past The Gatekeeper

5. Make the gatekeeper

work hard for

information

6. Have a “technical”

response ready

10/12/2013

15

Getting Past The Gatekeeper

8. Don’t ask for permission.

Give an instruction

X “Is Mr. Smith in ?”

�“Put Mr. Smith on the line

please”

Getting Past The Gatekeeper

9. Ask more questions

•Questions control the

conversation

•More time for you to think

“What is this regarding ?”

“It’s important. Mr. Smith is

the president, isn’t he ?”

Tips To Avoid The Gatekeeper

1. Call at odd times

•Very early in the morning

•Lunchtime

•Very late in the evening

•Weekends & public holidays

2. Call other departments

3. Call upwards

10/12/2013

16

Alfa Maulana

@maulanaalfa

79428BA0

BUSINESS IS PROCESS

Process is MEASURABLE

Process-Measure-Process-Improved-Results!!

Anything that is

measurable can be IMPROVED

Measure PROCESS

Not Just End RESULTS!

10/12/2013

17

10/12/2013

18

Steps to Coaching

1. Hubungan & Klarifikasi

2. Samakan Persepsi

3. Memahami Hambatan/Kendala

4. Bangun Pendekatan u/Mengatasi

5. Sepakat Menjalankan Bersama

Alfa Maulana

@maulanaalfa

28C81B18

10/12/2013

19