Selasa, 09 Februari 2010

productivity

PRODUCTIVITY

1 + 1 =?

One plus one equals to?
Mathematically one plus one is two. But on productivity one plus one are eleven, or even more.
If one unit machine plus one unit machine equals to two outputs, means zero productivity.
Mr. Yamana learns from 4 years old girl about what the productivity is.

IS EGG ROUND?

This question is a very simple question, no need to think to long to answer this. But is it really round?
Yes or Not

Those who think that egg are round; they are simply think what they are actually seen. It indicates that their mind is edging in a limited space do not think from several angles.

Those who think are not, and think that egg is square or can be in a various form, they are free minded and having an opportunity to change and probably will develop better.

? AND ! WHAT IS THAT


PRODUCTIVITY

TARGET : JOYFUL WORK & HAPPY LIFE
MOVEMENT : MARATHON RACE WITHOUT FINISH
MIND : Today is better than yesterday
Tomorrow will be better than today


TO SOLVE A PROBLEM

DATA COLLECTION
ANALYZE : TO SEE FIGURE WITH DIFFERENT VIEW
FINDINGS : (PROBLEM) THINGS TO BE SOLVED
SOLUTION : HOW TO SOLVE THE FINDINGS (BRAIN STORMING)


Five W’s one H methods, the simplest way to solve a problem

WHEN : Indication of time
WHERE : place that trigger the problem
WHAT : object caused the problem
WHY : reason which generate it
WHO : Person in charge
HOW : The solution to solve it

FOCUS ON ONE MATTER
SLOWLY BUT STEADY

Point to be discuss with my staff

Point to be discuss with my staff.. judulnya keren yah? hahaha sok inggris kata si ferijal mah, salah seorang staff marketing di kantor ku ini. salah satu orang yang sangat penting peran nya di sini. tanpa nya, bisa2 semuanya berantakan di sini, pastinya, soale dia yang tugasnya bersih2 dan rapi2 disini, hehehe...
today, 10 Februari 2010, empat hari menuju hari jadinya cinta, I have to attend a meeting mit maine bos. here are the points:

Direction
- Mission : Efficient x Effective x Speed = Productivity

Aligning People
Mengkomundikasikan visi : agar mereka tau arah kita mau kemana
Coaching & Counselling
Team Cohessiveness (gathering, Outbond)
Perilaku manusia
Team Effectiveness Model

Causes of team Cohesiveness

External Challenge : satu perasaan
Member Similarity
Member Interaction
Team Size
Somewhat Difficult Entry : pengaruh dari luar sulit masuk (exclusivitas)
Team Success : Success kecil yang terbangun

3 ways to motivate
1. Apresiasi dan recognition : kenyamanan bekerja, hubungan yang harmonis
2. Berperan berbeda-beda:
- peran sebagai manager : mecut
- peran sebagai guru : memberdayakan
- Peran sebagai ulama : mengingatkan ethics
- Peran sebagai teman : mendengarkan (curhat)
3. Duit

Setelah tahu tantangan apakah akan berlaku sebagai paradigma yang baik

Presentation knowledge
Feature and benefit selling
Lead (suspect) data base
Prospect  pilih mana yang prospect atau suspect
Pre approach  influencer, buyer, user (membantu memudahkan dia untuk bekerja), designer (mendukung tidak terhadap visi)

Presentation:
Demonstration
Dramatitation
Visualization
Proof (testimony dari costumer)

Uncover objection
Handle objection
Close intonasi merendah pada akhir presentasi
Follow up

Ya kecil menuju ya besar
Produk ini memerlukan iso kan pak? Ya,…. Kita tidak akan memerlukan waktu yang lama untuk closing kan pak? Ya..


Understand yourselves
Director : to the point
E motive : orang yang hobby bercerita tentang dirinya (bergaul dengan baik, eksekusi)
Supportive : banyak mendengarkan
Refflective : orang yang cermat (detail ada hitam di atas putih)

Product Knowledge is not enough but organization knowledge
Tidak menjual produk tapi perusahaan
Talk about competitor (supaya tidak banyak handling objection)
Company –competitor – products and services


Who are prospected?
Visi, misi, goal, detail perusahaan ( informasi untuk mendukung visi mereka)
How people buy?
Tender, direct e.t.c.
Why people buy?

Decision Making Unit
Pelajari power structure

Gatekeeper
Influencer
Buyer  under table negotiation
User
Decider
 pelajari power structure & Motivasi

Trust = Credibility + Reliability + Intimacy / Self Intimacy
Credibility = organization / people, Reliability (positive testimony, Quality),

Types of People:
Visual = lihat gambar secara jelas, maka puas
Auditory = banyak mendengarkan
Kinestetic = ingin merasakan

Match and Mirroring = menyamakan irama dengan orang yang dihadapi
Self –Interest (Peduli pada team dan organisasi lebih besar ketimbang pada pribadi)

Value = FB + EB / Price + other expenses

Words = 15% to communication
What You Hear = 35%
What you See (Gesture) = 50%

Building Needs
1. Product Innovation
2. Price
3. Quality
4. Service
Cara ampuh building needs
Creating fear : Problem Awareness
Creating Greedy : sensational Offer, Powerful Promises (barang dengan service yang istimewa)

Garansi
Ultimate Advantage
Testimonial List
Produk Gratis: diminta memberikan komentarnya dari sisi QCDS
Ambil kata-kata costumer yang puas
Sensational Offer
Tunjukan piala dan piagam kemenangan
Sediakan Financing
Coba sebelum beli

Handling objection
- jurus ada, bisa, boleh
- ingat selalu value (memang harga kami lebih mahal, tapi kami selalu dapat dihubungi selama 24 jam)
- Closing : ya kecil….ya besar, bangun scarcity dengan limit waktu


Measure
ROSI : Return on Sales Investment
Sales Growth

Motivation
Using 4R Approach to Coast and Counseling
Creating Powerful Incentives and benefit system
Carrier Development

Akhirnya setelah menghabiskan dua babak pertandingan sepakbola, kita serahkan kembali tongkat ke moderator. setelah satu dua ayat pak ustadz eka menyudahi pertandingan kali ini dengan skor akhir 3-0 untuk para bos.. hehehe, digempur abis2an, pengalaman mereka emang lebih superior dibanding tenaga dan semangat menggebu-gebu ala pejuang muda kita..