ANDRIAS HAREFA

Professional Selling Skills

2007-11-20T13:59:00.001+07:00

Everyone who is involved in business must be able to sell his/her-self, department, company, and products to each customer. Professional Selling Skills program will specifically equip sales people with principles and techniques of selling, and also entrepreneurship. This program combining selling process with people knowledge based on Neuro Linguistics Program (NLP).

OBJECTIVE:

The participants are able to know the concepts, the process, and the details of entrepreneurship.
The participants are able to plan and to and to prepare the selling process
The participants are skillful to do the selling process effectively and professionally.

CONTENT:

1. Mastering Selling Process

Initiating First Relationship for Long Term.
Digging Customers’ Interest and Needs.
Determining Proper Product Solution.
Presenting Customer’s Solution.
Techniques of How to Convince Customer.
Understanding and Overcoming Customers’ Complaints.
Getting Customers’ Agreement.

2. Product Knowlegde & People Knowledge

3. Reading customers’ profiles:

Performer, Entrepreneur, Administrator, and Integrator.

4. Reading Customers’ Motivation Pattern

Think Act – Act Think
Approach – Avoid
Internal – External
Optional – Procedural
Similarity– Exeption – Difference

5. Getting Business Agreement

6. Knowing the Most Important Thing : ACTION!

7. Overcoming Problems in Selling

DURATION: 3 days (24 hours)

CLASS SIZE: 15-24 persons.

Effective Communication & Interpersonal Skills

2007-11-20T13:53:00.000+07:00

Communication and interpersonal skills are important issues in human relationship, especially with those related to daily routines at work place.

Wrong communication, lack of self-confidence, and inability to manage stress, very often affect work performance.

This program gives solutions to those who want to build self-confidence, solve communication problem and improve interpersonal effectiveness at work place.

OBJECTIVE:

The participants are able to speak more effectively.
The participants are able to develop good relationship.
The participants are able to develop their own self confidence.
The participants are able to improve their enthusiasm when they work.

CONTENT:

1. Introducing Self in Public.

2. Techniques of Interpersonal Relationship.

3. Building Self Confidence.

4. Overcoming Unnecessary Anxiety.

5. The Techniques of Convincing Speaking.

6. Speaking with Emotion

7. Impromptu Speaking.

8. Emphatic Listening.

9. Techniques of Offering Ideas.

10. Improving the Quality of Formal Dialoques.

11. Giving Creative Appreciation.

12. Setting up Objectives for Success.

DURATION: 3 days (24 hours)

CLASS SIZE: 15-24 persons.

Effective Supervisor-Manager

2007-11-19T17:04:00.000+07:00

As a mediator between superior and subordinates is important for first line managers to develop their skills in managing themselves, managing their tasks, and managing their subordinates.
Those who feel difficult and wish to be able to play the three roles above equally, please join this program and apply it in their work place right now.

OBJECTIVE:

The participants are able to understand roles, tasks, and an effective responsibility of a first line managers.
The participants are able to know their selves, and managing self in carrying out their tasks.
The participants are able to manage their jobs by using T-U-A-S.
The participants are able to lead , to manage, and to develop their people or subordinates.

CONTENT:

1. Managing Self

Introduction and Goal Setting
Roles, Tasks, and Responsibilities of a Modern Supervisor
An Effective Self-Quality of a Supervisor
Improving Attitude and Self-Perception

2. Managing Tasks

Planning a Success (Planning and Organizing )
Formulating Tasks and Responsibilities of a Supervisor using TUAS model
Completing the Tasks (Do & Delegate)
Controlling the Job (Controlling)
Taking Action in order to Ensure a Result (Acting, Problem Solving)

3. Managing People

Communicating Effectively
Creating a Motivational Atmosphere
Empowering and Developing
Focusing on the Target

DURATION: 3 days (24 hours)
CLASS SIZE: 15-24 persons.

As a Trainer

2007-11-19T17:02:00.001+07:00

Andrias Harefa started his career as a trainer and instructor of Dale Carnegie Training in 1989.

A year later he was a licensed instructor in Effective Speaking and Human Relations; Sales Course–Sales Advantages; Leadership Training for Managers; The Leader in You; Employee Development Course; Customer Relations Course; Professional Development Series. Most of his training is concerned with encouraging people to pursue self-learning.

TRAINING MODULES BY ANDRIAS HAREFA:

* Interpersonal Communication and People Skills

* Basic Salesmanship Training

* Consultative Selling Approach

* Productive-Creative Work Attitude

* Learning for Better Performance

* Public Speaking for Managers

* Applied Leadership and Practical Management

* Mindset and Action Management

* Effective Supervisor-Manager

* Effective Communication & Interpersonal Skills

* Professional Selling Skills

* Adversity Quotient for Sales People

* Adversity Quotient for Leaders

* Professional Writing Skills

CLIENTS:

Educational Institutions: MMA IPB, MIPA dan FH UI, ITB, STT Trisakti, Universitas Bina Nusantara, IBiI, Universitas Surabaya, Universitas Sanata Dharma, Universitas Maranatha, etc

Banks: Bank Indonesia, Bank Mandiri, BNI46, BCA, Bank Danamon, Bank NISP, Haga Bank, etc

Pharmacies: Kalbe Farma Group, Konimex Group, Hexapharm, etc

Insurances & MLM: Prudential, AIA, Axa, Bringin Life, Eka Life, Bumiputera, Jiwasraya, Jasa Raharja, Lippo Life, Amway, CNI, Tupperware, etc

Otomotives: Toyota, Isuzu, Honda, etc

Heavy Equipments: United Tractors, Pamapersada Nusantara, etc.

Telecommunications: Telkom, Indosat, etc.

Properties: Ciputra Group, Jaya Property, etc.

Others Group Companies: Astra Group, Lippo Group, Gajah Tunggal Group, Sinar Mas Group, Kompas-Gramedia Group, Charoen Pokphand, Jasa Marga, AlfaMart, Asian Agri, Nutrifood, Pentawira, etc.

As a Speaker

2007-11-19T16:58:00.000+07:00

Seminars Topic by Andrias Harefa:

7 POWERFUL WAYS TO MOTIVATE YOURSELF

Self – Direction Talk
Quality Movies & Books
Inspiring Stories
Enthusiastic Action
Thanking & Counting Bless
Colorful Imagination
Laugh for No Reason

RESPONDING TO CHANGE @ WORK

Responding To Change at Work
Understanding Relationship Between Achievement/ Performance &Thinking Pattern
How To Stop Negative-Destructive Responses
Encouraging Positive & Constructive Action
Net Forward Energy Ratio: Be Positive or Die

UNBREAKABLE MENTALITY

Check Your Hope vs Target
Empowering and Disempowering Beliefs
Profesionalisme in Action [12 minutes-film]
Strategy: Intensification or Extensification?

ADVERSITY QUOTIENT FOR BETTER PERFORMANCE

Understanding AQ, IQ and EQ
3 characteristics of workers: Quitters, Campers & Climbers and their responses to difficulty, pressure and change at work.
Understanding influence factors of your AQ: CO₂RE
Improve Your AQ : STOPPER & LEAD approach in building your optimistic and self-confidence.

OTHER TOPICS

· Working Harder, Smarter & Sincere

· Purpose Driven Motivation

· To Be A Successful Salesforce

· 4/14 Leadership

As a Writer

2007-11-19T16:56:00.000+07:00

“Those who cannot attend human resources training due to their limited time or lack of funds can also learn something important from my books to improve themselves”, Andrias said.

Andrias has written 30 books (up to 2007), most of which have been published by Kompas and Gramedia Pustaka Utama and most of the books are bestsellers.

His books are:

Menerobos Badai Krisis, Gramedia, 1998
Berguru Pada Matahari (Learn from the Sun), Gramedia, 1998
Sukses Tanpa Gelar (Success without a Degree), Gramedia, 1998
Menjual Tanpa Hambatan, Andi, 1999
Presentasi Efektif, Andi, 1999
Mematahkan Belenggu Motivasi, Gramedia, 1999
Membangkitkan Roh Profesionalisme, Gramedia, 1999
Berwirausaha Dari Nol, Gramedia, 2000
Pesona Bisnis DS-MLM, Gramedia, 2000
Menjadi Manusia Pembelajar (On Becoming a Learner), Kompas, 2000
Mutiara Pembelajar, GCM, 2001
Pembelajaran di Era Serba Otonomi, Kompas, 2001
Menata Karier Menuju Kebebasan Finansial, Kompas, 2001
Agar Menjual Bisa Gampang, Gramedia, 2002
Agar Menulis-Mengarang Bisa Gampang, Gramedia, 2002
Sekolah Saja Tidak Pernah Cukup, Gramedia, 2002
Mengasah Paradigma Pembelajar, Gradien, 2003
Mengasah Indra Pemimpin, Gradien, 2003
Agenda Untuk Hidup yang Lebih Baik, Gramedia, 2004
Be Happy – Memulung Keceriaan dari Sekolah Kehidupan, Gradien, 2005
Smile Pliz – Memulung Sukacita dari Sekolah Kehidupan, Gradien, 2006
Ciputra’s Way, Elexmedia Computindo, 2006
Menapaki Jalan DS-MLM, Gradien, 2007
Mengukir Kata Menata Kalimat, Gradien, 2007

Who is Andrias Harefa?

2007-11-19T16:53:00.000+07:00

Are you someone who thinks that success is the sole preserve of university graduates?

Well, if you are, your misperception will become apparent if you meet Andrias Harefa, who failed to obtain a law degree but has managed to achieve success as a writer, trainer and speaker.

The native of Nias island, who was born in Curup, Bengkulu, in 1964, passed an admission test for entry into law school at Gajah Mada University, Yogyakarta in 1983 but did not finish the course.

“I had high hopes in Gajah Mada University after learning that I’d passed the entry test. It is one of the best universities in the region. But then, when I saw its teaching system, I became very disappointed”, he told The Jakarta Post recently.

“It’s system is more or less the same as that of senior high school, where lessons are dictated by teachers to their students. It was always one way communication, from lecturer to student”.

“So, where is the dialog and discussion that should be encouraged to improve debating skills and broaden our knowledge? My disappointment peaked when I asked for consultation on my undergraduate thesis with my supervising lecturer. My requests were always rejected”.

Despite that, his thirst for knowledge remained. He adopted a self-learning methodology to expand his knowledge. He also became involved in managing several magazines, including Antusias which was published by Dale Carnegie, an American human resource training company.

The learning process, he said, cannot be reduced to that which is undertaken by the universities. “Learning is life itself. Our life is our school. It has to be pursued throughout our life and within the context of our lives in order to better integrate ourselves in society”, said the father of two baby girls.

Life itself, he says, provides many lessons for people to learn from. He cited as an example the lesson of professionalism he learnt from a shoe-shine boy in Pulogadung bus terminal, East Jakarta.

“There I happened to see a boy who got many orders, while the others had none at all. I asked myself why, the discovered four reasons why he was successful.

First, speed: He was very fast. Second, quality: His service was better than that of others. Third, enthusiasm: He was always happy at work. Fourth, generosity: He gave more to his customers and his friends. Because the others had no orders he asked them to deliver the shoes he had already cleaned to their owners. And for that he gave them some small change.

“This is just one example. Our everyday experiences provide us with many lessons. And we only need to open our minds and our hearts to learn from them”.

With the spirit of learning he has managed to record several achievements. He has written 24 books (2005), most of which have been published by Kompas and Gramedia Pustaka Utama.

Most of the books, including Menjadi Manusia Pembelajar (On Becoming a Learner) and Berguru pada Matahari (Learn from the Sun), are bestsellers.

He has also won a number of awards, including a creativity and innovation award in 1995.

He said that when he left university in 1987, he came to Jakarta with a vow never to apply for a job.”But by the grace of God, I met Soen Siregar of Dale Carnegie. When I was student in Yogyakarta I routinely sent a copy of one of the alternative media publications I managed to Pak Siregar. By the time I met him he already knew me. And he asked me to help manage Antusias, a management magazine ran by Dale Carnegie”, he said.

A year later he was a licensed instructor with Dale Carnegie. He then became a human resource trainer and instructor. Most of his training is concerned with encouraging people to pursue self-learning.

One day an idea came to his mind. What about those who cannot attend human resources training? They might also benefit from such training. The thought then encouraged him to write books. “That’s how I started writing. Those who cannot attend human resources training due to their limited time or lack of funds can also learn something important from my books to improve themselves”, he told the Post.

He said that those who were not university graduates were the target of his first book titled Sukses Tanpa Gelar (Success Without a Degree). The book is actually a compilation of his articles published by Antusias. The articles are about people with no academic qualifications who are successful.

“With more and more youngsters unable to enter university due to poverty and various other limitations, more people in this country will be without degrees”.

“Who will take the responsibility to tell them that university is not the only route to learning, or that they can still achieve success by pursuing self-learning in their lives – that the scope of learning is much wider than, what is undertaken by schools and universities? I felt it was my calling to take on that kind of task”, said Andrias.

For that purpose, he and several of his colleagues have initiated the formation of what they call the Indonesian School of Life, through which they encourage alternative learning.

“I want to return the meaning of learning back to it’s life context – that life is our school.

For most people here the learning process is only linked to schools or universities. They think that after completing their formal education at an institution they will get something in the future.I think this approach to learning is wrong: Learning should be put within a context that enables us to further develop our humanity and ourselves so that we can give something back to society”.

“It is not right for us only to seek things from society”, he concluded.

Source: Benget Simbolon – The Jakarta Post, April 15, 2005