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"From prospect to client – how to streamline a sales approach & increase profits" by Lars Culmann - founder of www.aditus-singapur.com
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From prospect to client – how to streamline a sales approach & increase profits
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It’s all about sales skills, design & follow-up
Lars Culmann
Lars relies heavily on his twenty years of experience in client-facing advisory, sales and wealth management roles at some of the world’s top financial institutions and in the manufacturing industry. He has worked extensively in sales, advising and training in both the United States and Europe before moving to Singapore in 2007.
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Beyond theory: how to take action to achieve great results
sales & marketing support on a corporate and individual level
• We make sure that the market knows you • We help your employees to sell the product • We integrate your sales approach into your client-relationship-
management-systems
Consulting
CRM - Support
Training
Sales-Training
Presentation Skills
Latest trends in sales
KISS – Keep it short and simple
Presentations – less content, more focus on images
One design – professional branding
Sales people get a solid education – well dressed & many friends are not enough
Keeping & using client information – “CRM”
Clueless Pte Ltd – no ideas since 1875
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Streamline your sales-process
• Standardize your sales process “slide by slide”
• Incorporate all sales people
• Conduct permanent training
• Design your layout
• Ask your team for input
• Encourage all sales people to use it
• Review each client-meeting
• Ask your staff for feedback
• Collect client information - CRM
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Client-Relationship-Management-System
• CRM does not mean complex, complicated or expensive! • A simple excel-spreadsheet is often sufficient • Focus on max. 10 key-details
KISS J
Collect client details with your structured sales approach
Implement information into your CRM-System (e.g. SAP, Salesforce etc.)
Use & keep client details
Your appointment:
Your contact person:
Date:
…we ignore you needs!
Clueless Pte Ltd – Employees – Sales - Handbook
Christine Tan
Lars Culmann 22th August 2013
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Clueless Pte Ltd !winner of the “the man who Knew too little award” In 2013
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Today: t
Dec. “13 / new car Jan. “13 / Wedding
5,000 + 5,000 = 10,000
…a nice house
The more we know about you, the more we can meet your requirements
Your needs: Christine Tan
22th Aug. ‘13
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• __________ • __________
• ___________ • ___________
: End of next week (after 4pm!)
: Mr. James Bond (Tel. +65 007) : Dimensions & exact schedule
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Beyond theory: how to take action to achieve great results
The structured sales approach
• Handbook / Manual – incorporate sales people
• Client presentation – control the appointment
• Unique sales-approach – impress clients, listen to your clients
• Training foundation – conduct permanent training
• Collect client information – CRM-System
• Follow-Up-Tool – control the sales process
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Quote Items PIC Cost
Sales Training Y $ 7,800.00
Presentation Training Y $ 4,800.00
Material N $ 400.00
$ 13,000.00
Total Training Costs (PIC Claimable) Y $ 12,600.00
Additional Costs (Not PIC claimable) N $ 400.00
PIC Rebate
60% max. Cash Rebate -$ 7,560.00
PIC Bonus (Max $15,000 per company / 3 years) -$ 12,600.00
Total Cash Rebate -$ 20,160.00
Total Costs* - ($ 7,160.00)
*This is an illustration, results received from this calculation are for demonstration only and accuracy is not guaranteed – subject to qualifying conditions, check your individual calculation: http://www.iras.gov.sg/irashome/PIcredit.aspx
Productivity & Innovation Credit (PIC)
Productivity & Innovation Credit -PIC
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appario – beyond theory: how to take action to achieve great results
Next training:
Next week Friday August 30th, Singaporean Chamber of Industry & Commerce – Check for PIC-Grant & get back up to 60% of the training costs!
Thank you
very much!
Lars Culmann
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appario – a win-win-story
Tel: (+65) 9772 1044 E-mail: lars.culmann@appario.net Web: www.appario.net Web: www.aditus-singapur.com
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