Sgc 7th september 2012 mail

appario Pte Ltd © 2012

Beyond Chit Chat - How to succeed through more structured and customer-focused client appointments by Lars Culmann & Gunnar Jaschik

Who are we?

Lars Culmann – Owner & Founder MBA – Diplomkaufmann (Germany)

Gunnar Jaschik – Head of Coaching MBA – Diplomkaufmann (Germany

•  Industriekaufmann (Germany)

•  Tutor at the University of Paderborn / Germany

•  More than 20 years in sales & advisory, US, Europe & Asia

•  Management / Wood Industry (USA)

•  >10 years in the Financial Industry

•  Advisory of private & institutional clients / internal trainer

•  Set up of an insurance department (Germany)

•  Set up of a private banking unit (Luxembourg & Singapore)

•  More than 10 years as international HR Manager in the Financial Industry in Europe and Asia Pacific

•  Extensive experience in managing global HR Shared Services- and Offshoring projects (India)

•  Project Management Professional (PMP)

•  Executive Coach - ICF-trained and tested

•  Certified Behavioral & People Development Consultant (DISC, TEAMS, VALUES – Assessments)



Typical challenges

Effective adjustments

Onboarding of new sales staff

Re- / Cross Selling to existing clients

(Self-)Motivation of sales staff

Ineffective client meetings

Training has to focus on the entire process

Major challenges

Self-Awareness

Individual Goals &

Approach

Client Focus

State-Of-The-Art

Sales Techniques

& Structure

Maximum Sales Performance, highest level of Motivation, Fulfillment and Satisfaction

Philosophy


The structure of client appointments

Many client or investor appointments & phone calls are ineffective and do not bring the expected results.

Sales & advisory training means to be highly result oriented, process focused & based on "easy to use techniques”.

The aim is to increase the confidence level and success rates of junior sales staff and senior sales people.

An approach should be an easy to apply tool to incorporate their sales staff and to control them in an efficient manner!

As well very effective

support for SME – business

owners and entrepreneurs.


A strategic approach


…has to be:

  An appointment guideline and sales process   An external or internal “interactive presentation”   A print out or an e-presentation   A training foundation

…and should be based on a deep analysis of the client’s sales & advisory process!

Your appointment: Francis Go

Your adviser: Ian Soo Date: 10. December 2012

The PERFORMANCE group

Many appointments are not structured and don’t bring the required results! Organize and

lead them with SAM – The Strategic Advising

Module

Present yourself in a professional & unique, but customized way – impress your clients!

Your logo could be here!

Before we start

Analysis

Advise

Implementation

Follow up

What do you expect today:

________________

timeframe ?

Start with explaining the process to the client and answer all questions before you move on!

Listen & take notes!

Ask how much time your client has for the

meeting!

The PERFORMANCE group

Unique product

More then 150 employees

Worldwide support:

Asia, US, Europe & Africa Excellence awards 2011 &

2012

Largest business in the industry

Let your client know about your company and services – highlight your

strengths!

Your objectives:____________________

today: t

Use the client’s language / draw etc.

RAPPORT!!!

Use pictures, calculations etc.

Welcome to the Funny Bank Pte Ltd


“I sell mutual funds”

“I’m a bond expert”

“I can leverage your

portfolio”

Your business requires a solid business partner

In focus today: _____________________________ _____________________________ _____________________________

• Control Cards • Cutters • Developers • Feeders • Finishers & staplers • Memory Modules • Photoconductors • Roll holders • Stackers • Staples • Tractors • Transfer belts • Roller units • Trays & drawers

•  24 hour hotline •  Immediate feedback • Worldwide spare part stock service

•  Printers •  Scanners •  Full – Concept Devices

product

Focus on cross – selling! Make your clients curious. We guarantee they will ask for more

To your satisfaction?

Did we meet your expectations?

•  __________ •  __________

•  ___________ •  ___________

Who else could be interested in this issue?

etc.

: _________________________________

: _________________________________

Never forget to ask for referrals!

Commitments!

Even experienced senior sales people forget (e.g. tired)

Elements of Self-Motivation

• Balance of ability and challenge

• Clear written Goals

• Standards & Measures

• Success experiences

• Recognition

• Rewards



SAM - The Strategic Advising Module

SAM - Profiling, Rapport & Motivation

SAM - Sales Pitch

SAM - Telephone

SAM - Appointment

Individual or Team Coaching

Design your own training program

Business

Sgc 7th september 2012 mail