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