appario-Presentation with the Singapore Indian Chamber of Industry & Commerce 16th May 2013 From prospect to client - streamline your sales approach & increase your profits With companies facing increasing competitive pressure, new ways must be found to improve the productivity of sales operations - many businesses suffer from an un-coordinated sales and advisory approach. This presentation is a first impression of an easy-to-implement advisory & follow-up tool. It makes sure that your company keeps the client information, that your sales-team presents your business in a professional manner, that your staff is motivated and, as a result, that you increase your sales results! About the speaker: Lars Culmann is appario’s founder and head of training, 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. The move from practicing to training others came as a natural and logical next step to him. About appario: appario Pte Ltd is the only dual language training & consulting company in Singapore, with a 100% focus on sales and advisory training. Tailored to all industries, and useful for both teams and individuals, appario’s training is centered around the Strategic Advising Module (SAM). The SAM approach uses in-depth analysis of clients’ needs and implements a customized plan to achieve and sustain higher performance. Available in both English and German languages, appario looks to bring extensive industry knowledge and experience to bear in the increasingly competitive economic environment. Target audience: Owners, entrepreneurs who have to use an extremely efficient sales approach to break-even as soon as possible, every sales person who wants to increase his sales results,
every sales team-manager who wants to streamline his team’s sales procedures.
 Key takeaways: Higher profits by using a structured sales approach, better results by using a professional presentation, increasing productivity by using a professional client information management system.

1. From prospect to client - streamline your sales approach & increase your profits

2. about lars culmann
• More than 20 years in sales &
advisory, US, Europe & Asia
•Management in the Wood
Industry (USA)
•More than 10 years in the
Financial Industry
•Advisory of private & institutional
clients / Relationship Management
•Set up of an insurance
department (Germany)
•Set up of a private banking unit
(Luxembourg & Singapore)
MBA – Diplomkaufmann (Germany)

3. what are your major challenges in sales?

4. Standardized Sales Approach –
streamline your process (Handbook)
Presentation Design – impress your clients
(Training)
Follow-up – use & keep the client
information (CRM)

5. major challenges in sales
Many businesses work with an
uncoordinated sales approach -
ineffective, based on a trial-and-error
Sales staff is not skilled – no structured
sales education – very cost intensive
Presentations are not effective –
wrong language, unprofessional
layout
Lost & unused client information

6. Funny Company Pte Ltd!

7. major risks in sales
Lost Client
information
No results /no
business
Reputation -
Risk

8. the effective sales process
Sales-Person
Sales Skills
Professional Presentation
Personal Organization (“self-
management”)
…long-run & dynamic process
Success
Self-
Manag
ement
Present
ation
Skills
t

9. the structured approach - procedure
…it’s a dynamic process.
Train staff with your
handbook / manual
Remove comments and
use the presentation during
appointments
Client gets the original you
keep one copy

10. presentation - design
“20th birthday - bad L 20th birthday - good J
20 Years Funny Company

11. Intelligent solutions engineered to your needs
Funny Company Pte Ltd
Your name: Murali
Your personal contact: Lars Culmann
Date: 16th May 2013

12. What do you
expect today:
Printers
1 hour

13. Funny Company Pte Ltd

14. Today:
t
Dec. “13 / new car
5,000 + 5000 = 10,000
…a nice house
Christine Tan
16th May ‘13
Your needs:

15. how do you handle objections?

16. to
your
sa)sfac)on?
• __________
• __________
• ___________
• ___________
: End of next week (after 4pm!)
: Mr. James Bond (Tel. +65 007)
: Dimensions & exact schedule

17. client-relationship-management-
system - CRM
Collect client
details (not
too much
but
important)
Implement
information
into your
CRM-System:
SAP,
Salesforce
even Excel-
Spreadsheet
Use & keep
client details
– follow-up

18. the structured approach in a nutshell
• Handbook / Manual –
incorporate sales people
• Client presentation –
control the appointment
• Unique sales-approach –
Impress your client, listen
to him
• Training foundation –
conduct permanent
training
• Collect client information –
CRM-System
• Follow-Up-Tool – control
the sales process
• Feedback – manage your
team
• Multi-Industry approach

19. Beyond theory: how to take action to achieve great results
sales support on a corporate and individual level
Visit our 1-Day-Workshop with SICCI - June 14th 2013…
…and don’t forget the Productivity & Innovation Credit (“PIC-Grant”) – get back up to
60% of the training costs!
Consulting
CRM-System
Support
Sales-Process
Design
Training
Sales-Training
Presentation Skills

20. contact
us
appario
Pte
Ltd
929
Bukit
Timah
Road
#07-­‐18
Singapore
589642
Tel:
(65)
9772-­‐1044
E-­‐mail:
lars.culmann@appario.net
Web:
www.appario.net
Social
Media:
www.facebook.com/appario
We
believe
in
strong
customer
focus
in
combina3on
with
a
structured
step-­‐by-­‐step
approach
Thank
you
…and like us on Facebook