Learn how our strategic and structured way helps sales reps to handle client appointments in a more effective and result oriented way.

1. Beyond Chit Chat - How to succeed through more structured and
customer-focused client appointments by Lars Culmann & Gunnar Jaschik
appario Pte Ltd © 2012

2. Who are we?
Lars Culmann – Owner & Founder Gunnar Jaschik – Head of Coaching
MBA – Diplomkaufmann (Germany) MBA – Diplomkaufmann (Germany
• Industriekaufmann (Germany) • More than 10 years as international HR
Manager in the Financial Industry in Europe
• Tutor at the University of Paderborn /
and Asia Pacific
Germany
• More than 20 years in sales & advisory, US, • Extensive experience in managing global
Europe & Asia HR Shared Services- and Offshoring
projects (India)
• Management / Wood Industry (USA)
• >10 years in the Financial Industry • Project Management Professional (PMP)
• Advisory of private & institutional clients / • Executive Coach - ICF-trained and tested
internal trainer
• Certified Behavioral & People
• Set up of an insurance department Development Consultant (DISC, TEAMS,
(Germany) VALUES – Assessments)
• Set up of a private banking unit
(Luxembourg & Singapore)
appario Pte Ltd © 2012

3. Major challenges
Typical Effective
challenges adjustments
Ineffective client
meetings
(Self-)Motivation o
f
sales staff Training has
to focus on
Re- / Cross Selling the entire
to existing clients process
Onboarding of new
sales staff
appario Pte Ltd © 2012

4. Philosophy
Maximum
Sales Self-Awareness
Performance,
highest level of
Motivation, Fulfillment
and Satisfaction
State-Of-
The-Art
Individual
Sales
Goals &
Techniques
& Approach
Structure
Client Focus
appario Pte Ltd © 2012

5. 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 & As well very
based on "easy to use techniques”. effective
support for
SME – business
The aim is to increase the confidence level owners and
entrepreneurs.
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!
appario Pte Ltd © 2012

6. 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!
appario Pte Ltd © 2012

7. Your logo could be here!
Many appointments are not
structured and don’t bring the
required results! Organize and
lead them with
The PERFORMANCE group
SAM – The Strategic Advising
Module
Your appointment: Francis Go
Your adviser: Ian Soo
Date: 10. December 2012
Present yourself in a professional & unique, but customized way – impress your clients!

8. Before we start
Start with explaining the process to the client and
answer all questions before you move on!
Analysis Ask how much time
your client has for the
meeting!
What do you
expect today:
Follow up ________ Advise
________
Implementation timeframe ?
Listen & take notes!

9. The PERFORMANCE group
Let your client know about your
company and services – highlight your Unique product
strengths!
More then 150
Largest business in the employees
industry
Excellence awards 2011 & Worldwide support:
2012 Asia, US, Europe & Africa

10. Your objectives:____________________
RAPPORT!!!
Use pictures, calculations etc.
Use the client’s language / draw etc.
today: t

11. Welcome to the
Funny Bank Pte Ltd
“I’m a bond
expert”
“I can
leverage your
portfolio”
“I sell mutual
funds”
appario Pte Ltd © 2012

12. Your business requires a solid business partner
• 24 hour hotline
service • Immediate feedback
• Worldwide spare part stock
• Control Cards
• Cutters
• Developers
• Feeders
• Finishers & staplers
• Memory Modules
• Photoconductors
• Roll holders
• Stackers
• Staples
• Printers
product
• Tractors
• Scanners • Transfer belts
• Roller units
• Full – Concept Devices • Trays & drawers
In focus today: _____________________________
_____________________________
_____________________________
Focus on cross – selling! Make your clients curious.We
guarantee they will ask for more

13. To your satisfaction? Commitments!
Did we meet your
expectations?
• __________ • ___________
• __________ • ___________
Who else could be Never forget to ask for referrals!
interested in this issue?
: _________________________________
Even experienced senior sales people
etc. forget (e.g. tired)
: _________________________________

14. Elements of Self-Motivation
• Balance of ability and challenge
• Clear written Goals
• Standards & Measures
• Success experiences
• Recognition
• Rewards
appario Pte Ltd © 2012

15. Design your own training program
SAM - The Strategic Advising Module
SAM - Profiling, Rapport & Motivation
SAM - Sales Pitch
SAM - Telephone
SAM - Appointment
Individual or Team Coaching
appario Pte Ltd © 2012