Why To Choose For Mose

Business Presentation for

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M.O.S.E.

BUSINESS PRESENTATION:



M.O.S.E.

WELCOME!LET ME ASK A QUESTION TO YOU…!

Does one of these statements sound familiar to you??

Some of the chief concerns we hear from managers are… Inability of Sales Management to accurately

predict sales revenues Missing/lost orders and/or new account sales

targets “Product” sellers instead of professional

solution and added value sellers

YES? THEN READ FURTHER, WE HAVE SOMETHING FOR YOU!



M.O.S.E.

YOU NEED MORE HUNTERS INSTEAD OF FARMERS!Hunters (what you need!)

Selfmotivating, initiative entrepreneur

Intuition & Empathy!

Asks open questions

Focus on client’s needs

Farmers (you might have too many…)

Likes to make presentations

… haver quite often excuses!

“Robin Hood” of clients

Often hyper active (but low results)

Appearance in sales teams 20%Key Features:- Often above targets- Realizes good margins!- Brings in new clients- Inspires others, motivates Salespersons who have to stay (promotion!)

Appearance in sales teams 80%Key features:- Wait until clients call- Hesitant, have often explanations- Think that management and/or marketing is wrong… Urgently change their attitude, behavior and skills!

versus



M.O.S.E.

HOW DOES YOUR SALES ORGANIZATION LOOK LIKE?

Are they not skilled enough to face commercial challenges?

Did salespersons have had sales training but you do not see a ROI?

Is the majority of your outdoor Sales Engineers often below target?

Do Sales Engineers complain like “Chief, we are too expensive”?

IF YOU ANSWERED 1 TIME WITH YES, YOU HAVE A PROBLEM!



M.O.S.E.

IMPORTANT TO KNOW: YOUR SALES ORGANIZATION

Managing Director

Marketing

Sales

Region East5 Sales Reps

8 Indoor Sales

Region West8 Sales Reps

After Sales Service

5 Indoor7 Service Technician

Structure Sales Organization:

- Organization chart?- No of people with direct customer

contact?

Skills Sales Engineers:

- Difference between the best

and the weakest?

- Training done? ROI?

Busy in:- Benelux? Europe? USA? Worldwide??- Subsidiaries?- Distirbutors?



M.O.S.E.

SALES BUDGET & TARGET 2011 - 2013

Where do you want, have to grow??

Generate new clients into the portfolio?

Better margins, better prices?

More Key Accounts?

Improved professional attitude and behavior of salespersons?

MOSE IS AN EXPERT TO HELP YOU AND YOUR TEAM!



M.O.S.E.

OUR MISSION ENTREPRENEURSHIP

Board

Sale

s D

irecto

r

Sales Managem

ent

Ou

tdoor

Sale

sm

en

Ind

oor

Sale

s

Pers

on

nel

Aft

er

Sale

s S

erv

ice

etc

.

SalesOrganization

New Business

Turn

over,

Mark

et

Share

, M

arg

in,

Pro

fit

, EB

IT

Improve Margin

Generate Extra Turnover

Key Account Management

Business Process

Growth AreasBusinessTargets

20

10

- 20

12

Structured Process

Solution Selling

After Sales Service

Strategy

Potentials

Funnel

Special Care

Coaching

CEOCFOCOOCIOetc.

Lea

ders

hip

&

Com

mun

icat

ion



M.O.S.E.

OUR PHILOSOPHY: PSSC PROFESSIONAL SOLUTION SELLING CONCEPT

“ My advise to you professional Salespersons:

Put a focus on the UBN, the unique buying need of your clients!

Stop with selling “products”, or “services”,

become a professional solution & added value seller!”

Oliver F. von Borstel, Salesman & CEO

Master of Sales Europe

IF PSSC IS NOT APPLIED IN YOUR SALES ORGANIZATION, YOU NEED TO GET IN CONTACT WITH ME!



M.O.S.E.

PROFESSIONAL & PROACTIVE SOLUTION SELLING

Preparation for visit:

Decision maker or

DMU?

Business of the

prospect?

Potential?

Ideal client profile?

Information questions?

Etc.

Welcome,Introductio

n

Information

Phase

AnalyzeNeeds

CreateNeeds!

Conclusion& Closing:The Next

Step

Ch

an

ce f

or

Bu

sin

ess

PSSC Professional Solution Selling Conept

My Person

& Company

Client & hisCompany

Information-questions:

What do I not know yet?What is important to know??

IPE Question Technique:

PainEarnings

Argumentation Technique:Solution,

Advantages, Profit

Professional handling ofObjections!!

ProfessionalPresentation!

ClosingTechniques

Test Closing Buying signals ObjectionsPart Acceptation

4 / 6



M.O.S.E.

Indoor Sales

Engineers

OutdoorSales

Engineers

After Sales

Service

SalesStrateg

y

Prof. SellingSkills,Attitud

e&

Behavior

Marketing

&

SalesManage-

ment

PSSC PROFESSIONAL SOLUTION SELLING CONCEPTFocus

on:

Potential Customers

and/or Key

Prospects(Solving the

client’s problems = Added Values, Profit & Earnings

for him!.

Decision Maker = Buyer

Professional Solution Selling Management

Mis

sio

n /

Vis

ion

/ V

alu

es

Str

ate

gy &

Bu

sin

ess Ta

rgets

Manage-ment Team:

CEO / Managing Director

CFOCOOetc.

MOSE’S CONCEPT YOUR SUCCESS

Business Presentation for Facilicom PROREST


M.O.S.E.

REFERENCES IN EUROPE & USA.



M.O.S.E.

WHY HAVE CLIENTS CHOSEN FOR MOSE?

Top professional Management & Sales Training Workshops

Bespoke approach, on-site trainings Best Practice oriented, tailor-made for your

business and your specific business goals Know-how of MOSE’s coaches: They have been

in your industry, in your business (CEO’s, Managing Directors, Sales Director’s etc.). They know what they are talking about!

High ROI after training: Protection of your investment!

Every workshop results in ACTION PLANS and a MOSE PSB Personal Sales Book



M.O.S.E.

INTERESTED? ASK FOR INFORMATION!

ROI: SUCCESS IN YOUR OWN HANDS

[email protected]

www.mastersofsales.eu

Oliver F. von Borstel, Salesman & CEO

Masters of Sales EuropeProfessionals in Management & Sales Training

Clients in the Benelux, England, USA, Germany, Latvia



M.O.S.E.

THANK YOU FOR YOUR ATTENTION!

Date post:	08-Dec-2014
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Why To Choose For Mose

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