Show Me The Money(Sell More Effectively)Daniel SchwartzManaging DirectorNetworking for Success+66 89 444 8996 (M)dan@mobyelite.com

OverviewMy BackgroundSellingSales FunnelLead Generation Let Buyers Buy (Covered in half-day Seminar)SPIN SellingQuestion Based SellingBuyer InfluencesTools

Biography Daniel SchwartzManaging Director Networking for Success, President and CEO, Aviation Unlimited, Inc. and Managing Director, DPS Worldwide Company Ltd.

24 Year Management CareerTechnologyAviationSecuritySalesMarketingBusiness Development

Led Sales TeamsSold over $200M USD in Contracts

Thailand Resident since 2004

SellingNothing Happens Until Something is Sold!

Focus on the Customer

What is in it for Me!That is what the Customer is thinking

Some Practical Techniques

Using the Sales FunnelWhat is the Sales Funnel?

Determine Your Own Conversion RatiosSuspects (Leads) to ProspectsProspects to ProposalsProposals to Contracts

Then Get Better atFinding LeadsMoving Through the ProcessWin or Close them Out

Lead Generation

Lead GenerationKey Question To Ask:

What happens to create a need for what you sell?

Referrals

Growth EventsPress Releases

Real Lead Generation ExamplesReal Estate AgentCompany expansion announcementCompany relocationMNC opening up in Thailand

Life Insurance AgentBirthNew Company FormationMarriage

Real Lead Generation TechniquesGovernment ContractingPress release of Prime Contract AwardYou are SME sell services/products to PrimeRFI By GovernmentFind teaming partners

Aviation BusinessNew RoutesNew Aircraft Accident or near accident (be tasteful)

Lead Generation ExerciseLead Generation

Turning Leads Into Prospects and Closing Sales

SPIN Selling by Neil RackhamS Situation

P Problem

I Implication

N Need Payoff (Benefit)

SPIN In Detail

Selling Through QuestionsIf you want better answers, guess what!Ask better questions

Question Based SellingAuthored by Tom FreeseProvides a Question Based Approach To SellingReinforces Concepts Used In SPIN, just puts a different Spin on them!Question Based Selling

Buying Influences and Major Account Selling

Buying InfluencesMultiple Levels When Selling Major AccountsEnd UserSupport DepartmentsPurchasingManagementSenior Management

Example From Aviation BusinessSelling Airborne Communication EquipmentNot Required by Regulatory AuthoritiesSold Based on Value PropositionCost is $75,000 Per Aircraft

Buying InfluencersEnd UsersFlight Operations DepartmentPilotsDispatchersManagementInflight Services DepartmentFlight AttendantsInflight ManagementCustomer Service

Buying InfluencersSupport DepartmentsMaintenanceEngineeringPurchasingNegotiate ContractsBuyersSenior ManagementProject is more than $1M USDCapital InvestmentBoard of Director Approval

Each Has Their Own GoalsEnd UsersNeed the product and what the product providesSupport DepartmentsConvince them of the benefitsCreates more work for themPurchasingGet best deal for the airlineSenior ManagementReturn on InvestmentCompeting Uses of Capital

To Close SalesYou Must Focus on All GroupsGet Necessary SupportUtilize All Levels of Your CompanySales Team Direct With End UsersPurchasingSenior Management Support for Meeting Customer Senior Management

Tools To Use

Some Tools To UseOpportunity ReviewOpportunity PipelineAccount Management Templatewww.Salesforce.comwww.justsell.comwww.MarketingSherpa.com

Opportunity Review

Opportunity ReviewUsed for Larger Selling EffortsOrganized Way to Present OpportunityMarshal Necessary ResourcesGain Commitment to Bid and WinExample Opportunity Review

Account Management

Account ManagementMajor AccountsMust Know The AccountSet StrategyAction PlansExample

Opportunity Pipeline

Opportunity PipelineWhy Use It?What are the Components?Practical Example

Salesforce.com

Salesforce.comFantastic ToolI participated in first implementation with ARINC in 1999-2000Makes Sales Tracking, Opportunity Tracking and Sales Management EasyNo SoftwareGreat Support for Far Flung Operations

Some Great WebsitesMarketing Sherpa www.marketingsherpa.comJustSell www.justsell.comBusiness Book Summaries www.bizsum.com

Up Your Bottom LineBob Urichuck

Up Your Bottom LineFeatures the ABC, 123 Sales Results SystemGreat Tool for IndividualsABC

Wealth Dynamics

What Is Wealth Dynamics?Eight ways to create true wealthEach has certain rules which should be followed to achieve optimal results The two questions that we need to ask ourselves are:Which path to wealth suits our natural character and personality best?Once we know which path to wealth is best for us, what are the steps we should take, and the rules for that particular wealth creation game?

Background of Wealth ProfilingBased on a 5000 year old technology called the I-Ching. Wealth Profiling uniquely links previously missing elements into the mix

Ancient Chinese philosophies show five natural energies.Dynamo: Spring/ woodEnergized, dynamic, creative, great at getting things started, but terrible at getting things finished.Blaze: Summer/FirePassionate, outgoing, great at networking and meeting new people, but easily distracted from task at hand.Tempo: Autumn/EarthCompassionate, great team player and reliable at getting things done with the team. Will often seek direction from others.Steel: Winter/MetalOrderly, systems oriented with a good eye for detail. Strong at completing, but finds it tough to start new things.Wizard: Transition/WaterConnected, tranquil and spiritual. Focused at the why behind everything.

Wealth Dynamics Overview

Wealth DynamicsLink to Wealth Dynamics including information and link to order your own profilehttp://www.wealthdynamics.org/?r=s8sbjdb8Understanding The ProfilesDeal better with Customers/ProspectsMore Information on XL Results FoundationContact Me or Callum Laing

Further Personal DevelopmentBrian Tracywww.briantracyu.comSuccess UniversityOnline resource for youBonuses greater value than the cost of joiningwww.asiawealth.successuniversity.com

Apply The Tools Leading To:

Concluding RemarksSelling is a ProcessPassionFor ProductFor CompanyFor CustomersFind Your Path To Wealth CreationContinue Your Own Personal DevelopmentSet GoalsUse and Adapt The ToolsYou Are On The Way To Selling Success

Contact InformationDaniel SchwartzManaging Director DPS Worldwide Company LimitedLevel 17 Silom Center Suite 1122 Silom RoadBangkok 10500 Thailand+66 (0) 2632 6717 X112 (O)+66 (0) 2632 6718 (F)+66 8 9444 8996 (M)dan.schwartz@dpsworldwide-co-ltd.com

DPS Worldwide

***