MOSE ToolBox for Sales Managers.

1. MSTOOL: MOSE SALESMANAGER TOOL
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2. MSTOOL: FOR MANAGERS WHO WANT TO IMPROVE
THEIR RESULTS (TURNOVER & MARGINS)
 Are you a
 VP Sales?
 Commercial Director?
 Sales Manager?
 Key Account Manager?
 Business Unit Manager?
 Do you need some ideas how to improve sales??
Then we have something very interesting, read further!
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3. MSTOOL: FOR MANAGERS WHO WANT TO IMPROVE
THEIR RESULTS (TURNOVER & MARGINS)
 MSTool is an unique Train
The Trainer Sales Skills
program
 It is customizable for your
business!
 It will help you to improve
your revenues.
 … and change your sales
rep’s attiutude and behavior.
Definitely!
Laking results? Ask for info!
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4. DO YOU NEED MORE HUNTERS INSTEAD OF FARMERS?
Hunters (what you need!) Farmers
Selfmotivating, initiative
 entrepreneur Maken vaak presentaties
Intuition & Empathy! versus Hebben altijd verklaringen
Asks open questions “Robin Hood” van klanten
Focus on client’s needs Zijn vaak hyperactief (maar
weinig resultaat)
Number in sales teams  20% Number in sales teams  80%
Key Features: Key features:
- Often above targets - Wait until clients call
- Realizes good margins! - Hesitant, have often explanations
- Brings in new clients - Think that management and/or
- Inspires others, motivates marketing is wrong…
 Salespersons who have to stay (promotion!)  Urgently change their attitude,
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behavior and skills! 

5. YOUR RESPONSIBILITY: CHANGE THEIR ATTITUDE
AND BEHAVIOR & SKILLS!
MOSE MSTool
For Managers
Will help you
improve
Your Revenues!
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6. MSTOOL  10 PROFESSIONAL LESSONS
1 Qualification, Planning, Motivation IN THE SALES FUNNEL
2 The Price Psychology
3 Generation of New Business
4 Visit Planning, Preparation of Meetings
5 Value Based Selling
6 Objection Handling
The Price is not important!
Structured Cold Calling
7 Professional Presentations
Where is Potential?
8 Professional Closing
Value Based Selling
Added Values
Need Creation
USP / UBN
Get the deal!
Sales Order
Project
Replen. etc.
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7. MSTOOL  TRAIN THE TRAINER TOOL
MSTool Box contains:
 10 lessons to teach important salesmen
skills
 A concept to implement it in your
company and to teach you as Super User
to run the in-house training sessions
 A professional tests after every lesson
to measure success
 A professional Action Plan per session
 As a result of the 10 lessons: An
integrated PSB Personal Sales Book.
Your own sales process described as your
company’s Sales Academy
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8. MSTOOL  THE WHOLE SALES PROCESS
Instruction, Implementation, Education plan  Month 1 tot 10
1 Qualification of
10 Customer Orientation: Generate
9 Efficient Follow-Up of Quote’s
Leads, Planning, 2 The Price Psychology
Motivation
4 Visit Planning &
3 Generation of New
extra Turnover
Preparation of
Business
Meetings
5 Value Based Selling 6 Objection Handling
7 Professional
8 Professional Closing
Presentations
Preparation: Customizing per session Your Products & Customers
Management Tool  Personal Action Plan & Tests
ROI: SUCCESS IN YOUR
OWN HANDS
Your own PSB  Personal Sales Book
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9. MSTOOL  SUCCESS BY FREQUENT EXERCISING
100%
T
External Month: 1 2 3 5 6 n
Seminar, training
MSTool Training: 10 Power Sessions
 All about your products, customers, markets
ROI: SUCCESS NEEDS MAINTENANCE  IMPROVED RESULTS
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10. MSTOOL  TAILOR MADE TRAINING BY THE SM
Your advantage:
The Sales Manager is educated by MOSE Success needs
how to implement/use MSTool maintenance, here is the
tool!
10 Power Sessions  your Sales Process The Sales Manager runs
internally the sessions,
Customization of every lesson frequently after sales
meetings as many times
Few theory, but action plans per session there are needs.
Without costs for external
Live Coaching by the Sales Manager consultants and/or external
training.
Test per Session  Management Tool
Result: Professional skills
PSB Personal Sales Book for your Sales Engineers!
ROI: SUCCESS IN YOUR OWN HANDS
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11. INTERESTED? ASK FOR INFORMATION!
oliver.vonborstel@mastersofsales.eu
www.mastersofsales.eu
Oliver F. von Borstel, Salesman & CEO
Masters of Sales Europe
Professional in Management & Sales Training
Clients in the Benelux, England, USA, Germany, Latvia
ROI: SUCCESS IN YOUR OWN HANDS
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12. MOSE’S CONCEPT  YOUR SUCCESS
PSSC  PROFESSIONAL SOLUTION SELLING CONCEPT
Outdoor
Sales
Mission / Vision / Values Sales Engineers
Manage- Strategy
ment Team:
Business Targets Marketing
Strategy &
CEO / & Prof. Indoor
Managing Selling Sales
Director Sales Engineers
Skills,
CFO Manage-
COO ment
Attitude
etc. &
After Sales
Behavior
Service
Professional Solution Selling Management
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13. OVERVIEW: OUR TAYLOR-MADE TRAINING WORKSHOPS
BPA©
CPCP Mgt. COACHING COACHING PSSP PSB
COMPETENCIES & TOOLS
Personal Sales Book STRATEGIC KAM
SELF DEVELOPMENT
JUNIOR SALES
SCRIPT TELESALES  Segmentation:
TIME MANAGEMENT MSTool  SALES ABC, S, Stars
MANAGER TOOL NEW BUSINESS Potential
CHANGE
MANAGEMENT Existing clients
VALUE BASED Key Prospects
SALES
SELLING  DMU
STRATEGY MANAGEMENT
 Strategies
PROJECT PRESENTATION Farmer Profile
MARKETING NEGOTIATIONS TECHNIQUE Hunter Profile
MANAGEMENT
SPECIAL CARE  Key Account
MANAGEMENT AFTER SALES Strategic
LEADERSHIP &
s SERVICE Planning
COMMUNICATION TEAMBUILDING &  KAM Meetings
MOTIVATION COMMUNICATION
INSPIRATION  TRAINING  SKILLS  ATTITUDE & BEHAV.  ROI
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14. REFERENTIES IN EUROPA & USA.
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15. THANK YOU FOR YOUR ATTENTION!
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