Part A: Success in Sales & Marketing begins with your own Potential (1 hour) 1. Attitude, Character, and Habits 2. Maximizing your Potential 3. Building Relationships and Networks 4. Sales & Marketing: Why both are important Part B: Success in Marketing (30 mins) 1. Overview of Marketing Strategies and Concepts 2. Introduction to Different marketing Options: Mass/Indirect Marketing Techniques, Targeted/Direct Marketing Techniques, Guerilla and Word-of-Mouth Marketing 3. How to develop a “Total Marketing Plan” introduction Part C: Success in Sales (1½ hours) 1. Sales Mindset 2. Laws of Selling 3. How to Influence other people 4. Tele-Sales Tips 5. Practical and Easy-To-Learn Techniques to increase sales

1. Basis Marketing Sdn Bhd 19 July 2008 Success in Sales & Marketing Introduction and Overview on success in sales and marketing

4. Why are you here? You are good. That is already proven. But being good is not enough.

5. A. Begin with your Dream, your Goal

7. B. Begin with your Attitude

10. C. Begin with your Habits

13. D. Begin with Relationships

17. Communication SF LINA L isten with interest and praise make the person feel I mportant use their N ame A sk questions

18. Personality SF S + FH + C S mile F irm H andshake C ompliment

19. E. Begin with your Potential

22. “ You will be same person in five years except for the people you meet and the books you read” Charlie “Tremendous” Jones

23. Marketing. Why should I buy from you? Next Stop…. The Art and Science of Creating Excuses to Buy

24. “ Cow don’t drink water, cannot push cow head down” Chinese Proverb

25. Marketing vs. Sales Target Customers Sell to Target Customers Create Message Deliver Message Sales Marketing

26. Real Life Marketing Objective “ Get more people, to buy more things, more frequently, at higher prices.” Sergio Zyman “ Retention and Loyalty are useless if No Conversion is happening.”

33. Dilbert ® on ‘Targeting’ Customers Smart Dumb Rich Poor No Start No Goal!

36. Demographic Segmentation - General Veterans (Pre-Boomers) 1934-1945 Boomers 1945-1960 Gen X (Cusper, Buster) 1960 - 1980 Gen Y (Millennials, Netster) 1980+

38. Income Groups Expensive, cutting edge, private funds Government priority, high subsidy, rural locations, cheap No money for high-end, no access to low-end Urban, Affluent Middle Class Poor, Rural

40. Target: Customer Types Buy From you Loyal Swing Former Opposition Again: different type, different strategy

42. Target: Decision Chain Influencer Buyer User Again: different type, different strategy

45. MESSAGE: Basics & Differentiators Segments Targets Targets Basics Differentiators

46. The Right Tools for the Job Reach of Communication Quality/Intensity of Communication Personal (exp) Personal (info) Impersonal (info) Individual Mass Mass Traditional, In-home, Out-Of-Home Mass Unconventional Mass Online

47. The Right Tools for the Job Reach of Communication Quality/Intensity of Communication Personal (exp) Personal (info) Impersonal (info) Individual Mass Mass Targeted Conventional Mass Targeted Online

48. The Right Tools for the Job Reach of Communication Quality/Intensity of Communication Personal (exp) Personal (info) Impersonal (info) Individual Mass Individual Targeted Conventional Individual Targeted Online Contests One-on-One

49. Summary of Marketing Target Message Delivery Tool

50. Improve Sales. Kill the Competition. Enjoy Life. And now for…. Laws, Tips and Techniques for Boosting Sales Performance

51. What business are you in? But first… What are you selling?

52. Marketing vs. Sales Target Customers Sell to Target Customers Create Message Deliver Message Sales Marketing

55. Universal Law Law of the Ping-Pong Ball a.k.a. Law of Cause and Effect

79. Influence SF PASSE P raise and encourage A sk questions allow the person to S ave Face use S MART goals E ncourage small improvements

82. Some Final Thoughts And now to end…

83. Who are you really working for?

86. Thank You. soft copy of slides: www.totallyunrelatedrandomanddebatable.blogspot.com