Home

This training session aims to transform sales people from product-oriented selling to consultative selling and focus on adding value for clients. The consultative sales person must identify the sales opportunities then offer the solution that best solves the client’s problems; they must also understand how to sell to different buyers.

Some of the challenges that sales people face include:
  • Dealing with customers who say: "we already have something similar, and are very happy"
  • Overcoming price objections and comparisons
  • Convincing customers to see things on a more strategic level

此次销售培训是将销售人员从产品销售转变为咨询销售,并专注于为客户增加价值。 顾问式销售必须确定销售机会,然后销售解决客户问题的解决方案,同时了解如何向每种类型的买家销售。

销售人员所遇到的挑战包括:
  • 客户反馈说:“我们已经有类似产品,而且非常满意”
  • 客户对价格的比较和反驳
  • 说服客户在更有战略意义的层面看事情

Session Outline

Topic 1: Consultative Selling Attitude
  • Developing an attitude of consultative selling with added-value
  • Positioning one’s self as a partner
  • Activity: Discuss in groups on the definition of consultative selling

Topic 2: Identifying Buying Influences
  • 4 types of Buying Influences
  • How do They Influence Your Current Sale
  • Influencing buyer’s perception
  • Each buying transactions’ role and focus
  • Buyer’s different concerns and power
  • Understand buyers’ influence and map their relationship
  • Identify who will be your coach, adversity, beneficiary, sponsor and final decision maker
  • Activity: Identify in groups on the characteristics of different buyers and their different priorities

Topic 3: Qualifying Customer Needs
  • Propose: Matching to client's buying motivation
  • Results of first meeting: Qualifying/disqualify the potential client
  • Questioning to establish customer pain point or create customer needs
  • Establish the concerns from technical specialist & line of business
  • Prioritize customer's concerns and determine the value
  • Knowing buyer pressure points: Creating urgency to move forward
  • Practice role-play on qualifying clients
  • Activity: Role play in pairs on questioning skills to qualify customer's key concerns and their urgency
 
Topic 4: Positioning of Your Solutions
  • Presenting solution, return on investment and relationship
  • Inform, convince and show evidence with success stories
  • Verify how buyers perceive your solution
  • Ensure all beneficiaries requirements are all satisfied
  • Activity: Work in groups to present the value you can offer to your customers for their investment
  • Handling objections with the APAC Approach

课程大纲:
Topic 1: 顾问式销售的态度
  • 以咨询的态度来销售,增加附加值
  •  将自己定位为合作伙伴
  • 活动:集体讨论顾问式销售的定义。

Topic 2: 确定对购买产生影响的因素
  • 4种购买影响因素
  • 如何影响您当前的销售
  • 影响买方对购买情况的看法
  • 每个对购买产生影响的因素的角色和重点
  • 影响购买因素的不同关注点和力量
  • 所有影响购买因素的解析和他们的关系
  • 识别谁将是您的教练,对手,受益人,赞助商和最终决策者
  • 活动:集体讨论不同买家的特点及其不同的优先级.
 
Topic 3: 核实客户需求
  • 提案:匹配客户的购买动机
  • 第一次会议结果:认定 / 取消潜在客户资格
  • 提出问题,建立客户的痛点或创建客户需求
  • 取得技术专家和业务线的关注
  • 优先考虑客户的想法并确定价值
  • 了解买家压力点:建立向前推进的紧迫性
  • 在符合要求的客户身上执行角色扮演
  • 活动:成对的角色扮演:对客户主要关注点和紧迫性的问询技巧

Topic 4: 对你的提案作出定位
  • 提出解决方案,投资和关系的回报
  • 如何陈述成功案例,提供证据并说服顾客
  • 验证买家如何看待您的解决方案
  • 确保所有受益人的要求都得到满足
  • 活动:团队合作,向客户提供我们可以提供的投资价值
  • 用APAC方法处理异议

Who should attend?

  • Sales people and managers
  • Sales support engineers
  • HR and Training managers


谁应该参加?
  • 销售人员与经理
  • 销售支持工程师
  • 人力资源及培训经理

Agenda

13:00 Registration & Networking
13:15 Session
15:30 Coffee Break
15:45 Session
17:00 Session Ends

Speakers

  • Bill Chan

    Bill Chan

    Bill Chan is a graduate of the American Graduate School of International Management at Thunderbird University Arizona and has a Masters in International Management specializing in the North Asia Region. After graduation, Bill had worked for Pitney Bowes in selling copiers, fax, and mailing systems.
    Bill has been involved in corporate training in leadership, management, and coaching skills for over 23 years. Prior to co-founding the Transtech Consulting Group, Bill has worked in management consulting for a Dale Carnegie organization in Hong Kong.
    Bill has been conducting coaching training for over 15 years in Greater China. Companies that Bill conducted coaching training were Mercedes Benz, ITT (brake and spring producer), Osram, Jebsen, Black & Decker (auto tools division), Franke, Lite-On, John Deere, La Coste, Panasonic, L’Oreal and Santec with great results. After the training, participants know how to lead, motivate and coach their teams more effectively.
    Bill is a certified trainer for Leadership Challenge, Coaching, DiSC Management Strategies. In addition, he is also a certified internal trainer of coaching for L’Oreal and RS Components. Bill currently heads up the Transtech training team conducting training in English, Mandarin and Cantonese.

    Bill Chan 毕业于美国亚利桑那州雷鸟学院美洲研究学院的国际管理专业,并获得北亚洲区国际贸易管理硕士学位。

    Bill 参与国际公司的内部培训包括管理、销售、客户服务、演讲技巧、态度转变等已有很多年。在他创办诠泰管理咨询集团之前,Bill曾在香港一家大型美国培训公司担任管理顾问。他曾任旧金山诚信金融的董事,管理贷款经纪的房地产金融顾问团队。Bill 在咨询领域已有23 年的经验。

    Bill 在开发业务发展技巧方面有着浓厚的兴趣,他设计并进行培训的公司主要有致同会计
    师事务所,富达,欧司朗法律团队,杭州银行,花旗银行,第一太平银行,中国银行,永
    亨银行,第一联合银行,施罗德,路透社和美国运通。除了这些金融机构,Bill 还是欧莱
    雅,微软,迪卡侬和欧司朗的培训合作伙伴。

    Bill 是解决方案销售,DISC 管理战略,领导的维度以及欧莱雅销售大学的认证导师。他现在领导诠泰企业管理咨询集团的咨询团队,能用流利的英语、国语及粤语言进行培训。

    view more

Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付,若您希望在活动现场支付门票,请选择“现场票价”。
Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Employee Ticket
Standard Price RMB 650
Door Price RMB 650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Kelly Deng at (86 21) 6279 7119 ext. 4580 or email Kelly.deng@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Kelly Deng at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.