AmCham Suzhou Training: Mastering Sales for Technical People Part 1  (Bilingual Session)
技术人员的卓越销售技巧 （上）（双语授课）

　

Date 日期: 13 May 2016  2016年 5月 13日
(Part 2 will be held on 30 Jun 2016  下半部将于2016年6月30日进行）

Time  时间: 08:30 - 12:30 hrs

Venue  地点: AmCham Shanghai YRD Center Suzhou Office Suzhou International Financial Centre, Room 803-A Building 24 Times Square, Huachi Street
上海美国商会长三角业务中心苏州办公室 时代广场华池街24幢SIFC803-A

With customers demanding sales people to give more technical insights rather than simply be a “talking brochure”, many companies are converting their technical staff into sales people.
随着客户需要销售人员需要提供更多的技术性见解和服务而不仅仅是一个”会说话的宣传册”,许多企业也随之将一些技术员工转化成销售人员。
　
While there has been a greater emphasis for technical staff to engage with customers and stakeholders, most technical staff are not well equipped with the know-how to engage and connect with these customers and stakeholders effectively.
尽管只要行业越来越依赖技术员工与客户进行密切沟通，但许多技术员工却欠缺主动与人（尤其陌生人）沟通或相处的技能
Having these concerns in mind, the “Mastering Sales for Technical People” programme is created to enable them meet these new competencies. 
技术人员的卓越销售技巧 就是针对上述挑战而开发的课程，以提升技术员工的销售能力。
In this workshop, participants will learn about:在这个课程中，学员将学到:
　
Why Some Technical Sales People Succeed While Others Fail:
成功技术销售与失败技术销售的区别： 
  • The difference between technical and sales people
    技术人员与销售人员的区别
  • What makes technical sales people successful
    技术销售人员的关键成功因素
  • What are some of the winning and losing ways in sales
    销售人员中的成败因素
  • How do you know you can succeed in sales?
    你怎么知道你是否能够胜任销售工作?
  • Using Word Pictures® to define what are some of the desired behaviours of good sales people in your organization
    使用Word Pictures® 来定义在你的公司中什么才是优秀销售人员应具备的行为
Connecting with Customers 如何与客户沟通
  • Define what are the reasons that will make customers want to see or spend time with you
    如何掌握客户最关注的要点
  • Scripting your Valid Business Reasons to have make your call a top priority
    如何设计你的电话开头语
  • How to draw out the obvious and hidden needs, wants and concerns from customers
    如何问出客户的难言之隐
  • Role Play on probing for customers’ needs
    提问演练
Sales communication: Gathering needs
销售沟通：了解需求
  • Why do you need to ask questions
    如何提问以找寻客户的需求
  • Asking questions that will make the customer want to answer
    如何深入探讨客户需求所造成的“痛”处
  • Building mutual trust to get the answers you want
    搭建互信度已获得你需要的信息
  • Exercise: Making a list of the questions to ask
    练习：给问题列一张清单
Who should attend? 谁该出席
  • Current technical sales and sales support engineers
    当下的技术销售及销售支持工程师
  • Future technical sales and sales support engineers
    日后的技术销售及销售支持工程师
  • HR and Training managers
    人力资源及培训经理

About the Trainer  讲师介绍:

C.J. Ng is the Master Trainer for Leadership IQ in Asia who has helped international companies achieve quantum improvements in sales profits in China and beyond. C.J. is the first and only China-based leadership, sales & experiential learning facilitator invited to speak at the American Society for Training & Development (ASTD) International Convention. He has consulted for and trained the staff and managers of well-known companies such as Delphi Packard, Alcoa Wheels, Evonik, BMW and Schneider Electric. 

黄常捷 (c.j. Ng)是美国培训与发展协会（ASTD）2009年国际大会的特邀演讲嘉宾，也是ASTD国际大会有史以来唯一受邀演讲的结合销售、领导力及体验式培训于一身的亚洲咨询师。他是一位值得您信赖的销售领域的咨询顾问，曾帮助许多跨国企业获得了在中国及其他区域销售业绩方面的显著突破。迄今为止，c.j.已帮助：世界领先的 制造企业如 美铝轮毂、泰科 及 莱尼电缆 的销售团队如何提高他们的业绩；国际化工集团如赢创、林德工程及空气化工产品 发展提高其团队的领导力和销售能力。全球企业佼佼者如 施耐德、德尔福、宝马的经理提升领导力及各项领导技能，以提高团队的作战能力等

Agenda:

8:30 Registration
8:45 Session Starts
11:00 Tea Break
12:30 Session Ends 

Fee  费用  :

AmCham Member Company Employee: 500 RMB
Non-Number: 750 RMB

Register  报名  :

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