Mastering Sales for Technical People

AmCham Suzhou Training: Mastering Sales for Technical People Part 2  (Chinese Session)
技术人员的卓越销售技巧 （下）（中文授课）

　

Date 日期: 1 Jul 2016  2016年 7月 1日

Time  时间: 13:00 - 17:00 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:
　
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
  • Active listening
    积极的聆听
  • Observing positive/ negative signals
    观察积极/负面的反馈信号
  • Sales Communication Role Play: In-depth probing skills and exploring consequences
    销售以沟通演练：用提问来获得 深入的需求及探索客户需求差距
Negotiating to an optimal outcome
通过谈判获得最佳结果
  • How to handle price objections effectively
    如何有效地处理价格异议
  • How to say "No" when you need to
    如何在需要的时候说“不”
  • Mitigating customers' concerns
    缓解客户的顾虑
  • Role Play on objections handling
    角色扮演：处理价格异议
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  :

e-mail: ethan@directions-consulting.com
Tel: 021-62190021

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