销售杀破狼！ Selling the Impossible!

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The Concept 概念

In a highly-competitive business world, some challenges are so difficult and quite impossible. Still, sometimes we still have to overcome them. As the saying goes, "If you can't, then you must".
在竞争白日激烈的环境，有些挑战甚至是非常困难，甚至接近不可能克服的程度。但是我们还是得“遇强愈强、愈战愈勇”地设法克服。

However, simply having the grit to keep on working hard at the market is not enough. You also need to observe subtle changes in the customers' behaviours, and then out-wit and out-last your competitors!
但是，光靠硬拼是不足够的，我们还得智取，而且还得有胜利的渴望。我们必须知己知彼，放的百战不殆。

Hence, this "Selling the Impossible: Developing the Right Attitude to Overcome Tough Sales Challenges" battlefield simulation experiential learning encompasses the following:

Facing an enemy that is frustratingly hard to eliminate;
Finding possible weaknesses in the enemy, and then ways to eliminate the enemy;
Push the perseverance limits of the participants and make them overcome stress to eventual success

因此，这项“销售杀?破?狼：如何排除万难、坚持到底、取得最终的销售胜利”战场情景模拟体验式培训将包含以下因素：

如何面对一个特难打倒的对手；
找寻强大对手中的软肋然后逐个击破；
让学员达至体力、脑力、心力的极限，克服种种压力，取得最后的胜利

This programme has been tried, modified, and re-tested to make sure that it delivers results for decision makers, especially in the Asian/ Chinese context.
此课程已经经过数次调整，以确保能够为中国及亚洲各地的学员达到预期绩效。
　

Programme Outline 课程大纲
Time	Day One
13:30 ~15:00	The Will to Win 胜利的渴望 Do we want to be a part of a winning team, or a losing team? 我们想成为胜利团队的队员，还是失败团队的队员？ If we want to be part of a winning team, how committed are we? 如果我们想获得胜利，我们愿意付出多少？ What will we do when we face obstacles to victory? 如果遇到胜利的绊脚石，我们会怎么做？ Discussion: why are some teams (and some people) perform better than others? 讨论：为什么有些团队会比其他做（或个人）得更出色？ Making a pledge: Why we MUST make our team a winning team, & what we will commit to make sure we win 誓言：我们为什么一定要取得胜利，以及我们会付出什么来取得取得胜利 Using Sun Tzu's Art of War to gain victory 使用孙子兵法来了解如何取胜 Participants then change into army fatiques 换装（迷彩服）
15:00 ~15:15	茶歇 Tea Break
15:15 ~17:30	Mission Impossible 1 不可能的任务 1 Participants will be issued the weapons, and orientation will be given on how to operate the weapons 学员将被提供相关武器，并了解如何使用 Participants will need to move into a maze, in teams of 5 persons a group at a time to locate and destroy the enemy. 学员们将以5人一个小组，挨次进入迷宫，歼灭敌人 It is unknown how many enemies are there, or how many "lives", or where they are located in the maze. It is only known that the enemy is well-fortified 学员不知迷宫里有多少敌人，也不知敌人在哪，只是知道敌人防御强悍 Each participant will have 3 "lives" per round. When all 5 participants of each team are "killed" in one round, the next team will enter the maze 每位学员将有3条生命值。当每轮的5位学员都阵亡时，就由下一梯队进行战斗。 "Killed" participants will be resurrected after they exit each round. There are no limits to how many times they can be resurrected. 阵亡学员都会被复活，并轮番进入迷宫消灭敌人，完成任务 Participants are encouraged to share information and plan next steps 学员应该彼此分享信息，并共同策划下一步不行动 The goal is to eliminate ALL enemies 活动目标：歼灭所有敌人 Debriefing points 点评要点: Checking of results, how many rounds it took to eliminate the enemies 查看成绩，看看学员需要经过多少轮才能消灭敌人 What are the main challenges? 主要遇到什么挑战？ How did the participants persevere? 学员可否有持之以恒的精神？ How did participants observe possible weaknesses in seemingly unpenetratable defences by the enemies? 学员可有观察到强大敌人的弱点，并逐步击破？ How did participants adjust their plans accordingly 学员是如何调整计划
17:30 ~18:30	晚餐 Dinner
18:30 ~20:00	Mission Impossible 2 不可能的任务 2 Teams of 8-10 pax per team head towards their respective bases blindfolded. Blindfolds will only be removed after each team arrives at their designated base 各分队（每对约8-10人）将在夜晚蒙着眼睛进入各自阵地，眼罩将在地大震地之后拿开 Each team will have to locate and communicate (via radio-sets) with the other team in the dark 每队必须通过无线通讯与其他队伍协调作战流程 At the same time, they will have to locate and eliminate all enemies 与此同时，他们必须寻找并歼灭所有敌人 If all Division Commanders are killed, that team is considered to have lost 如果任何一队的队长阵亡，就等于该队已经全部阵亡 If either the Division Commander or all team members are killed, the team will return to base and restart the battle. 如果队长或所有队员都阵亡，各队将回到起点，从新启动战斗 Short de-brief at the end of each battle 战后点评： Checking of results, how many rounds it took to eliminate the enemies 核对成绩，我们要用几轮战斗才能够全歼敌人 What are the main challenges? 我们遇到哪些困难与挑战？ How did the participants persevere? 我们可有持之以恒、坚持到底的信念？ How did participants observe possible weaknesses in seemingly unpenetratable defences by the enemies? 我们是如何看到敌方的破绽的？ How did participants adjust their plans accordingly 我们是如何调整战略？
	Day Two
9:00 ~10:30	Prospecting and qualifying the right kinds of customers Understanding why customers buy and their mindsets Getting the customers' attention Distinguishing between price vs. Value 了解客户的心态客户购买与不购买的原因是什么业务员应该持有的健康心态价格与价值的区别
10:30 ~10:45	茶歇 Tea Break
10:45 ~12:30	Probing for customers’ real needs and problem areas Why do you need to ask questions? How to draw out the obvious and hidden needs, wants and concerns from customers Role Play on probing for customers’ needs Presenting your solution 如何揭开顾客的需求并找到其“痛”处：如何提问以找寻客户的需求如何深入探讨客户需求所造成的“痛”处如何将客户的潜在“痛楚”转化为“重症” 如何演示你的方案演练
12:30 ~13:30	Lunch
13:30 ~15:00	Negotiating to an optimal outcome How to handle price objections effectively How to say "No" when you need to Mitigating customers' concerns Role Play on objections handling 销售谈判技巧了解客户反对意见的缘由如何处理反对意见，尤其是价格反对意见如何处理情绪浮躁的客户如何跟客户说“不” 演练
15:00 ~15:15	茶歇 Tea Break
15:15 ~16:30	Using the R⁴ model to analyse your customers Reliability Relationship Responsiveness Resourcefulness Activity: How can we develop a strategy to win our competitors' customers? 使用R⁴模型来分析你的大客户可靠性关系与交情积极性资源整合讨论/头脑风暴：我们该如何赢取竞争对手的主要客户？
16:30 ~17:00	· Programme Wrap Up · Summary of Key Learning Points · Evaluation · 课程总结

Objectives and Benefits 培训收益

By the end of the training programme, you shall be able to 参加过这次课程，您将能够:

Identify the challenges of dealing with entrenched competitors, and find ways to overcome them
了解在面临强大对手时所会遇到的挑战与困难，并找寻破敌之道;
Communicate and share information effectively across team members 如何通过互相的沟通、互相支持，打败对手
Solve problems and overcome challenges as a team 结合团队的力量解决、克服万难，取得最后的胜利

Methodology 培训方式

Watch a sample video here 下载观看培训视频

Programme Leader 培训导师

c.j. Ng

c.j. is the world-class sales force effectiveness (SFE) expert who have helped international companies achieve quantum improvements in sales profits in China and beyond. So far, c.j. Is the 1st and ONLY Asian sales force effectiveness expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention. c.j. has helped:

Chemical and plastics giants such as Evonik, Air Products and Sabic to generate more sales and win more customers
Leading pharmaceutical companies such as Bristol-Myers Squibb, Roche and Merck to improve their senior managers' leadership skills so as to excite their people to exceptional performance
World-wide leaders in the construction market such as Philips Lighting, Saint-Gobain, Ingersoll Rand to develop competencies in their sales force so as to achieve quantum leaps in their sales results.

Prior to being a sales force effectiveness consultant, coach and trainer, c.j. was Asia Marketing Manager for a Fortune 500 logistics company, as well as Corporate Training Manager for Ringier AG, Switzerland's largest media group, in China, where he was responsible for leadership development for sales managers, and helped the group to increase overall sales targets by more than 50% within the 1st year.

In the mean time, many other prominent companies have also engaged c.j. for help, including Epson, BMW, Carrier, Trane Climate Solutions, Bao Steel, Air Liquide, Philips Lighting, Duravit, Hettich, H?fele, Freudenberg, Flint Group, TNT, Texas Instruments, Arkema, Dell, NEC, Flint Group, China Telecom, L’Oreal, Zegna, Swarovski, Yum!, Sinotrans, Bristol-Myers Squibb, Roche, Johnson & Johnson Medical, Philips Medical, Invitrogen, American Express, Ping An Insurance, Axa Life, Bank International Ningbo, Malaysia Airlines, Ascott, InterContinental Hotels Group, Sofitel China, Four Points by Sheraton, and many more.

c.j. is a bilingual business advisor in English and Mandarin, and has conducted Mandarin training, coaching and consulting projects for audiences in Singapore, Malaysia, Hong Kong and the People’s Republic of China. He is a Founding Member of Professional Speakers' Association of China, which is affiliated with the Global Speakers Federation (GSF).

c.j. has a 2nd Upper Honours in Management from the University of London, and a Post Graduate Diploma in Computing from De Montfort University. He is also the Master Trainer for Leadership IQ in Asia.

　

黄常捷

c.j.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亚洲销售咨询师。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：

1) 世界领先的制药公司如施贵宝、罗氏及辉瑞的高层管理如何与他们的团队引起共鸣、激励队员以提升绩效。

2) 国际酒店集团如索菲特、洲际及雅诗阁的新任销售总监如何领导他们的销售团队，造就卓越销售团队

3) 全球建材行业佼佼者如飞利浦照明、圣戈班、英格索兰的销售团队提升销售技能，以创造非凡业绩

在这之前，c.j.是一家500强物流公司的亚洲区市场经理，及瑞士最大的媒体集团的大中华培训总监。他尤其为后者搭建了一套提高员工素质的培训体系，从而打造一个着重以科学方式达到高绩效的企业文化。

与此同时，许多知名跨国公司如：IBM、普华永道、宝马、爱普森、戴尔、德州仪器、贺利士、AMD、泛达网络、中国电信、西杰、西门子、宝钢、 Delphi、瓦克化工、德固赛、GE 塑料、空气化工、强生医疗、飞利浦医疗、开利空调、飞利浦照明、中外运、杰尼亚、欧莱雅、马来西亚航空、百胜餐饮、荣格传媒集团、 Kantar Group、平安保险、安盛人寿、美国运通企业信用卡、宁波国际银行等也颇受益于 c.j.的经验和知识。

c.j.是Marcus Evans、新加坡展览服务、新加坡管理学院的常邀演讲嘉宾，他是一位精通英中文的双语培训师，以中文为新加坡、马来西亚、和中国的众多听众进行了诸多培训。他同时也是国际讲师协会中国分会的创会会员。

c.j.曾在新加坡管理学院、新加坡市场学院的会员杂志、以及《海峡时报》的刊物上发表了系列文章。c.j.拥有英国伦敦大学管理荣誉学位和De Montfort大学的计算机研究生学位证书。与此同时，他也是 Leadership IQ 在亚洲的首席培训师