Workshop Information
课程信息
 
Date: 10 Aug 2018, Friday
2018 8月10日 周五
Time: 09:00 - 17:00 hrs
Venue: Shanghai 
• To be Confirmed
上海  • 具体地点待定
Fee : RMB 3,500 nett

To register  报名：

e-mail: jane@directions-consulting.com or 

Call : 021-6222 2500 
 

ABOUT THE TRAINER

c.j. Ng 

c.j. Ng    黄常捷
 
c.j. is the world-class sales, leadership and experiential learning consultant 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, innovation and leadership expert to have been invited to speak at the American Society for Training & Development (ASTD) International Convention.  c.j. has helped:
 
  • Leading manufacturing companies such as TE, Alcoa and Schneider Electric to improve their sales performance through their people
  • Leading chemical companies such as Evonik, DSM and Axalta to develop more new leads that lead to new customers
  • Global companies such as InterContinental Hotels Group, Fredenberg, Epson, to improve their sales force effectiveness.

In the mean time, many other prominent companies have also engaged c.j. for help, including Texas Instruments, GE, Draeger, Schindler, Seagate, Infineon, AMD, LG, Stanley Black & Decker, China Telecom, BMW, Daimler, Fiat-Chrysler, Wacker, Air Products, Air Liquide, Carrier, Philips Lighting, Carrier, Saint Gobain, TNT, L'Oreal, Zegna, Swarovski, Yum!, Sinotrans, Johnson & Johnson Medical, Ping An Insurance, Deutsche Bank, Starwood, and many more.

c.j. the Master Trainer for Leadership IQ in Asia and is accredited in Belbin, DISC, OD-Tools and a few other assessment tools

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与领导力咨询师。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：
 
  • 世界领先的制造业领头羊如 泰科医疗、美铝轮毂 及 施耐德 的销售人员何提升业绩。 
  • 化工行业佼佼者如 赢创-德固赛、帝斯曼 及 艾仕德-杜邦 的 销售团队如何开拓更多的新客户 
  • 全球企业佼佼者如 洲际酒店集团、科德宝、艾普森 的销售经理提升销售团队效率 
  
与此同时，许多知名跨国公司如：德州仪器、GE、 德尔格医疗、 迅达电梯、希捷、英飞凌, AMD, LG, 百得、中国电信、西门子、宝钢、 瓦克化工、GE 塑料、空气化工、强生医疗 、飞利浦照明、中外运、杰尼亚、欧莱雅、平安保险、喜达屋 等也颇受益于 c.j.的经验和知识。
  
c.j. 是 Leadership IQ 在亚洲的首席培训师，也获得贝尔宾、DISC、OD-Tools 等测评工具认证。
 

资源下 载  
Resource Downloads

获取更多关于本公司 信息：
http://www.directions-consulting.com/Directions_Intro_EN.pdf
and here:
http://www.directions-consulting.com/Directions_Intro_CN.pdf

or videos 或视频: 
Psyche-Selling: The 4 Steps to Achieving Sales Success in China
销售攻心术-- 如何提高业绩的四大步骤 
1-Day Condensed Programme 
1天浓缩培训
 

INTRODUCTION 简介

As you might have heard of them, the most common challenges faced by sales people in Asia, and across nearly every industry, are as follow: 
 正如你可能了解的，无论在哪一个国家，包括 几乎所有行业在内，任何销售人员所面临的最普遍的挑战如 下：
  • Unable to generate enough quality leads;
    不能通过电话成功约见客户；
  • Unable to get through gatekeepers to the key influencers and decision makers;
    不能接触到决策人； 
  • Unable to probe deeper into customers' hidden needs;
    不能使客户对你所提供的服务感兴趣或兴致盎然；
  • Unable to take full control and responsibility of the sales process;
    花费过多的时间准备提案或报价，但又没有针对性
  • Unable to progress through different influencers through the sales cycle;
    无法在销售流程中搞定各个客户影响者； 
  • Unable to deal with customers' objections effectively and close the sale
    无法有效处理客户反对意见，然后下单

Having these concerns in mind, the "Psyche-Selling TM" programme is created as a result of 1-to-1 coaching with sales people from a variety of industries across 23 cities in Asia.
销售攻心术就是针对对此类问题而开发的课程，它是一门建 立在对亚洲23个城市各行各业销售人员所进行的"一对 一"辅导的实践结果上。

This programme has been tried, modified, and re-tested to make sure that it delivers results for sales people, especially in the Asian context.
本课程已经过多次尝试、修订和再实践，以确保其对销售人 员的实用结果，尤其适用于亚洲商务环境。
 

PROGRAM OBJECTIVES  课程目标

  1. Prospect and qualify for targeted customers;
    探求并是自己符合目标客户的预期；
  2. Probe and gain customer insights by asking the right questions; 问"对"的问题以探求客户需求；
  3. Follow through with the right buying influencers; and
    跟进决策影响者；以及
  4. Handle objections and other sales negotiations with ease. 以平和的心态应对异议和其它销售谈判。

PROGRAM OUTLINE 课程大纲

Why Some Sales People Succeed While Others Fail:
成功销售与失败销售的区别：
  • What are some of the winning and losing ways in sales 客户购买与不购买的原因是什么
  • The 4 phases of B2B selling B2B销售的4大阶段
  • Exercise: Using Word Pictures® to define what are some of the desired behaviours of good sales people in each of the 4 phases
    活动：使用Word Pictures® 来定义在每个销售阶段中什么才是优秀销售人员应具备的行为

Prospecting and qualifying the right kinds of customers:
如何筛选合适的客户：
  • Understanding why customers buy and their mindsets 客户购买与不购买的原因是什么
  • Qualifying the right kind of customers
    如何筛选合适客户
  • Exercise: Qualifying the right customers
    活动：如何筛选合适的客户

Communicating with Customers: Opening and ending your sales call 销售沟通技巧: 如何开头与结尾
  • How to get appointments with new customers
    如何让获得陌生客户的约见
  • How to align your lead generation with Marketing activities
    如何与市场活动接轨获得更优质销售线索
  • How to communicate a concise value statement
    如何以简易明了的方式陈述你所带来的价值
  • How to end your sales meetings
    如何确保高效的会议结尾
  • Exercise: drafting your opening and benefit statements 活动：拟定你的开头语及益处声明

Sales communication: Gathering needs:
销售沟通：了解需求
  • Active listening 积极的聆听
  • Exercise: Observing positive/ negative signals
    活动：观察积极/负面的反馈信号
  • Why do you need to ask questions
    如何提问以找寻客户的需求
  • 5 key questioning techniques to find out hidden needs 5种提问方式以了解客户的隐藏需求
  • Role Play: Questioning Skills (case studies to be created based on various product lines)  
    角色扮演：提问技巧 （演练案例将按照不同产品线定制）

How to Handle Objections Effectively
如何有效地处理异议
  • How to say "No" without gong into an argument with the customer  
    如何在不与客户发生争论的前提下根客户说"不"
  • Uncovering what else do the customer value besides price
    挖掘客户除了价格以外，还有哪些需求或想获得的 价值
  • How to mitigate customers' concerns and reach an agreement  如何消除客户的顾虑并达成共识
  • Role Play on objections handling  
    角色扮演：处理价格异议