Thursday, 13th September 13:30-17:30 hrs
2018 年9月13日 13:30-17:30
QinyunpingQuzhuxuan Tea house • No.29 Mengzidong Road (near Jumen Road)
青云坪去住轩 茶楼•蒙自东路29号（近局门路）
Program 课程安排
13:30 - 14:30
The Psychology of Sales 销售心理学
What makes people buy? 是什么因素 让人们购买
The 5 basic elements ina sale五个销售的基本要素
1) Want (想要)
2) Need (需求)
3) Money (金钱)
4) Authority (权威)
5) Dominant Buying Motive(支配性购买动机)
OBJECTIVES: Participants will learn a systematic way of sales- presentation
This method will help you to find out who has authority and who are truly your prospects or not 学员会学习销售表述的系统方法
14:30 – 14:45
Unique Selling Point 特别卖点
OBJECTIVES: Participants will learn and use the USP of your company’s products and service
目标：学员学到如何运用特别卖点去更有效的销售公司的服务 和产品
14:45 - 15:00 Tea/Coffee Break 茶歇
15:00 - 15:30
Sales Presentation Mistakes to Avoid 销售演示所需避免的失误
Top10 negative words you should avoid? 你所该避免的10大负面词汇
15:30 - 16:15
The Sales Cycle 销售周期
1) Relax 放松
2) Disturb 干扰
3) Solution 解决方案
4) Close 结束销售
OBJECTIVES: Participants will learn a systematic way of sales- presentation
目标：学员会学习销售表述的系统方法
16:15 – 17:00
Answering objections from Clients 回答客户的反对意见
Different objections raised by clients such as:
Using a 3 boxing combination punches to answer prospect’s question.
It is a sure win method.
Also, How to use FAB (Feature, Advantage, and Benefit)
a) no need 没需求
b) no money/budget 没有钱/没预算
c) not interested 不感兴趣
d) no authority不能做主，
e) I don’t trust your company/you 我不信任你们公司/你
f) later, I want to think it over 过一阵，我要再考虑一下
1 Price 价格
2 Quality 质量
3 After- Sales Service 售后服务
4 Competitor’s Products 竞争者产品
OBJECTIVES: Participants will learn not to fear objections raised by prospects, and they will use the objections and turned that into sales opportunities.
目标：学员将不在恐惧潜在客户的反对意见，他们会运用反对意见，将之 转化为销售机会
17:00 – 17:30
Summary andEvaluation 总结与评估
Fee: ONLY RMB 200/= per person
每人仅人民币 200元
Date: Thursday, 13th September 13:30-17:30 hrs
2018 年9月13日 13:30-17:30
Venue: QinyunpingQuzhuxuan Tea house • No.29 Mengzidong Road (near Jumen Road)
青云坪去住轩 茶楼•蒙自东路29号（近局门路）
Register 报名:
To make this a morec onducive discussion, we are expecting a small group of about 15 people only
e-mail: jane@directions-consulting.com
Tel: 021-6222 2500
About the Facilitator 讲师介绍
Samuel Ng (DTM)
黄升财（高级培训师）
Career Background
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Samuel came to Shanghai from Singapore in November 1999. In Singapore, he worked in automotive and marine engineering for five years. He joined American AIA Life Insurance Co., Ltd. (A.I.A) and has 18 years of life insurance experience. He has won 5 Million Dollar Club membership awards, the company's personal accident insurance performance runner-up, an A.I.A special award, a personal accident insurance gold medal as well as a green jacket award.
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Samuel has conducted sales training for the Singapore Renault Automobile Company and has rapidly increased the monthly car sales from 7 vehicles per month to more than 50 vehicles. He also served as sales manager for Volkswagen in Singapore.
Training Experience
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Samuel hasmore than 18 years of training experience and has worked with many of the following masters: Robert Kiyosaki (author of "Poor Dad, Rich Dad"), Blair Singer, Jay Abraham (author of "Mastermind Marketing"), Dr. Mel Gill's New York Master Training Institute of New York's training "trainers" course and "through-brainneurology---linguistics" courses.
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He specializes in professional training areas including sales/marketing, motivation/inspiration, team building with high efficiency and quality, customer service, communication skills, presentation skills and training“trainers”. He is an authorized TTT trainer of the IPTA International Professional Trainers Association and attended the training trainer training of Professor Liu Zixi.
International Speaking Achievements
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Samuel canuse both Chinese Mandarin and English for bilingual training. He not only won the Distinguished Toastmasters (DTM) award, but also served as the president of Shanghai First International Host Club. He is currently the international host of Shanghai 5A+ professional lecturer. The president of the club, he founded three international host clubs in Shanghai. The 2010-2011 international host speaker, the district governor, manages 15 clubs and 350 members. In 2008, he won the top five in the national English speech contest in Beijing.
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He won the Champion Table Topics Speech Contest: District 85 China Toast masters Convention Wuhan in 2015
职业背景
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黄先生于1999年11月从新加坡来上海，在新加坡，他曾经从事了5年的汽车与海事工程，此后加入美国友邦寿险有限公司 （A.I.A），拥有长达18年的寿险从业经验。曾获5次百万美元俱乐部 （Million Dollar Club）会员奖励；全公司个人意外险业绩亚军，A.I.A特别奖，个人意外险的金牌与绿色外套奖。
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黄先生曾为新加坡雷诺汽车公司做过销售培训，并使汽车的月销售量从每月7辆迅速增长到50多辆。而且他还担任过新加坡大众汽车的销售经理。
培训经验
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黄先生具有18年以上的培训经验而且曾师从以下 众多名师：Robert Kiyosaki (《穷爸爸，富爸爸》的作者)、Blair Singer、Jay Abraham(《Mastermind Marketing》的作者)，Mel Gill 博士的纽约Master培训学院（Master Training Institute of New York）的培训“培训师”的课程及“贯通使用脑部神经学----语言学”的课程。
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黄先生擅长的专业培训领域包括销售/市场营销、 激励/启发、建立高效率与优良素质的团队、客户服务、沟通技巧、演讲技巧及培训 “培训师” 等。他是IPTA国际职业培训师协会的授权TTT培训师,参加了刘子熙教授的培训培训师培训。
国际演讲会成就
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黄先生可以同时运用中文普通话和英文进行双语培训, 他不但获得了DistinguishedToastmasters (DTM) 的奖,同是也曾担任上海第一国际主持人俱乐部的会长, 目前担任上海5A+专业讲师国际主持人俱乐部的会长, 他在上海创建了3家国际主持人俱乐部. 2010 – 2011国际主持人演讲会中区长,管理15个俱乐部350名会员. 2008年在北京获得全国英文演讲比赛前五名。
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2015年国际演讲会85大区武汉峰会即兴演讲比赛冠军
500 Clients; 10,000名学员
• 通用电气(中国)有限公司-医疗系统 (G.E.MEDICAL SYSTEM)
•上海强生制药有限公司
• 上投摩根富林明基金管理有限公司
• 法拉利玛莎拉蒂汽车国际贸易
• 惠普全球软件服务中心(HP GDCC)
• 杭州圣戈班
•中国三星
•&瑞泰人寿保险有限公司
• 圣戈班韩格拉斯世固锐特玻璃（上海）有限公司
• 厦门建发纸业有限公 司
• 上海依视路光学有限公
• 上海安吉斯巴鲁汽车销售服务有限公司
Click the below links to view some of our past events:
点击下面链接以观看我们过去的活动：
经典回顾
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如何使用情商进行企业教练
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如何吸引你竞争对手的大客户，让他们反过来跟你购买？
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Why Understanding People is the Key to Innovation
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打造优质服务文化需要克服的五个问题
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成功的路上并不拥挤，因为能坚持下去的人真的不 多