26 OCT: DUSA MemBers' Training
"The 4 Phases of Successful B2B Selling"
成功 B2B 销售的4大阶段

Oct 26, 2018
(8:30 AM - 12:30 PM)

Holiday Inn Express Suzhou Changjiang Road

苏州长江智选假日酒店

No. 199 Changjiang Road, Gaoxin District, Suzhou 215011

苏州 虎丘区 长江路199号
 
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:
  1. Unable to prepare well enough
  2. Unable to probe deeper into customers' hidden needs
  3. Unable to progress through different influencers through the sales cycle
  4. Unable to deal with customers' objections effectively and close the sale
Having these concerns in mind, the "The 4 Phases of Successful B2B Selling " programme is created as a result of 1-to-1 coaching with sales people from a variety of industries across 23 cities in Asia.
This programme has been tried, modified, and re-tested to make sure that it delivers results for sales people, especially in the Asian context.
 
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：
  1. 无法足够地做准备；
  2. 能使客户对你所提供的服务感兴趣或兴致盎然；
  3. 无法在销售流程中搞定各个客户影响者；
  4. 无法有效处理客户反对意见，然后下单。
《成功B2B销售的4大阶段》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。
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。
Event Link
https://dusaeu.eventbank.cn/ event/19075/
Agenda
08:30

Registration

09:00

-

10:30

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
10:30

-

10:45

Tea break

10:45

-

11:30

Following through with the Key Influencers and Decision Makers
如何针对决策者及主要影响者进行跟进

  • Who are the Decision Makers and Key Influencers  
    客户的决策者和主要影响者是哪些人？
  • How to follow through with them strategically? 
    如何以战略方式进行跟进？

Case Study: How to work through the different Relationships in a Customer Organisation to sell at better terms and prices
案例分析：如何梳理主要客户中的各个关系以更好的价格和条款进行销售

11:30

-

12:00

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
12:00

-

12:30

Programme summary and wrap up
Facilitator
C.J. Ng
Executive Director of Directions Management Consulting Co., Ltd
Language: English and Chinese
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