DUSA
                      Training

THE 4 PHASES OF SUCCESSFUL B2B SELLING

DUSA 会员培训:成功B2B销售的4大阶段

Friday, October 26, 2018, 08:30 - 12:30
2018年10月26日  周五 08:30 - 12:30

Holiday Inn Express Suzhou Changjiang Road
苏州长江智选假日酒店

No. 199 Changjiang Road, Gaoxin District, Suzhou 215011 
苏州高新区长江路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。
Registration

Language:  语 言:
Bilingual (双语

Fee: 费用:
RMB300 per person for DUSA Member  DUSA会员,每人人民币300元; 
RMB500 per person for non-DUSA Member  非会员,每人人民币500元。

Registration:   注册:
Pease register via EventBank or send an email to Maggie Chen (info@dusa-eu.cn) with name, company, position, email address and contact number of the attendee(s). Events have limited seats, so to ensure your attendance we encourage you to register and pay in advance. We can not guarantee entry to anyone that has not registered in advance.

Cancellation Policy:   取消政策:
If you register for an event but can’t attend, please do let us know in advance. If you cancel 2 days before the event, there will be NO cancellation fee. DUSA will charge 50% of the registration fee if you cancel within 2 days, and 100% for cancellation within 24 hours.

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

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:

Contact us

If you have any questions please contact Sarah Tian at biz@dusa-eu.cn or +86 18551283058.

   Register Now