How to Identify and Optimize Your Selling Styles to Achieve Breakthrough Results










Date:
22 Nov 2019, Friday
2019 11月22日 周五
Time:
13:30 - 17:00 hrs
Venue:
White Space People's Square • Shanghai • No.700 Yan'an East Road  (near Guangxi North Road)
• Level 24 • H5
上海黄浦区延安东路700号 （近广西北路口）•
港 泰大厦24楼H5会议室
Fee :
RMB 200 nett
人民币 200 元整

To register  报名：

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

Call : 021-6222 2500

ABOUT THE FACILITATORS
关于嘉宾

Yan Cheng

成 彦 Yan Cheng
 
14 years of work experience, 10 years ofhuman resources experience, 8 years of talent planning and talent selection;currently responsible for Lumina Learning's product operation and projectmanagement in China, Lumina Learning international certified.
At the same time, she is also a residentlecturer in the career development of university students at ShanghaiUniversity and Shanghai University of International Business; JA volunteers.
14年工作经验，10年人力资 源从业经验，8年专注人才规划 及人才甄选；目前负责 Lumina Learning中国地区产品运营和项目管理工作，Lumina Learning国际认证师。
擅长课程主题：人才规划、招聘 及面试技巧、销售技巧、团队融 合、沟通、领导力发展等。
同时，还兼任上海大学和上海对 外贸易大学的大学生职业生涯规 划常驻讲师；JA志愿者。

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. has helped:
  • International automobile companies such as Schaeffler, Aptiv and Brilliance BMW to communicate and lead across cultures
  • Leading chemical companies such as Air Products, Evonik and Axalta to generate more sales throughout the Asia-Pacific region
  • Global IT companies such as Google, HP and Sophos to improve their cross-regional and cross-functional leadership and management team development capabilities.
     
At the same time, c.j. is accredited in various assessment tools such as the Cultural Navigator, TTI DISC, OD-Tools Motivation Questionnaire, Belbin Team Roles etc..

c.j.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。 c.j.曾帮助：
 
  •   全球汽车行业佼佼者如 舍弗勒、安泼福 及 华晨宝马 进行有效跨文化沟通和领导力
  • 世 界领先的化工企业如 空气化工(Air Products)、赢创 及 艾仕得涂料 的亚太区销售团队在项目销售上去的更佳业绩。 
  • 国 际知名IT企业 如 谷歌、惠普 及 Sophos 如何地在跨区域及跨部门更好地 进行合作
     
与 此同时，c.j. 老师也是一名认证教练，一名认证Scrum Master，同时还是一些测 评工具的认证顾问，如：TTI DISC、OD-Tools 激励因素、Cultural Navigator、贝尔宾团 队角色等。


How to Identify and Optimize Your Selling Styles to Achieve Breakthrough Results
如何识别并优化你的销售风格,
取得突破性业绩
3.5-Hour Bilingual Workshop   3.5 小时双语工作坊

INTRODUCTION 简介


We are in an era where there is no lack of training, whether it's online, micro-classes, WeChat public accounts, online Apps, etc. or traditional offline training, the training industry has developed a complete learning map after iterations. This provides employees in all walks of life with most of the knowledge and skills required. However, even in an era when training resources are readily available, employees sometimes say, "I've learnt all the knowledge in my trainings, but I just can't get the job done."
我们处于一个不缺乏培训的时 代。无论是线上，微课、公众 号、在线课堂类App等；还是 线下，传统培训行业经过多年打 磨，已编织出一张完备的学习地 图，为各行各业各职能条线的员 工提供从新入职到新任务再到新 晋升所需的绝大多数知识技能学 习。但即便在这个培训资源触手 可及的时代，员工有时候仍会感 慨：培训的知识道理我都懂了， 但臣妾做不到啊！
 
So what are the factors that prevent employees from applying what they have learnt into actions that will lead to better performance? Is there a way to help employees see their limitations in their performance so that they can be more proactive and open to self-growth? Today, we start from B2B sales, to discuss how you can stimulate growth in your employees based on their personality traits, and thus achieving performance breakthrough.
到底是什么阻隔了员工将所学知 识转化为行动，进而形成业绩的 上升？有没有一条路径可以帮助 员工在业绩中看到自己的局限， 从而更主动自发地开启自我成 长？今天我们从B2B销售出 发，来跟大家探讨下如何从性格 特质，激发员工成长，实现业绩 突破。

PROGRAM OUTLINE 课程大纲
 
Successful vs Unsuccessful Sales People
成功销售与失败销售的区别
  • What are the characteristics of a great salesperson
    卓越的销售人员都具有哪些特征
  • The four stages of B2B sales
    B2B销售的4大阶段
  • Selling style self-assessment
    自我销售风格的判定
  • Lumina Card game + 4 color types
    Lumina卡片游戏 + 四色原型
  • Fast reading of characteristics of team members and selling styles
    团队中成员的特性与销售风格速 读
  • In combination with Lumina Spark cards, define what is the competency of a good salesperson in each of the selling stages
    结合Lumina Spark的卡片，定义每个销售阶段中什么才是优秀销售人员应具备的能力
How to follow up with decision makers and key influencers
如何针对决策者及主要影响者进 行跟进
  • Who are the customer's decision makers and key influencers
    客户的决策者和主要影响者是哪 些人
  • With Lumina Spark fast reading, build rapport and understanding
    通过Lumina Spark速读，来建立融洽关系，建立理解
How to deal with objections effectively
如何有效地处理异议
  • Lumina Spark Selling Style influences knowhow as well as intrinsic needs
    Lumina Spark销售风格的影响诀窍以及内在需求
  • Reduce concerns and build consensus
    消除顾虑达成共识
Group exercises for Lumina Spark sales scenarios
Lumina Spark的销售场景分组练习

What is Lumina Spark:
什么是 Lumina Spark：

Lumina Spark is based on the classic "Big Five" theory. It also uses Jung's theoretical perspective for references and analyzes personality traits in detail through four colors, eight aspects and twenty-four traits.
LuminaSpark建立在 经典的“大五”理论基础之上， 同时也借鉴了荣格理论视角，通 过四种色彩、八个方面、二十四 个特质详尽分析人格特质。
Lumina Model
At the same time, in Lumina Spark's model, the harmonious contradiction of individual personality, where you can understand your underlying, everyday and overextended personas. Lumina Spark can help you:
同时在Lumina Spark的模型中，个体个性上的和谐矛盾；人们在潜在、日常、压力三种状态下个性的差异等一系列曾令人困扰的个性特征被直观地呈现出来。Lumina Spark可以帮助你：
  • Improve self-awareness  提高自我认知
  • Better cooperation and create better results  更好地合作，创造更好的结果
  • Improve working relationship and efficiency  改善工作关系及效率
  • Deal with stress better  更好地面对压力
Through Lumina Spark, professionals can fully understand themselves and others, debug and develop themselves more effectively, work better with teams and achieve better performance.
职场人士通过Lumina Spark全面地了解自己和他人，更有效地调试和发展自我，同时与团队更好地合作，并创造更好的业绩。
 
Relationship between Lumina Spark and Selling Styles:
Lumina Spark与销售的链接：
  • Help to recognize the diversity of the team and maximize the sales potential of each member
    帮助认可团队多样性并因人而已 地发挥每个人的销售潜能
  • Create a common language that enables sales leaders to become active team coaches
    创造一种使销售领导成为积极的 团队教练的通用语言
  • Make a better person-job fit
    做出更合适的人岗匹配

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: