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 Certified ScrumMaster, 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
   

 

Times are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your sales targets have NOT been reduced. Selling in a difficult economy requires different approaches than during a robust one. In addition, after the COVID-19 outbreak, some customers have even refused to see salespeople, and salespeople will have to sell without seeing the customers. This makes selling in this tough economy even more challenging! This workshop shall take the salesperson through a step-by-step way on how to navigate through these challenges, and still hit targets.

经济低迷的时期，很多公司正在 削减开支，许多决策者也在推迟大规模购买。然而，销售人员的销售指标并没有减少，因此，在严酷的经济形势下需要有不同的 销售方法。此外，新冠肺炎爆发后，一些客户甚至拒绝与销售人员见面，迫使销售人员在不见客户的情况下进行销售。这使得在艰难的经济环境中进行销售更具 挑战性！此工作坊将一步一步地 引导销售人员应对这些挑战，解决工作中遇到的问题，在经济低 迷下实现销售目标。
 

WORKSHOP SCHEDULE 课程安排 

Session 1: 14:00 - 17:00, 8 September
模块一：9月8日，14:00 – 17:00

Key Sales Focus during Tough Times

• Tough times do not last but tough people do
• Develop new businesses
• Prepare for longer sales cycles
• Justify your value
• Build trust and credibility

经济低迷时期的重点销售任务

• 经济低迷不会持续太久， 但有志者事竟成
• 开发新客户
• 为更长的销售周期做准备
• 证实你的价值
• 建立信任和信誉

How to Get Appointments with New Customers

• Who do you call for the initial meeting?
• Get your script right for your initial calls
• Role-play: get appointments with new customers

如何约见新客户

• 你一般想约见什么样的客户？
• 撰写你的电话预约脚本
• 演练：如何约见新客户

Selling Without Seeing the Customer

• Additional challenges in selling virtually
• How to engage your customers in a virtual environment?
• How to follow through with customers without seeing them?