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Workshop
Information
课程信息
| Date: |
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May
7, 2021,
Friday
2021年
5月 7日 周五 |
| Time: |
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15:00
- 16:00 hrs |
| Venue: |
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Virtual
(Zoom link
will be sent 1
day in
advance)
线上 (Zoom
链接将在访谈前一天发送)
长
按识别二维码报名
|
Fee : |
|
Complimentary
限时免费 |
To
register
报名:
e-mail: jane@directions-consulting.com or
Call :
021-6222 2500
ABOUT
THE SPEAKER
嘉宾简介
c.j. Ng
黄常捷
c.j.
is the
world-class
sales,
leadership and
business
acumen coach
who have
helped
international
companies
achieve
quantum
improvements
in sales
profits in
China and
beyond. So
far, c.j. Is
the 1st and
ONLY Asian
sales,
cross-culture
and leadership
expert to have
been invited
to speak at
the American
Society for
Training &
Development
(ASTD)
International
Convention.
c.j.是美国培训与发展协会
（ASTD）2009年国际大
会的特邀演讲嘉宾，也是
ASTD国际大会有史以来唯一
受邀演讲的亚洲销售、领导力及
商务敏锐度培训咨询师。他是一
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. has
helped:
迄今为止，c.j.已帮助：
- Global
IT companies
such as
Google, Cisco
and HP to
improve their
strategic
selling and
negotiations
abilities
globally.
国际IT企业 如 谷歌、思科
及 惠普
如何针对国内及国际市场进行战略客户管理及谈判协商
- International
industrial
companies such
as Honeywell,
Porsche and
Brilliance BMW
to lead change
through
developing
their
leadership
teams
全球实业佼佼者如
霍尼韦尔、保时捷 及
华晨宝马
通过发展各层领导的能力以推动变革
- Leading
chemical
companies such
as Air
Products,
Evonik and
Axalta to
generate more
sales
throughout the
Asia-Pacific
region
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。
|
|
|
Webinar:
How
to Sell to
Customers when
There’s NO
Obvious Need
(Chinese)
线上分享 |
如何在客户没有明显需求的时候进行销售
(中文)
60-minutes
Webinar 60
分钟线上分享
INTRODUCTION
简介
As
sales
organizations
make the
transition
from selling
boxes to
selling
integrated
solutions,
sales people
would have to
adjust the
ways they sell
as well.
In addition,
as customers
make the
transition
from buying
boxes to
buying
integrated
solutions, the
contact
persons
involved might
have changed,
and their
expectations
of how the
sales person
handle the
sales
conversation
have changed a
lot too
随着销售组织从销售 ”盒子”
过渡到销售集成解决方案，销售人
员也必须调整销售方式。
此外，随着客户从购买”盒子”
过渡到购买集成解决方案，
相关联系人可能已经发生了变化，
他们对销售人员如何处理销售对话的期望也发生了很大变化
Instead of
having the
sales
conversation
around
products,
sales people
will have to
strike up
conversations
with customers
revolving
around
business and
technical
issues that
the customer
are interested
in. The
key challenge
for is to find
ways to avoid
the customer
saying”no
need”, and
then strike up
a meaningful
conversation
with the
customer
销售人员将不得不围绕客户
感兴趣的业务和技术问题
与客户展开对话，
而不是围绕产品展开销售宣讲。
关键挑战是，如何避免客户说
“不需要”，
然后与客户进行有意义的对话。
Agenda
学习重点
-
From
hustling
products to
selling
solutions:
mindset
changes that
sales people
need to make
从推销产品到销售整体方案:
销售人员所需要做的做的思维改变
-
How to
make sure your
customers
don’t say “no
need”
如何确保客户不跟你说
“不需要”
-
How to
strike up a
conversation
with potential
customers when
you are NOT
selling a
product
如何在不做产品推销的前提下与
潜在客户进行沟通
Resource
Downloads
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