Half-day DUSA Training: Mastering Sales for Technical People (Bilingual Session)
技术人员的卓越销售技巧 （双语授课）

While there has been a greater emphasis for technical staff to engage with customers and stakeholders, most technical staff are not well equipped with the know-how to engage and connect with these customers and stakeholders effectively.

尽管只要行业越 来越依赖技术员工与客户进行密 切沟通，但许多技术员工却欠缺 主动与人（尤其陌生人）沟通或 相处的技能

Having these concerns in mind, the “Mastering Sales for Technical People” programme is created to enable them meet these new competencies. 

技术人员的卓越 销售技巧 就是针对上述挑战而开发的课程，以提升技术员工的销售能力。

In this workshop, participants will learn about:在这个课程中，学员将学到:

Why Some Technical Sales People Succeed While Others Fail:

成功技术销售与 失败技术销售的区 别： 

• The difference between technical and sales people
  技术人员与销售 人员的区别
• What makes technical sales people successful
  技术销售人员的 关键成功因素
• What are some of the winning and losing ways in sales
  销售人员中的成 败因素
• How do you know you can succeed in sales?
  你怎么知道你是 否能够胜任销售工作?

Connecting with Customers 如何与客户沟通

• Define what are the reasons that will make customers want to see or spend time with you
  如何掌握客户最 关注的要点
• Scripting your Valid Business Reasons to have make your call a top priority
  如何设计你的电 话开头语
• How to draw out the obvious and hidden needs, wants and concerns from customers
  如何问出客户的 难言之隐
• Role Play on probing for customers’ needs
  提问演练

Who should attend?

谁该出席

• Current technical sales and sales support engineers
  当下的技术销售 及销售支持工程师
• Future technical sales and sales support engineers
  日后的技术销售 及销售支持工程师
• HR and Training managers
  人力资源及培训 经理

About the Trainer  讲师介绍:

C.J. Ng is the Master Trainer for Leadership IQ in Asia who has helped international companies achieve quantum improvements in sales profits in China and beyond. C.J. is the first and only China-based leadership, sales & experiential learning facilitator invited to speak at the American Society for Training & Development (ASTD) International Convention. He has consulted for and trained the staff and managers of well-known companies such as Delphi Packard, Alcoa Wheels, Evonik, BMW and Schneider Electric.  黄常 捷 (c.j. Ng)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结合销售、领导力及体验式培训于 一身的亚洲咨询师。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。迄今为 止，c.j.已帮助：世界领先 的 制造企业如 美铝轮毂、泰科 及 莱尼电缆 的销售团队如何提高他们的业绩；国际化工集团如赢创、林德工程及空气化工产品 发展提高其团队的领导力和销售能力。全球企业佼佼者 如 施耐德、德尔 福、宝马的经理提升领导力及各 项领导技能，以提高团队的作战 能力等

Agenda:

14:00  Session Starts
15:30  Tea Break
17:00  Session Ends    

Venue  地点  : 

Ascott Midtown Suzhou No. 229, Zhongxin West Avenue, SIP.
苏州雅诗阁，苏州工业园区中新 大道西229号万科美好广场 （近地铁一号线中央公园站）http://www2.the-ascott.com/en/china/suzhou/ascott_midtown_suzhou.html