Price is NOT the Reason Why You Lost the Deal
 19 Jul 2010
Power Breakfast Hour: Price is NOT the Reason Why You Lost the Deal
 

Highlights:

 
  • Why only 7% of the highest-priced bids are awarded the deal, ONLY 4% of the lowest-priced bids eventually win the deal
  • Why 52% of the technically superior bid ended up losing, while 80% of the bids are awarded to the incumbents
  • How to create a sharply customer-focused strategy to address customers' real concerns, and then communicate the right language for the right value proposition via a well-positioned and planned proposal that complies with the customers' criteria.
 

About the speakersCJNg _ 2.jpg

c.j. is the international Sales, Leadership and Innovation consultant who have helped international companies achieve quantum improvements in sales profits in China and beyond. c.j. is the 1st Asian sales & leadership facilitator invited to speak at the American Society for Training & Development (ASTD) Conference. He has so far consulted for and trained the staff and managers of well-known companies like Evonik, Texas Instruments, and Air Products, just to name a few...

Tony Wai is CEO of Shipley China.   Shipley is the top world leader helping clients to win over $200B worth of bids each year, while SCMC is a company focusing on value creation and competency development for supply management profession. In his career, Tony held leadership positions at companies of various sizes including IBM, Singer-Link, Crystal, and Core Solutions, in territories ranging from USA, Hong Kong to China, as well as spanning crosses many fields such as aerospace, e-business, information technology, consulting, supply chain management and training etc....

For whom?

All professionals and managers who are involved in bidding for projects, and would like to achieve as high as 83% win-rate for your bids in legal and ethical ways.

Testimonials

"c.j. Ng is an excellent sales trainer, whose lesson start already with the way he is promoting himself and his company. He serves you outstanding expertise seasoned with a surprising knowledge about your industry and company, that adds up to a tailor-made menu for your specific needs and requirements. He is able to spot your short-comings and work with you to eliminate them. No matter whether you work with him professionally or just have a conversation over a cup of coffee, you have a guarantee to learn something for your career and have a good time on top of that"

Roy Schoettle, Regional Business Manager, Asia, Flint Group

   

 

DATE:   19th July  2011
 
TIME:  

08:00 - 10:00 hrs

 
VENUE: Crowne Plaza Shanghai  •  Level 2  • Oscar Room • 400 Panyu Road (by Fahuazhen Road)
上海银星皇冠酒店 • 二楼  • 奥斯卡厅(番禺路400号,靠法华镇路)
 
FEE:   RMB 200/=

 

To make this a more conducive discussion, we are expecting a small group of about 15 people only  Please e-mail your registrations to sales@directions-consulting.com

If you need us to customise inhouse programmes for you, please contact +86-21-5820 6920 to arrange for an appointment to discuss further.

 

Additional Resources

Download the PPT: Selling to Muggles: How to Make the Sale when Buyers have No Idea What You're Talkin' About

or the video: "Selling to Muggles: How to Make the Sale when Buyers have No Idea What You're Talkin' About".

Also, log on to www.psycheselling.com/page4.html

 

 

Organised by:

Shipley Associates