According to various research, customers are willing to spend less time with salespeople | 根据各种研究,客户愿意花更少的时间在销售人员身上:

  •  Customers reported spending only 17% of their total buying time interacting directly with supplier sales teams (Gartner) | 客户报告说,他们只花了总购买时间的17%与供应商销售团队直接互动(Gartner)
  • 75% of B2B buyers don't see the value in interacting with salespeople (Forrester) | 75%的B2B买家认为与销售人员的互动没有价值(Forrester)

 

If you think about it, the reason is simple: no one wants to listen to endless sales pitches that do not give them insights or add value to their work.  If customers are interacting less with salespeople, could it be it's because their senior management had already made those initial contacts (and research) for them? | 如果你仔细想想,原因很简单:没有人愿意听无休止的推销,这些推销不能给他们带来启示,也不能给他们的工作增加价值。如果客户与销售人员的互动减少了,会不会是因为他们的高级管理人员已经为他们进行了这些初步的接触(和研究)?

 

While most salespeople understand the importance of influencing the C-Suite that has the biggest influence on the strategic considerations of buying decisions, many are not able to get a meeting or strike up meaningful conversations with them. | 虽然大多数销售人员明白影响对购买决策的战略考虑有最大影响的C-级高管的重要性,但许多人无法与他们会面或进行有意义的对话。

 

When you are involved in the more complex parts of selling to the C-Suite or influencing a wider target audience within your customer organization, you might hear the following complaints from customers rather often: | 当你参与过向C-级高管进行销售或影响客户组织内更广泛的目标受众,你可能会相当频繁地听到客户的以下抱怨。:

  •  You just don't understand our business | 你并不了解我们的商务情况
  • You don't substantiate what value we can get from this | 你不能保证我购买的产品的价值
  • You are just pushing your products and services, but what we need is something that works for us | 当我们只需要一个有效的方法的时候,你却只在推销你的产品和服务
  • You never give us innovative ways to solve our problems | 你从不给我们创新的方案来解决问题
  • and so forth. | 以及其他种种抱怨。

 

Hence, the following workshop adopts the best-in-class sales practices to bring insights that will enable you to grab the attention of C-Suite customers and engage them in business and strategic discussions. | 因此,下面的研讨会采用了一流的销售实践,带来的见解将使你能够抓住C-级高管客户的注意力,并让他们参与业务和战略讨论。

 

Pre-workshop Sales MapTM assessment will be issued to ascertain the strengths and weaknesses of each sales person throughout the sales cycle | 培训前前将发布Sales MapTM测评,以确定每个销售人员在整个销售周期中的优势和劣势。

Objectives and Benefits | 课程目标和学员受益

By the end of the training programme, you shall be able to | 在本课程结束后,学员将能够:

1)   Engage C-Suite customers effectively | 有效与C-级客户进行交流;

2)   Probe and gain C-Suite customer insights | 探求C-Suite客户的需求并获得对他们的见解;

3)   Follow through with the right buying influencers; and | 跟进决策影响者;以及

4)   Handle objections and other sales negotiations with ease. | 以平和的心态应对异议和其它销售谈判。

Methodology | 教学方法

This training consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants so that these will be a constant source of reference to them. Ample time will be allotted for group discussion. | 本课程包含一系列生动详实的参与性讲解,说明和解释通俗易懂,训练和案例贯穿始终,学员还会获得大量的讲座材料,作为日后的常用参考资料。讲座还将为小组讨论作出合理的时间安排。本课程让您能够把所学到的知识立刻运用在工作上。

Who should attend | 培训对象

This training is designed especially for Sales People, Sales Managers/ Supervisors who are dissatisfied with any training they have attended before, and want something that WORKS! | 对自己此前所参加的所有培训均感到不尽如人意、期望获得具有实效、切实可行结果的销售人员、销售经理/总监等

Event Registration | 活动注册

  • There are limited seats for this training. Please register for it at your earliest convenience. | 本次培训席位有限,请尽早注册。
  • The epidemic prevention requirements of the training venue will be sent to all registrants by email two days before the event. Please check your inbox and the junk emails as well. | 培训场地的防疫政策将在培训开始两天前通过邮件发送给各位。请注意查收,也请查看您的垃圾邮箱。
  • The e-invoice will be sent to you one week after the event. | 电子发票将在培训结束后一周内发送给您。
  • If you have any questions during the registration, please contact | 如您在注册中有任何疑问,请联系:Maggie Chen, mobile phone: 180 5104 2137 E-mail: info@dusa-eu.cn

Event Language

Chinese | 中文

Agenda

9

30AM

-

10

30AM

Approaching the C-Suite: | 约见C-级高管

• What are some challenges you face when getting an appointment with the C-Suite? | 你在约见C-级高管的时候遇到什么挑战?
• Understanding the C-Suite’s business using the Business Model Canvas | 使用商务模式画布了解C-级高管的商务情况

Activity: Mapping your customer‘s Business Model Canvas activity | 活动: 绘出你客户的商务模式画布

10

30AM

-

10

45AM

10

45AM

-

12

30PM

Value Mapping | 价值绘制

• Defining Jobs-to-be-Done of your C-Suite customer | 确定C-级高管客户所欲完成的工作 (JTBD)
• Finding out what the C-Suite customer want to Achieve, improve, Resolve or Avoid over the next 1-3 years | 找出C-级高管客户在往后1-3年想要实现、改善、解决或避免的问题。
• Communicating value: how to get appointments with C-Suite customers | 价值沟通: 如何约见C-级高管客户

Role Plays | 演练

1

30PM

-

3

00PM

Key Concepts in Negotiations | 谈判的核心概念

• Common mistakes | 常见的谈判失误
• BATNA | 谈判协议的最佳替代方案
• SWOT analysis using the Negotiation matrix | 使用谈判矩阵进行SWOT 分析
• Simple negotiation case | 简单谈判案例

3

15PM

-

4

30PM

Strategic Negotiations | 战略谈判

• What to prepare prior to negotiating | 谈判之前所需要做的准备
• Uncovering what else do the customer value besides price | 挖掘客户除了价格以外,还有哪些需求或想获得的价值
• What‘s your walk-away point? | 你的走人底线是什么?
• Who else can support you in the negotiations | 还有谁可以支持你克服相关异议
• Case study and role play on strategic negotiations | 案例角色扮演:战略谈判

Trainer

  • C.j. Ng (World-class sales, leadership and experiential learning consultant)

    C.j. Ng

    World-class sales, leadership and experiential learning consultant

    More Information

Tickets

** The registration fee includes the lunch and the Sales MapTM assessment. 

培训费包括了午餐和Sales MapTM测评费用。

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