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这是DUSA3月7日的培训"使用MEDDICC进行国际化销售"的最后一次通知。

This the last call of DUSA Training "Winning International Customers using MEDDICC" on March 7th. 



成功的大客户销售最有力的原则之一就是 "没有拥护者就没有销售"。 这一规则基于 MEDDICC 框架,这是赢得复杂销售交易的行之有效的方法。  

One of the most powerful principles of successful key account selling is the rule of "No Champion = No Sale". This rule is based on the MEDDICC framework, a proven method for winning complex sales deals.

 

MEDDICC是一个缩写,代表:

MEDDICC is an acronym that stands for:

 

  • 衡量标准 Metrics
  • 出资买家Economic Buyer
  • 决策标准Decision Criteria
  • 决策过程Decision Process
  • 牵连的痛点Implicating Pain
  • 拥护者Champions
  • 对手Competition

 

在国际销售中,你需要接触正确的人,了解他们的需求,并影响他们的选择。您需要深入了解客户的情况、预期的成效和偏好,同时驾驭复杂的决策流程,清除路障,加快审批。

In International Sales, you need to reach the right people, understand their needs, and influence their choices.  You need to gain valuable insights into the customer's situation, desired outcomes, and preferences, while navigating complex decision-making processes, remove roadblocks, and expedite approvals.


"使用MEDDICC进行国际化销售"课程就是针对此类问题而开发的课程,该课程建立在对亚洲13个城市各行各业大客户销售人员所进行的"一对一"辅导的实践结果上,实操性很强。

With these concerns in mind, the "Winning International Customers using MEDDICC" programme was created as a result of 1-to-1 coaching with key accounts salespeople from a variety of industries that involve complex key account situations across 13 cities in Asia.

 

本课程已经过多次尝试、修订和再实践,以确保其对销售人员的实用结果,尤其适用于亚洲商务环境。

This programme has been tried, modified, and re-tested to make sure that salespeople deliver sustainable business results for customers, especially in the Asian context.

课程目标和学员收益 | Objectives and Benefit

在本课程结束后,学员将能够

After this training programme, you shall be able to:


1)  使用 MEDDICC 框架优化与国际客户的合作成果 Utilize the MEDDICC framework to optimize outcomes with international customers

2)  识别和培养拥护者,帮助实现更多销售 Identify and nurture Champions to help with more sales

3)  强化你的竞争优势并赢得出资买家的认可 Sharpen your competitive advantages and win over Economic Buyers

教学方法 | Methodology

本课程包含一系列生动翔实的参与性讲解,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做出合理的时间安排。

This training programme 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 to serve as a constant source of reference to them. Ample time will be allotted for group discussion. 

参加对象 | Who Should Attend

本课程专为国际销售人员和任何负责发展更多国际业务的人员设计!

This training programme is designed especially for international salespeople and anyone who is responsible for raising more international business!



语言 | Language

中文 Chinese 

日程安排 | Agenda

9

00AM

-

9

20AM

9

20AM

-

9

30AM

9

30AM

-

10

30AM

Warm-up, Re-align your international sales and value mapping

1. 讨论:我们有哪三个特质是让我们在国际市场取得成功的?我们有哪三个特质是抑制我们取得更好的效果的? Discussion: 3 key factors that contributed to your success internationally.3 key factors that are inhibiting you to achieve greater success?
2. 通过 MEDDICC 重新重塑你的国际客户 Using MEDDICC to re-align your international sales
3. 价值映射 Value Mapping

10

30AM

-

10

45AM

Tea Break

茶歇

10

45AM

-

12

30PM

Selling across culture

跨文化销售
1. 国际工作的文化挑战Cultural challenges in an international environment
2. 跨文化沟通的主要维度Key Dimensions in Cross-Cultural Communication
1) 关系导向 vs 任务导向Relationships vs. Tasks
2) 群体主义 vs 个人主义 Collectivistic vs. Individualistic
3) 灵活 vs. 结构化Flexible vs. Structured
4) 等级化 vs. 平等型Hierarchy vs. Flat
5) 含蓄 vs 直白Contextual vs. Direct
6) 关注关键事实 vs 关注复杂逻辑Fact based vs. Complexity Centered
3. Case discussion: miscommunication in cross-culture sales situations
案例讨论:跨文化销售环境中的沟通误区

12

30PM

-

1

30PM

1

30PM

-

3

00PM

Stay on top of your big accounts with your Champions.

通过 Champion 掌握大客户的人脉
1. Champion (拥护者) vs Coach (教练) vs Helper (帮手) 的区别
2. 活动: 客户组织内的关联者关系管理 Activity: Stakeholder management in your customer’s organization
3. 如何在远程沟通的情况培育、发展你的拥护者 How to cultivate and develop your Champions in a remote communication situations

3

00PM

-

3

15PM

3

15PM

-

4

30PM

How to get the customer's Economic Buyers to want to talk to you

如何让客户的出资买家愿意跟你交流
1. 什么是出资买家? What is an Economic Buyer?
2. 面对出资买家该与不该做的事情 Do’s and don’ts communicating with Economic Buyers
3. 演练: 如何取得出资买家的认可 Role Play: how to gain buy-in with Economic Buyers

4

30PM

-

5

00PM

Wrap Up, Reflection and Action Plan

课程回顾及行动计划

培训师 | Trainer

  • C.j. Ng (World-class sales, leadership and experiential learning coach and facilitator at Directions Management Consulting Co., Ltd.)

    C.j. Ng

    World-class sales, leadership and experiential learning coach and facilitator at Directions Management Consulting Co., Ltd.

    More Information

门票 | Tickets

** 费用里包括30元的午餐费。

Lunch of 30 yuan is included in the ticket price.

取消政策 | Cancellation Policy

If you register for an event but can't attend, please do let us know in advance. If you cancel 1 day before the event, there will be NO cancellation fee. DUSA will charge 100% of the registration fee for cancellation within 24 hours.

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