Training Language语言
Chinese/中文
Times are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your sales targets have NOT been reduced. Selling in a difficult economy requires different approaches than during a robust one. In addition, after the COVID-19 outbreak, some customers have even refused to see salespeople, and salespeople will have to sell without seeing the customers. This makes selling in this tough economy even more challenging! This workshop shall take the salesperson through a step-by-step way on how to navigate through these challenges, and still hit targets.
经济低迷的时期，很多公司正在削减开支，许多决策者也在推迟大规模购买。然而，销售人员的销售目标并没有减少，因此，在严酷的经济形势下需要有不同的销售方法。此外，新冠肺炎爆发后，一些客户甚至拒绝与销售人员见面，迫使销售人员在不见客户的情况下进行销售。这使得在艰难的经济环境中进行销售更具挑战性！此工作坊将一步一步地引导销售人员应对这些挑战，解决工作中遇到的问题，在经济低迷下实现销售目标。
Course Content课程内容
Session 1: 14:00 - 17:00, 8 September
Ø Key Sales Focus during Tough Times
- Tough times do not last but tough people do
- Develop new businesses
- Prepare for longer sales cycles
- Justify your value
- Build trust and credibility
Ø How to Get Appointments with New Customers
- Who do you call for the initial meeting?
- Get your script right for your initial calls
- Role-play: get appointments with new customers
Ø Selling Without Seeing the Customer
Session 2: 14:00 – 17:00, 9 September
Ø Prospect and Qualify the Right Kinds of Customers
- Qualify the right kind of customers
- How to spend more time and resources with fewer qualified customers
Ø Sales Communication - Gather Needs I
- The 3 stages of the customers’ buying process
- Map your questions according to the different stages of the customers’ buying process
- Exercise: make a list of the questions to ask
Ø Sales Communication - Gather Needs II
- Role-play: find customers’ needs
- Debrief on questioning role-plays
- How to handle objections effectively
- 4 steps to handle objections
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How to say” NO” without going into an argument with the customer
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Uncover what else do the customer value besides price
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How to mitigate customers' concerns and reach an agreement
模块一：9月8日，14:00 – 17:00
Ø 经济低迷时期的重点销售任务
- 经济低迷不会持续太久，但有志者事竟成
- 发新客户
- 为更长的销售周期做准备
- 证实你的价值
- 建立信任和信誉
Ø 如何约见新客户
- 你一般想约见什么样的 客户？
- 撰写你的电话预约脚本
- 演练：如何约见新客户
Ø 如何不见客户做销售
- 使用虚拟方式进行销售的额外难度
- 如何通过虚拟空间与客户进行有效交流?
- 如何不见客户进行销售跟进？
模块二：9月9日，14:00 – 17:00
Ø 如何筛选合适的客户
- 如何筛选合适客户？
- 如何将更多的时间和资源用在少数的合适客户
Ø 销售沟通：了解需求 1
- 客户购买的3个阶段
- 据客户的各个购买阶段提出相应的提问
- 练习：给问题列一张清单
Ø 销售沟通：了解需求 2
Ø 总结与行动计划
Target Group参加对象
Sales directors / managers and salespeople who would like to make breakthrough during tough times
希望通过提升销售技巧在经济低迷时期突围而出的销售总监、经理及各级销售人员
Terms & Conditions:
- Each registration and membership status needs to be confirmed by the European Chamber
- A written confirmation with the bank details will be sent to the participant
- All payments need to be done in advance. A scanned version of the bank slip needs to be sent to the European Chamber.
Cancellation Policy
To cancel you can: 1) email yangzhao@europeanchamber.com.cn, or 2) cancel online if you registered for the event through the website
