培训受众: Sales team 课程大纲: Morning of day one:
•How to understand the relationship among Price, Demand & Supply
oUnderstand the S-D-P curve
oUnderstand the difference between Marketing and Sales, get the right information
•To be a smart sales: identify human needs and business needs
oWhite-board exercise：human needs and business needs
oHow to deal and satisfy the 2 kinds of needs?
•4 selling skills (opening, questioning, promoting product, seal a deal):
oOpening skill (3 steps)
How to make a professional & effective opening?
Participants opening exercise
oQuestioning skill:
3 styles of questioning (open, close, follow up)
3 steps of questioning
How to ask the right question?
What is called SPIN skill?
Participants exercise
12.00 – 13.00 （Lunch break）
Afternoon of day one:
oHow to successfully promote your product?
oPromoting skill (the timing and the skill)
oLink your product with the customer needs and benefits
oDevelop and find out the needs behind the needs
oUse SPIN when customer not really keen on your product
oHow to deal when customer misunderstands your product
oHow to deal when customer does not satisfy with your product
oParticipants exercise

Morning of day two:
•Review the first day training content and Q&A
•The skill of 3 steps to lead to agreement with customer
oHighlight the benefits agreed by the customer
oMake a next step suggestion
oVerify the customer’s confirmation
oParticipants exercise
•Consultative selling versus transactional selling
oWhat does consultative selling focus on:
How to develop loyalty customer?
The benefits of loyalty customer
•Deal with different customer styles - the DISC skill
oDISC skill exercise

Afternoon of day two:
•Successful selling needs a unique story
oExample of the story
oExercise: how do we make our own product story?
•The selling systematic skill-set:
oWhat’s the target of selling and negotiation?
oHow to deal with negotiation?
oWhy we can’t get into price negotiation too early?
oWhat’s the right timing to start negotiation?
oKAM – what’s called key account management?
oHow to build up key account database?
•Summary of the training and Q&A session
End up training