SPIN® Selling Skills [Training School] SPIN®销售技巧培训
When:Friday, 14 July 2017, 8:30am - 12:00pm
Price:ONE training credit or RMB 800 for members. RMB1,280 for non-members. (This is a pre-paid event.)
This is a Chinese event. 中文活动.
上海英国商会有幸请来智上扬企业咨询有限公司首席顾问 - 邱晓文女士为会员带来这场SPIN®销售技巧的培训，分享她在谈判技巧和大客户销售策略方面的经验。
- SPIN® 模型介绍
The SPIN® selling skills course provides you with the necessary tools and behavioural skills to help you become more successful in acquiring and developing new and existing accounts. This course is of relevance to B2B sales and business development executives who want to shorten their sales cycles, strengthen customer relationships and improve their sales skills. Participants will learn how to build value more effectively, for both clients and their own organisations, by uncovering clients’ indirect requirements or business problems in order to develop them into explicit.
SPIN®, also known as the consultative sales skills, stands for four categories of question: Situation, Problem, Implication, and Need-payoff. SPIN® Selling Skills helps salespeople address issues such as: “Customers just don’t see why we’re worth a price premium.”; “Many of our sellers come from a technical background, so they talk about technical features instead of exploring the client’s business issues.”
Described as “the only way to approach B2B selling” by one client, these techniques require sellers to move away from product-driven sales pitches and inflexible scripts to engage in customer focused, value-driven, consultative sales conversations. By delivering a set of essential verbal skills, this training event will help to give the audience a better understanding of the following topics:
- Huthwaite International research insights on top sales worldwide
- Effective Persuasion
- The psychology of decision making
- Introduction of the SPIN® Model
- have analysed the strengths and weaknesses of their present selling style
- understand how major buying decisions are made
- understand the key behaviours used by effective salespeople in their verbal interactions with customers
Cancellation Policy: Please note that if you need to cancel this booking, we must receive your cancellation by email no less than 48 hours in advance of an event. If we do not receive the cancellation notice by this time, the Chamber will have to charge you the full-price for the event, as this is necessary to cover costs automatically incurred by the Chamber on the registered attendees’ behalf.
Sharon Chiou 邱晓文
As former Vice President of Corporate Value Department of Zenith Optimeida China, Sharon led the human resources management and development project of the group to expand the number of employees from 100 to over 800.
Sharon is a certified trainer of “SPIN® Selling Skills”, ”Skilled Negotiator”, “Account Strategy for Major Sales” for Huthwaite International, "Seven Habits of Highly Effective People“ by Franklin Covey Center, “Allsorts Creative Thinking 、Strategic Thinking” ,“ PDP ”, and many other leadership and management workshops.
- Huthwaite "SPIN® Selling Skills”, “Negotiation Skills”, "Account Strategy for Major Sales" 授证讲师
- "Seven Habits for Highly Effective People“ 授证讲师
- “Management Training Program” 授证讲师
- PDP (Professional Dynametric Programs) 授证讲师
- Allsorts “Creative Switch”, “SOCceR”授证讲师
+86 21 6218 5022