Proposal - Selling v8.4.2

Psyche-Selling: How to Get into the Minds of Customers and Make the Sale
for Industrial Solutions– 2 Days
工業(yè)品的銷售攻心術(shù)——2 天
?

The Concept 課程概述

?
One of the critical challenges for sales managers is that their sales teams
rely too much on their past experiences and do not follow a reliable
pathway to improve their sales conversion and win rates.

銷售經(jīng)理面臨的關(guān)鍵挑戰(zhàn)之一是，他們的銷售團隊過于依賴他們過去的經(jīng)驗，沒有遵循
可靠的途徑來提高銷售轉(zhuǎn)化率和贏利率。

Having these concerns in mind, the “Psyche-Selling TM” programme is created
as a result of 1-to-1 coaching with sales people from a variety of
industries across 13 cities in Asia.

銷售攻心術(shù)就是針對對此類問題而開發(fā)的課程，它是一門建立在對亞洲13個城市各行各
業(yè)銷售人員所進行的“一對一”輔導的實踐結(jié)果上。

The main focus include:
主要內(nèi)容包括

1. How to follow and implement a practical and flexible sales pathway that
can fit into most B2B sales scenarios
如何遵循并實施一套實用且靈活的銷售途徑，以適應大多數(shù)B2B銷售的情況

2. How to achieve a good balance between giving what the customer wants,
and getting the results that your management wants
如何在給予客戶想要的東西和獲得管理層想要的結(jié)果之間取得良好的平衡

3. How to optimize your time and other resources so that you improve your
sales efficiency and effectiveness
如何優(yōu)化你的時間和其他資源，從而提高你的銷售效率和效果

A pre-workshop Sales MapTM assessment will be issued to ascertain the
strengths and weaknesses of each sales person throughout the sales cycle

培訓前前將發(fā)布Sales
MapTM測評，以確定每個銷售人員在整個銷售周期中的優(yōu)勢和劣勢

Sales-Map? is an online test that measures your B2B sales skills in four
stages: Prospecting, Meeting, Follow Through, and Negotiations. It works
for B2B salespeople of any industry and level. With Sales-Map? you can:

Sales-Map? 是一項在線測試，可從四個階段衡量您的 B2B
銷售技能：探尋、會面、跟進和談判。它適用于任何行業(yè)和級別的 B2B
銷售人員。Sales-Map?
的測試題目均為真實的銷售場景，逼真生動，讓您如身臨其境。這些場景涵蓋了銷售工
作中的各種情況，無論您銷售什么產(chǎn)品，都能找到與之相應的題目。Sales-Map?
將您的答案與專家組的答案進行比較。專家組由來自不同行業(yè)、地區(qū)和銷售方法的頂尖
銷售人員組成。您的答案與他們的答案越吻合，您的分數(shù)就越高。使用 Sales-Map?
您可以:


? Hire the best-fit candidates 招聘最合適的銷售候選人;
? Train your current sales force 培訓現(xiàn)有的銷售人員;
? Find the strengths and gaps of individual salespersons and sales teams
發(fā)現(xiàn)個人銷售人員和銷售團隊的優(yōu)勢和不足;
? Support coaching/ mentoring for salespeople 支持對銷售人員的教練與輔導.

The assessment has 33 realistic sales scenarios that make you think. They
are generic, so you can relate to them no matter what you sell. Sales-Map?
compares your answers to those of an expert group. The expert group has top
salespeople from different industries, regions, and sales methods. The more
your answers match theirs, the higher your scores. The test has 166 items
with different difficulty levels. Some answers are easy, some need
experience and training, and some have no best answer. These items make
the assessment more challenging.

Sales-Map? 的測試共有 166
個項目，難度各不相同。有些題目簡單易懂，有些則需要一定的經(jīng)驗和培訓才能答對。
還有一些題目沒有最佳答案，這是為了考察您的思維能力和應變能力。

This programme will be adapted according to the insights and cases shared
by the client.

本課程將根據(jù)客戶分享的見解和案例進行調(diào)整。。

Programme Outline 課程綱要


|Time 時間 |Day 1 morning |
|9:00 |Selling B2B: |
|~ |B2B 銷售： |
|10:30 |What are the key differences in between selling |
| |products and solutions? |
| |銷售產(chǎn)品和銷售定制的解決方案之間的主要區(qū)別是什么? |
| |The pathway of B2B selling B2B的銷售途徑 |
| |Prospecting 開拓 |
| |Engagement 會面 |
| |Follow-through 跟進 |
| |Negotiating 談判 |
| |Reviewing your Sales MapTM assessment reports |
| |Sales MapTM 測評報告解讀 |
|10:30 |Break 茶歇 |
|( | |
|10:45 | |
|10:45 |Qualifying the right kinds of customers: |
|~ |如何篩選合適的客戶： |
|12:30 |Understanding why customers buy and their mindsets |
| |客戶購買與不購買的原因是什么 |
| |What are the criteria of good customers besides budgets|
| |and volume? |
| |除了預算和單量以外，優(yōu)質(zhì)客戶還需要滿足什么標準? |
|Time 時間 |Day 1 afternoon |
|13:30 |Engaging with Customers: Opening and ending your sales |
|~ |call |
|15:00 |銷售溝通技巧: 如何開頭與結(jié)尾 |
| |How to get appointments with senior level customers |
| |如何讓獲得高級別客戶的約見 |
| |How to set up your next meeting at the end of your |
| |sales meetings如何在銷售會議結(jié)束時安排你的下一次會議 |
| |Exercise: drafting your opening and benefit statements |
| |活動：擬定你的開頭語及益處聲明 |
|15:00 |Break 茶歇 |
|( | |
|15:15 | |
|15:15 |Sales communication: Asking Questions: |
|~ |銷售溝通：銷售提問 |
|16:45 |Why do you need to ask questions |
| |如何提問以找尋客戶的需求 |
| |5 key questioning techniques to find out hidden needs |
| |and gaps |
| |5種提問方式以了解客戶的隱藏需求及差距 |
| |Exercise: Making a list of the questions to ask |
| |練習：給問題列一張清單 |
| | |
| |Sales communication: Needs and gap analysis: |
| |銷售溝通：需求與差距分析 |
| | |
| |Role Play: Questioning Skills to uncover needs and gaps|
| | |
| |角色扮演：提問技巧對練以挖掘需求及差距 |
| |Observing for positive/ negative signals |
| |觀察積極/負面的反饋信號 |
| |Debriefing on Questioning role plays |
| |提問演練點評 |
|Time 時間 |Day 2 morning |
|9:00 |Storytelling your Solutions |
|~ |用故事講述你的解決方案 |
|10:30 |What is a solution if there are no specific problems to|
| |solve? |
| |如果沒有明確的困擾，又何須解決方案呢? |
| |Matching the benefits and value of your solutions to |
| |the customer’s problems |
| |將您的解決方案的優(yōu)勢和價值與困擾客戶的問題相匹配 |
| |Elements of a sales story arc 銷售故事弧的要素 |
| |Using metaphors 使用隱喻 |
| |Exercise: crafting your sales story according to a |
| |customer’s needs |
| |活動: 按照客戶需求撰寫你的銷售故事 |
|10:30 |Break 茶歇 |
|( | |
|10:45 | |
|10:45 |Telling Your Sales Story |
|~ |敘述你的銷售故事 |
|12:30 |Share your sales story |
| |分享你的銷售故事 |
| |Feedback and debrief for your stories |
| |對您的故事進行反饋和匯報 |
|12:30 |Lunch 午餐 |
|( | |
|13:30 | |
|Time 時間 |Day 2 afternoon |
|13:30 |Evaluating Your Sales Meetings |
|~ |評估你的銷售會議 |
|15:00 |Whom did you meet? 見了誰? |
| |What information was obtained? 獲得了什么信息 |
| |What needs can we fulfil? When? |
| |我們能滿足什么需求？什么時候? |
| |Whom should we approach next? How? |
| |下一步應該找誰? 如何進行？ |
| |Case study 案例 分析 |
|15:00 |Break 茶歇 |
|( | |
|15:15 | |
|15:15 |Negotiating key objections |
|~ |與關(guān)鍵反對意見進行談判 |
|16:45 |How to negotiate with demanding customers |
| |如何與苛刻的客戶進行談判 |
| |Uncovering what else do the customer value besides |
| |price |
| |挖掘客戶除了價格以外，還有哪些需求或想獲得的價值 |
| |Using the negotiations matrix for negotiations |
| |使用談判矩陣進行談判 |
| | |
| | |
| |[pic] |
| | |
| | |
| |Summary of Key Learning Points |
| |要點總結(jié) |
| | |
| |Evaluation |
| |評估 |



Tangible Outcomes 具體成效

Clarified Product vs. Solution Selling Strategies
明確產(chǎn)品與解決方案的銷售策略

Why: Sales teams often confuse product-centric pitches with solution-
oriented value propositions.
原因：銷售團隊經(jīng)?；煜援a(chǎn)品為中心的推銷和以解決方案為導向的價值主張。

What Will Change: Participants will differentiate between transactional
product selling ("features-first") and consultative solution selling
("problem-solving-first"), aligning their approach to customer pain points.
This will reduce wasted efforts on mismatched pitches and increase deal
closure rates.
將有哪些改變？學員將區(qū)分交易型產(chǎn)品銷售（"功能優(yōu)先"）和咨詢型解決方案銷售（"問
題解決優(yōu)先"），使他們的方法與客戶的痛點保持一致。這將減少在不匹配的推銷上浪費
的精力，提高交易成交率。

Optimized Customer Qualification Framework
優(yōu)化客戶資格框架

Why: Over-reliance on budget/size criteria leads to pursuing low-fit
clients.
原因：過度依賴預算/規(guī)模標準，導致追求低匹配度客戶。

What Will Change: Teams will adopt a multi-dimensional customer screening
matrix (e.g., decision-making authority, strategic alignment, cultural fit)
to prioritize high-potential accounts. This reduces time spent on
unqualified leads by 30%+ and improves ROI on sales activities.
將發(fā)生哪些變化：團隊將采用多維度客戶篩選矩陣（如決策權(quán)、戰(zhàn)略一致性、文化契合
度），優(yōu)先考慮高潛力客戶。這可將花費在不合格線索上的時間減少
30%以上，并提高銷售活動的投資回報率。

Structured Sales Conversation Blueprint
結(jié)構(gòu)化銷售對話藍圖

Why: Poorly framed openings/closings diminish meeting effectiveness.
原因：框架不佳的開口/閉口會降低會議效果。
What Will Change: Participants will master a repeatable framework for sales
conversations.
將改變什么？學員將掌握一個可重復的對話框架。


Gap Analysis Question Bank
差距分析題庫

Why: Surface-level questioning fails to uncover hidden needs.
原因：表面的提問無法發(fā)現(xiàn)隱藏的需求。
What Will Change: Teams will deploy 5 proven techniques (e.g., Socratic
questioning, consequence probing) through role-play drills. This builds a
shared repository of 50+ targeted questions to expose gaps like
inefficiencies competitors overlook, enabling tailored solution
positioning.
將發(fā)生哪些變化：團隊將通過角色扮演演練，運用 5
種行之有效的技巧（如蘇格拉底式提問、后果探究）。這將建立一個由 50
多個有針對性的問題組成的共享資料庫，以揭示競爭對手忽視的低效等差距，從而實現(xiàn)
量身定制的解決方案定位。

Negotiation Matrix for Non-Price Objections
非價格異議談判矩陣

Why: Price-centric negotiations erode margins and miss latent value
drivers.
原因：以價格為中心的談判會侵蝕利潤，錯過潛在的價值驅(qū)動因素。

What Will Change: Salespeople will use a negotiation matrix to map
objections to non-monetary trade-offs and identify "hidden” needs and pain-
points
將發(fā)生哪些變化：銷售人員將使用談判矩陣將反對意見與非金錢權(quán)衡聯(lián)系起來，并識別
"隱藏的 "需求和痛點

Methodology 教學方法
?
This workshop 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.?

本課程包含一系列生動翔實的參與性講解，說明和解釋通俗易懂，訓練和案例貫穿始終
，學員還會獲得大量的講座材料，作為日后的常用參考資料。講座還將為小組討論作出
合理的時間安排。本課程讓您能夠把所學到的知識立刻運用在工作上。


Who Should Attend 培訓對象
?
This workshop is designed especially for Sales People, Sales Managers/
Supervisors who are dissatisfied with any training they have attended
before, and want something that WORKS!

對自己此前所參加的所有培訓均感到不盡如人意、期望獲得具有實效、切實可行結(jié)果的
銷售人員、銷售經(jīng)理/總監(jiān)等。

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