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Selling Big to China – Developing a strategic approach to building long-term sales results in China
April 19, 2016 - April 20, 2016¥5200
Selling Big to China
Developing a strategic approach to building long-term sales results in China
Trainer: Morry Morgan, Managing Director of ClarkMorgan
Morry Morgan has over 25 years of sales experience. He is the author of ‘Selling Big to China’ and has been training sales skills to Global 500 firms in China for the past 15 years. He is a popular keynote speaker, having spoken three times at TEDx, as well as at AmCham, AustCham, and Shanghai Business Review, amongst many others. The sales skills he teaches are highly practical and China-centric, and have allowed his business to become an award winning industry leader.
What you will learn:
The Magic Equation of Sales – This simple, yet very useful equation, will allow sales professionals and sales managers to assess their status in a relationship with a potential and current customer.
How to Uncover True Needs – Being able to uncover the true needs, rather than focusing on wants, allows a sales professional to remove price as the number one driver from a sales process.
How to Prospect Effectively – By using the ‘Checking System’, trainees will assess how effective their behaviour is at moving a potential customer through the sales funnel.
Quickly Building Goodwill – Sociability and empathy build goodwill. And goodwill leads to building trust, which is the currency of sales. Zero trust equals zero sales, and this section teaches the ability to build goodwill quickly and long lasting.
Sales Role Play Test – The second day begins with a role play test, which will uncover whether knowledge has been converted to ability.
Building your Reputation – Trust is earned, rather than bought. But few realise that the speed of building trust can be increased through developing ‘Key Opinion Leaders’ and ‘Key Internal Influencers’.
Reaching Agreement – Since the customer ultimately decides to ‘close a deal’, the sales professional must know how to bring the customer as close to this decision that is possible, without damaging goodwill.
Negotiation Tactics – Just because the customer has agreed and the contract has been signed, it doesn’t mean the deal will go ahead has originally agreed. This session teaches the counter-tactics for the 12 most common negotiation tactics.
Maintaining the Relationship – For long term account management, the ability to maintain the relationship, as well as build new relationships key decision makers move or leave an organisation are critical.