International Key Account Management, Beijing

12-13, July, 2011, Beijing

WHY THIS PROGRAM IS SPECIAL

·         Each participant uses his/her actual sales efforts as case studies;

·         Discusses current best practices in major account management, adapted to suit the Asian business environment

·         Featuring Provocation-based Selling. a B2B problem-solving solution selling techniques, processes, systems, how-to’s, S.O.P.’s and strategies.

·         40% expert input (or lecture), 60% audience participation (learning by doing);

·         Each participant receives a comprehensive fact-filled workshop-manual-cum-resource-book for easy on-the-job reference;

·         Program developed by HRD Gateway International Management Centre Faculty; used under licence

·         Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, ChinaHRM, and Training Malaysia;

·         Validated by EDS Advance Academy, Asia Pacific, in collaboration with Southern Luzon State University, BatangasStateUniversity, Sultan Kudarat Polytechnic State College, LagunaStatePolytechnicUniversity, PalawanStateUniversity, AkamaiUniversity, and AmericanHeritageUniversity for CEU award purposes

·         In association with HRD Gateway, this program has, so far, been delivered to participants in Male, Colombo, Mumbai, Delhi, Beijing, Singapore, Kuala Lumpur, Ho Chi Minh City, Hanoi, Jakarta, and Bangkok.

OBJECTIVE

To help participants acquire and internalize tested, proven and widely used selling techniques using engineering and project management approaches, so that each sale is accomplished professionally, and participants achieve high repeat sales results.

POWERFUL BENEFITS PARTICIPANTS WILL RECEIVE

You will understand, know about, or learn..…..

·         how to sell in a non-manipulative manner when the customer has no budget

·         the differences between being product centric and solution centric

·         why people buy only what they want to buy, and when they are ready to buy

·         how to make prospects call you and say they want to buy from you

·         how to upgrade from "sales person" to "trusted advisor"

·         why a benefit will only be a benefit if it benefits the customer

·         how customers go thru a buying process

·         Strategic Selling -- basis of executive level professional selling

·         how to turn business-to-business selling into a science and a project

·         the key players in a complex buying situation

·         the S.U.S.U. model

·         how to gain access to the key decision maker

·         how to help prospects see (and admit that they have) problems

·         how to tactically diagnose prospects’ problems that your products can solve

·         the Tactical Sales Process -- the Pain-Pleasure Tactical Selling Model

·         the psychology of objections

·         how to analyze the John Hammond objection busting strategy

·         how to deal with “price” objections

·         how to help customer reach the final decision