Highlights:

重点介绍：

While companies are gearing up for Industry 4.0, most customers (esp. but NOT limitedto Purchasing Managers) are either unclear how Industry 4.0 solutions will benefit them, and some are still buying piecemeal products in stead of asolution that could bring greater value and benefits.

尽管现在又很多企业都在为他们客户其工业4.0的设备，但有很多客户（尤其但是不仅限于采购经理）至今还不是特别清楚他们该如何通过工业4.0的设备与方案获得益处。他们甚至哈在购买零星的产品，而不是通过配套方案而获得更多的价值及益处。

Hence, a new breed of sales people equipped with new skillsets would be required to help them gain greater buy-in and influence customers at different levels to buyinto the Industry 4.0 solutions.

因此，若要推行工业4.0，许多企业需要打造一支拥有全新的技能的崭新销售团队，以获得客户的认同并在不同客户层面引导客户。

This training shall equip sales people with in-depth strategies and insights, so asto be able to hold crucial conversations with customers regarding Industry 4.0

此培训将协助销售人员获得深层的销售战略及客户见解，已让他们能够与客户针对工业4.0进行关键性的对话。

Key Takeaways

课程目标和学员受益

At the end of the training, trainees will be able to :

在本课程结束后，学员将能够：

1)   Increase the win-rate of selling Industry 4.0 solutions in China

      提高国内销售工业4.0方案的胜算

2)   Find out the customers’ real needs, goals and challenges, and thenaddress those issues accordingly

      找出客户的真正需求、目的与挑战，并对症下药

3)   Differentiate against competitors.

       针对竞争对手做出有效差异化

Methodology 

教学方法

This workshop consists of a lively series of short participativelectures conveyed using plain uncomplicated explanations.  Learning willbe facilitated through exercises and case studies.  Ample seminarmaterials will be given to participants so that these will be a constant sourceof reference to them.  Ample time will be allotted for groupdiscussion. 

本课程包含一系列生动翔实的参与性讲解，说明和解释通俗易懂，训练和案例贯穿始终，学员还会获得大量的讲座材料，作为日后的常用参考资料。讲座还将为小组讨论作出合理的时间安排。本课程让您能够把所学到的知识立刻运用在工作上。

Who Should Attend？

谁该出席？

• Industrial Sales ＆ Sales Support Engineers

  工业销售以及销售支持工程师

  
  

• Sales Managers ＆ Directors

  销售经理和总监

  
  

• Sales Training Manager

  销售培训经理

OUTLINE

大纲

Day 1 - 第一天

• Sharing: what are some typical challenges are you facing for your project or solution sales?
  分享：您在进行项目销售时，通常遇到哪些状况?

•  Understanding the Solution：Buying Process from the customer’s point of view

  从客户角度了项目采购标流程

• Targeting the right kinds of strategic customers  
  

  找寻合适的目标战略客户

• Exercise: Customer Attitude Matrix
  活动：客户态度矩阵   

• Qualifying the right opportunities

  筛选合适的销售契机

• Discovering needs, goals and challenges

  挖掘需求、目的及挑战

• Exercise: Making a list of questions that will make customers givemeaningful answers

  活动：拟定一串能够使客户提供有意义的答复的提问

• Role Play: Discovering customer’s needs, goals and challenges

  演练：发掘客户的需求、目的与挑战

Day 2 - 第二天

• Identifying the Key Influencers and Decision Makers  

  了解谁是决策者及主要影响者

• Exercise: Mapping the key influencers in a sales opportunity

  活动：理出销售契机中的主要影响者

•  Differentiating the Hot Buttons

  客户热点进行差异化

• Exercise: Seller comparison matrix

  活动：销售矩阵分析表

• Handling questions, concerns and objections
  如何处理客户的质疑、疑虑与异议

• Managing your pipeline

  管理销售管道

• Programme Evaluation  

  课程总结