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A standard sales process consists of engaging with the right target customer, identifying their needs and challenges, making a proposal that serves those needs or solves those problems, handling their potential resistances, and closing the deal.


Over the last 30 years, different sales methodologies were invented to help sales professionals execute the above process in their specific industry, vertical, and market. SPIN selling, Consultative selling, Value selling, Strategic selling, SNAP selling, all advocate for their respective tools and techniques to be adopted if we are to succeed in our sales endeavor.


This workshop attempts to extract the most effective parts of those methodologies and blend them into one that is adapted to the Chinese as well as foreign contexts.

Agenda

1 PM - 1:15 PM
Registration
1:15 PM - 1:30 PM
Introductions and ice-breaking
1:30 PM - 1:50 PM
Why this workshop?
Introduction to the common sales methodologies used by sales professionals before, during, and after engaging with a prospect.
1:50 PM - 2:30 PM
Sales in China and Sales in the West
Most sales methodologies have been designed to fit a Western framework, and sometimes need adjustments to fit within an Asian context, especially when it comes to the negotiation part. How d...
Most sales methodologies have been designed to fit a Western framework, and sometimes need adjustments to fit within an Asian context, especially when it comes to the negotiation part. How do perceptions differ between a Chinese and non-Chinese client? More importantly, how to leverage our understanding of those perceptions to better negotiate in a sales set-up?
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2:30 PM - 3:10 PM
Needs identification and qualification
Every target customer has needs and/or challenges that are not always voiced properly. It's up to us, salespeople, to master the art of questioning to figure out what the client really needs...
Every target customer has needs and/or challenges that are not always voiced properly. It's up to us, salespeople, to master the art of questioning to figure out what the client really needs and wants. The recipe is simple: Asking the right questions to dig out the prospect’s triggers. What are those questions? How to put in place an advanced questioning methodology adapted to our sales process?
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3:10 PM - 3:25 PM
Break
3:25 PM - 4 PM
Sending positive signals
Throughout the exchange with a potential customer, it is critical to master the art of effective communication, either in a Chinese or foreign context. Many of us know how to use verbal comm...
Throughout the exchange with a potential customer, it is critical to master the art of effective communication, either in a Chinese or foreign context. Many of us know how to use verbal communication, but only a few master nonverbal communication. This section of the workshop will tackle the verbal and nonverbal communication cues we all need to master in order to make the interaction with the client a successful one.
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4 PM - 4:40 PM
Handling prospect’s excuses
“Let me think about it.” “Let us first talk to our management.” “Please connect with us in a few months...” Client’s objections and resistances don’t mean “I don’t want to buy.” They just me...
“Let me think about it.” “Let us first talk to our management.” “Please connect with us in a few months...” Client’s objections and resistances don’t mean “I don’t want to buy.” They just mean “Not yet.” We will work in small groups to identify the most frequently encountered buyer excuses and resistances, and then develop appropriate responses to those excuses
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4:40 PM - 5 PM
Wrap-up and debrief

Refreshments will be served during the coffee break for the attendees.

Who should attend?

This half-day workshop is suitable for sales people, key account managers, and business development professionals. Also suitable for those who engage with clients in a sales environment and wish to re-examine and refresh their existing process.

Speakers

  • Abdelhak Benkerroum

    Abdelhak Benkerroum

    Abdel (阿道) is the author of the book “We Have A Deal” published by China Customs Administration, a visiting professor at EMLYON and East China Normal University, the Founder and Director of Eastheimer Training and Consulting, and Global Advisor to the Global Chamber Shanghai.

    Abdel started his career in the US in 2008 as Project Manager at Expeditors International of Washington, a Fortune 500 US company. He then went on to work at their Paris branch office, and two years later got promoted to become Regional Account Manager in Dubai in charge of multi-million dollar accounts with clients like General Electric, Schlumberger and other global corporations. He moved to China in 2013 to start his own business. He calls Shanghai home.

    Abdel is a graduate of Texas A&M University with a Master’s in International Business, and of Marseille School of Business (KEDGE) with a Master’s degree in Corporate Strategy. He is also a former scholar of the Confucius Institute at the University of Dubai.

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付,若您希望在活动现场支付门票,请选择“现场票价”。
Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Member Company Employee Ticket
Standard Price RMB 500
Door Price RMB 500
Non-Member Ticket
Standard Price RMB 650
Door Price RMB 650
Voucher Ticket

Please select this option if you have a half-day training credit.
Attendees must present voucher at registration to gain free admittance. Otherwise standard door prices will apply.

Standard Price Free

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.

Venue

AmCham Shanghai Conference Center

Suite 568, Shanghai Centre, 1376 Nanjing Road West
Shanghai, China

If you have any questions please contact Ivette Corominas

Contact Organizer

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