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Course Outline

Introduction: Sales Fundamentals and the Key to Rapid Iteration

1. Focusing in the Blur: How Can I Efficiently Find Customers?

1.1. Before Contacting

• 8 Ways to Find Business Opportunities
• 7 Tagging Methods for Precise Targeting
• Background Research: Essential Preparation before Meeting Clients
• How to Achieve Successful Initial Meetings through Email?
• How to Achieve Successful Initial Meetings through Phone Calls?
• Enhancing First Impressions with Well-Managed WeChat interactions
• How to Achieve Successful Initial Meetings through WeChat?
• How to Achieve Successful Initial Meetings with the Help of Intermediaries?
• How can New Salespeople Quickly Establish their Networks?

1.2. Initial Meetings/Client Visits

• Setting Visitation Goals to Avoid Unproductive Visits
• Pre-visit Preparation: A 70-point Checklist to Ensure No Mistakes
• Follow Communication Templates, Pre-, During, and Post-Meetings, for a Strong First Impression
• Effective Introduction and Transition Techniques for Natural and Authentic Conversations
• Skillful Questioning for Smooth Information Gathering

2. Understanding Clients: How to Strategize for a Specific Client?

2.1. Managing Customer Relationships

• Understanding the Essence of Customer Relationships That 90% of Salespeople Miss
• How to Determine if Customer Relationships are Strong?
• Building Trust in Business Settings: Tips for Conversations
• Strengthening Relationships in Private Settings
• Balancing Relationships in Public and Private Settings
• High-level Customer Relationships 1: 2 Essential Preparations before Engaging with Executives
• High-level Customer Relationships 2: Establishing Relationships with Executives
• High-level Customer Relationships 3: Maintaining Relationships with Executives
• Efficient Customer Relationships: Strategies to Double ROI
• Holiday Greetings that Enhance Customer Relationships
• Effective Gift-Giving Strategies to Avoid Pitfalls

Insightful Information Gathering

• Gathering Different Types of Information at Different Stages of Sales
• Assessing the Reliability of Sales Projects
• Extracting Key Information about Decision-makers' KPIs, Interests, Taboos, and Purchasing Preferences
• Discovering Competitors' Strategies

2.3. Effective Communication

• Communication Fundamentals: Active Listening and Two Types of Questioning for Professionalism
• Advanced Communication 1: Uncovering Genuine Customer Needs and Gathering Sensitive Information
• Advanced Communication 2: Follow-up Communication and Expectation Management for Quick Customer Development

Creating a Positive Impression

• Advanced Communication 3: Effective Multi-stakeholder Communication for Satisfying All Parties
• Advanced Communication 4: Nonviolent Communication, the Optimal Way to Handle Objections
• Practical Communication Tips: Small Details Make a Big Difference
• Presentation Fundamentals: Content Design and On-site Performance for Professionalism

3. Clarifying Projects: How to Secure Deals Step-by-Step?

3.1. Discovering Customer Needs

• The Iceberg Theory of Needs: Comprehensive Understanding of Customer Requirements
• SPIN Selling: The Ace Questioning Technique for Guiding Customer Needs
• Iceberg Theory SPIN: Encouraging Customers to Express Their Needs

3.2. Value Presentation

• Identifying the Appropriate Audience for High, Medium, and Low-level Value Propositions
• What Value Propositions Should Be Discussed Publicly vs. Privately?
• Presenting Value to Multiple Stakeholders Simultaneously
• Preparing Effective Presentation PPTs to Impress without Making Mistakes

3.3. Handling Objections

• What to Do When Customers Complain about Price?
• Dealing with Customer Doubts or Criticisms about the Product/Service
• Handling Customer Delays
• Managing Unreasonable Customer Demands
• Progress and Payment Follow-up without Damaging Relationships

3.4. Competitive Strategies

• How to Quickly Break Through with Customers Already Served by Stable Suppliers?
• Identifying and Defending Against Competitive Tactics
• Avoiding Price Wars
• Overcoming Existing Strong Customer Relationships of Competitors

3.5. Effective Negotiations for Long-lasting Deals

• Mastering 2 Key Negotiation Points to Become a Successful and Respected Negotiator
• Learning 8 Practical Negotiation Skills for Stress-Free Negotiations
• Understanding and Resolving 5 Common Tactics Used by Opponents
• Negotiation Case Studies: Strategies for Price, Terms, and Delivery Negotiations

3.6. Closing Deals with a Final Push

• Different Approaches to Quick Closures for Different Order Values and Sales Nature
• Exploring Why Urging a Decision Could be Ineffective
• Ensuring Stability in High-value Deals
• Ensuring Efficiency in Low-value Deals