课程概述 / The Concept

Times are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your sales targets have NOT been reduced. Selling in a difficult economy requires stronger customer relationships than during a robust one.

日子不好过。很多公司正在削减开支，老百姓在勒紧裤带过日子， 许多决策者也在推迟大规模购 买。然而，你的销售目标并没有 减少。在严酷的经济形势下您需要更铁的客户关系。

When someone mentions "guanxi", the things that spring to mind will be entertaining customers at the KTV, and or providing certain "services" to clients that may not be compliant.

当有人提到 "关系 "时，脑海中跳出的会是在KTV招待客户，或者为客户提供某些可能不合规的特殊 "服务"。

What most sales people don't understand is that at the core of any relationship is trust. As such the entire premise of relationship building is about how to increase mutual trust between buyer and seller.

大多数销售人员不明白的是，任何关系的核心都是信任。 因此，整个关系建立的前提就是如何增加买卖双方的相互信任。

Customers make buying decisions because they care, which makes every buying decision to have an emotional aspect to it. What sales people need to do is to make an emotional connection with the customer through the trust that they have established with the customer.

客户做出购买决定是因为他们在意，这使得每一个购买决定都带有情感因素。销售人员需要做的是通过与客户建立的信任与客户建立情感联系。

With these concerns in mind, the "Building Strong Customer Relationships during Tough Times" programme was created as a result of 1-to-1 coaching with key accounts sales people from a variety of industries that involve complex key account situations across 13 cities in Asia.

《如何在经济低迷期提高与客户的黏着度》课程就是针对此类问题而开发的课程，它是一门建立在对亚洲13个城市各行各业大客户销售人员所进行的"一对一"辅导的实践结果上。

This programme has been tried, modified, and re-tested to make sure that sales people deliver sustainable business results for customers, especially in the Asian context.

本课程已经过多次尝试、修订和再实践，以确保其对销售人员的实用结果，尤其适用于亚洲商务环境。

Course Language 课程语言

Chinese/中文

Objectives and Benefits 课程目标和学员受益

After this training programme, you shall be able to:

在本课程结束后，学员将能够：

1) Understand and address customers' needs, concerns and expectations during tough times

在经济低迷时期了解客户的需求、顾虑和期望

2) Build trusting relationships with key personas

与关键客户人物建立相互信任的关系

3) Influence and gain support from customers through respectful communication 通过尊重对方的沟通方式影响对方并获取支持

Methodology 教学方法

This Workshop consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants to serve as a constant source of reference to them. Ample time will be allotted for group discussion.

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做出合理的时间安排。

Who Should Attend 谁该受训

This workshop is designed especially for Key Account Managers, Customer Service people and anyone who is responsible to grow more business from existing customers

需要有条理地加强大客户的产出的大客户经理、销售及客服人员