The Benelux Chamber of Commerce in China is delighted to invite you to a training on September 22-23 2011:
'Strategic Selling' - Helping Businesses win complex B2B sales
The key to winning profitable, complex sales and satisfied customers is understanding the customer’s decision making structure and connecting with the issues that drive the key decision makers.
If your business is selling to other businesses then, many of your sales involve several decision makers. Like the iceberg, many of them are invisible unless you look for them.
The two day public course in ‘Strategic Selling’ on 22nd and 23rd September provides a simple analytical framework for understanding the decision making position and structure of a major contract and how to devise the most successful strategies to win it. Essential for anyone involved in managing complex B2B sales or managing interaction with major clients.
For 30 years Miller Heiman’s flagship sales methodology ‘Strategic Selling’ has been helping sales professionals and CEO’s to understand complex buying structures and win more contracts. ‘Strategic Selling’ is effective because it was developed from collected best B2B sales practice from around the world and distilled into its current format, which is summarized on a single sheet of paper, a blue one.
MDS has been established in Beijing for ten years and is an accredited distribution partner for Miller Heiman, successfully enhancing the skills of many Chinese sales and management teams in both English and Mandarin.
‘Strategic Selling’ is not a course, it is a tool used by over a million successful sales people worldwide including thousands in China. The training explains its structure and shows delegates how to use it and more important adopt the thinking behind it.
‘Strategic Selling’ training is highly interactive and requires delegates to bring current live case material to work on. The facilitator presents each concept in turn, which the delegates apply to their current case material and discuss with the facilitator, building their own blue sheets as they go to use as soon as they get back to the office.
The September course will be delivered in English by Guy Fraser, an accredited Miller Heiman facilitator known for his entertaining, participative style and wide international B2B sales experience drawn from Africa, the USA, his native Europe and two periods in Greater China. Guy graduated from University College London in Biochemistry, he is also fluent in French and German, an established speaker for several chambers of commerce and a member of a business angels’ committee.