Event Details

This course will be delivered in Chinese.

Successful selling begins with a true understanding of your clients' business needs and highlighting how your unique selling proposition will meet their needs. This programme focuses on developing skills to enhance your presence during a sales consultation session, make a compelling delivery and establishing a long-term relationship with clients. You will learn to be more confident when facing clients, ask richer questions, lead purposeful discussions and influence your clients more effectively – particularly when you are closing the deal. You will also have the opportunity to work on some best practice templates and checklists that you can use to improve your sales effectiveness after the programme. This is an interactive programme using discussions, role plays and reviews.

Course Objectives:
By the end of the programme you will be able to:
• Sharpen your consultative selling skills during the 4 stages of selling
• Engage your clients professionally whilst asking the right questions
• Persuade and influence clients to buy your solution
• Overcome objections and close deals successfully

Course Package:
This course includes a Consultative Selling Workbook with the relevant selling models, templates, forms and role play assignments.

Who should attend?
Professionals with sales or business development responsibilities who would like to develop more effective long-term client relationships.

This is a 1-day course from 9 a.m. to 5 p.m. that will be held in the AmCham China Conference Center. Coffee, lunch and light refreshments will be provided during breaks.

Special Registration Information:
You must register in advance. Walk-ins will not be accepted. Attendees need to pay by July 11, 2016. Limited spots are available and attendance is given on a first-come, first-served basis.

Cancellation Policy:
If you cannot attend a training for which you have registered, please cancel your registration no later than five business days prior to the training. If you fail to notify AmCham China of your cancellation in a timely fashion, you will be charged for training costs. To cancel you can: 1) email cancel@amchamchina.org, or 2) cancel online if you registered for the training through the website. Your cooperation in this matter supports AmCham China in maintaining the quality of its trainings and is appreciated by your fellow members and the organization.


8:45 AM - 9 AM
9 AM - 12 PM
Morning Session
• Session 1: Building Your Sales Presence
• Session 2: Consultation Phase
12 PM - 1 PM
1 PM - 5 PM
Afternoon Session
• Session 3: Sales Consultation Exercises and Role Plays
• Session 4: Presentation and Commitment Phase


  • Grant Xu

    Grant Xu

    Grant has 25 years of professional management experience in the retail industry and became a full-time management consultant and sales trainer in 2011. He has strong analytical skills and has taught as a visiting lecturer at Peking and Tsinghua Universities. He combines practice and theory when working with his clients, which include Tingyi, Nissan, Ernst and Young, Baidu and Coca Cola. He is a certified trainer for the renowned Miller Heiman sales training programmes.

    Grant worked for the Evergreen Group, Gallant Ocean, and Taiwan Carrefour as Procurement Manager, HR Manager and Deputy General Manager. During this period, he worked in the USA, Canada, Japan, Denmark, Thailand and Vietnam. He gained a deep understanding of operating in global settings and developed his experience in strategic management, sales management, selling skills, human resources management and other aspects of running a transnational business enterprise.

    Grant is a gifted professional in sales strategy and customer relationship management. When he worked as International procurement manager in Gallant Ocean Group, he designed the company’s procurement strategy and sales and marketing plan. Under his leadership the company achieved 300% sales growth from US$ 10 million to 300 million. Starting from 2011 he has used the Miller Heiman sales training, coaching and sales methodology to help companies implement successful sales strategy.

    Grant is a lively and interactive trainer who gains maximum engagement from his participants. Through the Miller Heiman methodology he delivers lively training programmes which result in immediate application in the workplace sales setting.

    Grant holds a Master of Business degree from Zhongshan University (Taiwan). He is currently a PhD candidate in strategic management. He is a certified practitioner of the following Miller Heiman Programmes:

    - Strategic Selling®
    - Conceptual Selling®
    - Large Account Management Process™ (LAMP™).
    - Channel Partner Management

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Members/Employees of Member Companies

Attendees need to pay by Jul 11, 2016.

Standard Price RMB 2,200

Attendees need to pay by Jul 11, 2016

Standard Price RMB 2,500