This Online Training will be conducted in Chinese.

此线上培训语言为中文。

Introduction

In the era of rapid transformation driven by "New Quality Productivity," businesses face three core challenges:

• Intensified competition: Traditional models disrupted by digitization, declining profitability, and reduced client loyalty.
• Value gap: Clients demand customized, intelligent solutions over standalone products.
• Capability bottlenecks: Sales teams rely on outdated methods, lacking data-driven decision-making and agility.

This course focuses on upgrading solution-based sales processes through digital tools, client value co-creation models, and competitive differentiation, empowering businesses to shift from "selling products" to "enabling client success."

Target Audience

GMs, Marketing VPs, Sales Directors, Regional Managers, Product Managers, and sales-related

leaders, etc.

Teaching Method

Lectures, video demo, case study, exercise, Q&A

Objective

• Capability Upgrade

o Data-driven sales strategies: Enhance complex deal success with client journey analytics and value co-creation.

o Digital toolkits: Standardize sales actions with STP targeting, FAB differentiation, and SPIN demand mining.

o Agile collaboration: Streamline cross-department workflows for faster client response.

• Deliverables

o Toolkits: Client persona templates, decision-chain analysis tools, differentiation matrices (10+ tools).

o Script library: Executive communication tactics, FABE value propositions.

Outline

Module 1: Intelligence Warfare – Data-Driven Opportunity Mining

• STP Precision Targeting

o Industry/size, purchasing behavior, demand traits, equity structure, corporate culture, client personas.

Tool: AI+ STP + SWOT for lead generation.

o 12 Offline Lead-Generation Tactics.

Module 2: Decision-Chain Breakthrough – Executive Engagement

• Decision-Chain 3.0: Mapping power dynamics.

o Tools: AI-generated client personas, organizational charts.

• Pain Point Analysis: Organizational vs. individual challenges.

• Stakeholder Strategy:

o EB TB UB Coach

o EB (Economic Buyer): Addressing dominance.

o TB (Technical Buyer): Handling objections.

o UB (User Buyer): Gaining support.

Module 3: True Demand Mining

o Iceberg Theory (explicit vs. hidden needs)

o SPIN Framework:

- Situation

- Problem

- Implication

- Need-Payoff questions

o Tool: AI SPIN script generator

Wrap-Up

ORID Review: Objective, Reflective, Interpretive, Decisional.

Action Plan: Personalized strategies.

Certification & Closing.