Proposal - Stakeholder Selling Sales Nail

Stakeholder Selling using Sales Nail AI Simulation (2-Day)
使用Sales Nail AI模擬進行關聯(lián)者銷售技能（兩天課程）

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課程概述 / The Concept
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If you ever are involved in the more complex parts of Complex selling
situations, you may face the following challenges:
當您處在現(xiàn)實復雜的大客戶管理環(huán)境中，你可能會遇到以下挑戰(zhàn)：

■ Who are the key stakeholders involved
誰是關鍵的利益相關者
■ What are the needs and priorities of each key stakeholder
每個利益相關者的訴求及優(yōu)先事項
■ How to reach out to key stakeholders and gain their buy-in
如何解除各個利益相關者并獲得對方的認可

In Stakeholder Selling, you need to reach the right people, understand
their needs, and influence their choices. You need to gain valuable
insights into the customer's situation, desired outcomes, and preferences,
while navigating complex decision-making processes, remove roadblocks, and
expedite approvals.

在關聯(lián)者銷售中，你需要接觸正確的人，了解他們的需求，并影響他們的選擇。
您需要深入了解客戶的情況、預期的成效和偏好，同時駕馭復雜的決策流程，清除路障
，加快審批。

This programme uses Sales Nail, an AI-powered simulation that compresses
months of complex B2B deal experience into a single day. Teams compete
through card-driven missions, uncovering real buyer maps, allocating scarce
resources and rehearsing winning plays in zero-risk simulations. Live
analytics expose gaps, forge a common sales language and lift win-rates.
Reusable scripts scale globally, cutting ramp-up time, standardising
process and turning strategic choices into repeatable revenue, while
keeping learners energised, aligned and ready for the next big deal.
該計劃采用Sales
Nail，一款基于人工智能的模擬工具，將數(shù)月復雜的B2B交易經驗濃縮為一天的體驗。團
隊通過基于卡牌的任務展開競爭，揭示真實的買家需求地圖，分配稀缺資源，并在零風
險的沙盒環(huán)境中演練制勝策略。實時分析揭示差距，建立統(tǒng)一的銷售語言，提升成交率
?？蓮陀玫哪_本實現(xiàn)全球擴展，縮短啟動時間，標準化流程，將戰(zhàn)略決策轉化為可重復
的收入，同時保持學習者充滿活力、目標一致，并為下一筆大交易做好準備。

The Sales Nail simulation will be customized based on actual cases to
resonate more with the participants.
Sales Nail 模擬演練將根據(jù)實際案例進行定制，以更好地引起參與者的共鳴。

Programme Schedule

|Time |Day One |
|9:00 |What are some of the challenges you face when you need to |
|~ |deal with multiple stakeholders to win a sale? |
|10:30 |當你需要搞定多位利益相關者才能拿到訂單，你會遇到哪些挑戰(zhàn)？|
| | |
| |Qualifying the right kinds of opportunities: |
| |如何篩選合適的銷售契機： |
| |Why qualify your sales opportunities? |
| |為何篩選你的小手契機? |
| |What are the criteria of good opportyunities besides |
| |budgets and volume? |
| |除了預算和單量以外，優(yōu)質銷售契機還需要滿足什么標準? |
| |Exercise: Using a opportunity qualifying table to identify|
| |the better opportnities |
| |活動: 使用銷售契機篩選表從各個方面格辨別契機質量 |
| | |
| | |
| |Profiling Your Key Customers了解你的關鍵客戶 |
| |Are they a Bargainer, Friend, Dictator, or Strategic |
| |Partner? |
| |他們是否屬于 討價還價、朋友、獨裁者 或 戰(zhàn)略伙伴 等類別 |
| |Does it mean that all good key accounts have to be |
| |Strategic Partner? |
| |是否所有優(yōu)質的大客戶都必須是戰(zhàn)略伙伴? |
| |How to deal with each type of Key Account? |
| |如何應對不同類型的大客戶？ |
|10:30 |Break |
|~ | |
|10:45 | |
|10:45 |What do different customer roles want from salespeople? |
|~ |客戶中的苛刻部門角色此昂從銷售人員得到什么? |
|12:30 |Purchasing 采購 |
| |Product development 產品開發(fā) |
| |Production 生產 |
| |Project manager 項目經理 |
| |CFO 首席財務官 |
| |Top management 頂層管理者 |
| |[pic] |
| | |
| |Sales Nail Simulation Round One - Looking for suitable |
| |opportunities |
| |Sales Nail 模擬 - 第一輪 - 找尋合適的銷售契機 |
|12:30 |Lunch |
|～ | |
|13:30 | |
|13:30 |Identifying the Economic Buyers and other Influencers |
|~ |了解誰是出資買家、擁護者以及其他影響者 |
|15:00 | |
| |Definition of Economic Buyer and other buying influencers |
| |出資買家及其他采購影響者 |
| |Who must you win over to win the sale? |
| |你需要贏得誰的認可才能贏得銷售? |
| | |
| |Sales Nail Simulation Round Two- Identifying the key |
| |influencers |
| |Sales Nail 模擬 - 第二輪 - 找尋關鍵影響者 |
|15:00 |Break |
|～ | |
|15:15 | |
|15:15 |Sales Nail Simulation Round Three - Winning over your |
|~ |competition |
|16:30 |Sales Nail 模擬 - 第三輪 - 戰(zhàn)勝你的競爭對手 |
| | |
| |Debriefing of Sales Nail Simulations |
| |點評 Sales Nail 模擬 |
|16:30 |Day One Wrap Up |
|~ |Summary of Key Learning Points |
|17:00 |Prepare for Day Two |
| |Day Two |
|9:00 |Winning the Sale with your Champions |
|~ |通過 Champion 贏得訂單 |
|10:30 | |
| |Champion vs Coach vs Helper |
| |Champion (擁護者) vs Coach (教練) vs Helper (幫手) 的區(qū)別 |
| |No Champion = No Sale |
| |沒有擁護者 = 拿不下訂單 |
| |How to cultivate and develop your Champions: understanding|
| |their KPIs, priorities and challenges |
| |如何培育、發(fā)展你的擁護者: 了解他們的KPI, 優(yōu)先事項及挑戰(zhàn) |
|10:30 |Break |
|～ | |
|10:45 | |
|10:45 |Managing stakeholders |
|~ |管理你的利益相關者 |
|12:30 | |
| |Activity: Mapping your key stakeholders according to their|
| |level of influence and level of support |
| |活動: 根據(jù)利益相關者的影響力和支持程度繪制他們的關系圖 |
| |How would the stakeholders’ positions change in the coming|
| |months? |
| |在未來幾個月，各個利益相關者的立場會發(fā)生哪些變化? |
|12:30 |Lunch |
|～ | |
|13:30 | |
| |How to engage with the Economic Buyers |
| |如何與出資買家進行深入腳輪 |
| | |
| |What are the KPIs, priorities and and challenges faced by |
| |the Economic Buyer? |
| |出資買家有哪些 KPI, 優(yōu)先事項及挑戰(zhàn)? |
| |How to get the Champion’s support to engage with the |
| |Economic Buyer |
| |如何通過擁護者的協(xié)助與出資買家深度交流 |
| |Do’s and don’ts communicating with Economic Buyers |
| |面對出資買家該與不該做的事情 |
| |Role Play: how to gain buy-in with Economic Buyers |
| |演練: 如何取得出資買家的認可 |
|15:00 |Break |
|～ | |
|15:15 | |
|15:15 |Reflections and dialogues |
|~ |反思與對話 |
|16:30 |Write down your reflections individually |
| |逐一寫下你的思考 |
| |Then find a partner and share your reflections |
| |然后找一個伙伴，分享你們的思考 |
| |Then share with the larger group |
| |然后與大群分享 |
|16:30 |Day Two Wrap Up |
|~ |Summary of Key Learning Points |
|17:00 |Evaluation |


Objectives and Benefits 課程目標和學員受益

After this training programme, you shall be able to:
在本課程結束后，學員將能夠 /

1) Identify suitable sales opprtunities and the respective stakeholders
識別合適的銷售機會及其相關利益相關者
2) Work through the various stakeholders to win sales
通過與各利益相關方合作來贏得銷售
3) Gaining the support of Champions to engage with Economic Buyers
effectively 贏得擁護者的支持，以有效地與出資買家開展合作
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Methodology ?教學方法
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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.?
本課程包含一系列生動翔實的參與性講解，說明和解釋通俗易懂，訓練和案例貫穿始終
，學員還會獲得大量的講座材料，作為日后的常用參考資料。講座還將為小組討論做出
合理的時間安排。

Who Should Attend 誰該受訓
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This workshop is designed especially for sales people, managers and
directors who would like to strategically grow their sales performance!
需要通過戰(zhàn)略方針提高銷售業(yè)績的銷售人員、經理及總監(jiān)

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