between september 7th and 8th, 2013, the company has orginized a training on “key customers sales strategy” in qingdao beihai hotel, during the training, we have invited senior sales training consultant, practise mentor professor jian wang to conduct the training. over 60 colleagues from different divisions of the company and subsidiary companies have participated in the training.
key customers sales strategy course was based on reading key customers’ purchasing decision making process, dividing the entire purchasing decision making process into six stages, which has contained demand cognition, selection evaluation, concerns elimination, decision making, decision implementation and alteration etc.
combined with analysis to different psychological needs of the customer on each stage, we were going to solve the our clients’ problems in demand, target matching and trusting gradually, and then came to realise the sales funnel theory on a further stage.
