王一成 老师
关键客户管理教练 工业品销售培训专家
原汉高(中国)亚太区首席大客户销售教练
18年的跨国上市公司(500强)销售与培训经验;
多年大客户销售教练,培训过的销售人员超5000人
2017年被汉高(亚太)返聘培训25天
授课风格:
以多年的实战销售经验为基础,结合国外版权销售管理的新思路为核心,注重培训理论与案例结合、实战化和工具化的结合。
课程观点新颖、语言幽默、案例贴切、气氛活跃,深入浅出,特别容易引起学员互动和共鸣;透过互动启发式研讨交流,引导学员突破固有思维,并结合实际落地实施。
主要工作经验
2005任职于世界五百强汉高公司,先后担任大中华区首席销售培训师、中国区战略销售经理、中国区销售人才发展经理、亚太区销售教练及全球专业学院经理等职位。
2007年公司的产品价格上调,导致销售人员业绩和信心急剧下滑,王老师迅速组织销售精英共同开发出《谈判技巧》和《涨价策略》两门课程,为汉高全球销售人员开展轮训。经过轮训,不仅重振了销售人员的信心,更使业绩腾飞,为公司带来了近3亿元的利润。
王老师以专业和务实的态度开发并创新了公司业务模式,与国际和国内的多家行业领导者签订了战略合作联盟,极大地增强了公司的竞争优势;发起并主持多个行业的高峰论坛,极大地增强了公司行业影响力,并带来了业绩上的突破近亿元。
王老师参与建设汉高全球专业学院,负责销售课程的开发和优化、国外销售课程的引进和本地化,讲授的主要课程包括:《关键客户管理》系列、《解决方案式销售》、《聚焦客户的价值销售》、《动态销售谈判》、《大客户管理》系列、《价格诊断》、《涨价技巧》、《IMPAX》、《顾问式销售》等。
2014年任职于美资企业赛默飞世尔高级培训经理,为企业搭建了销售培训体系、销售测评、全球第一个的四级专业技术测评和晋级系统、员工技能成长路径、微课堂学习及落地辅导等体系。
授课特色
可中、英双语授课,客户满意度高。
聚焦于学员实际问题,分析问题总结经验,帮助学员突破销售瓶颈。
注重实战与案例教学,对学员案例进行现场分解和重构,课堂中穿插实时的角色扮演和实战点评。
擅长抓住学员个体特点进行顺势辅导,对问题本质进行针对性解决。
部分内训客户
王老师课程效果反馈极佳。无论学员来自大陆,香港,台湾,日本、韩国、印度、马来西亚还是其他国家和地区,大部分学有所得,成为行业销售精英。以下是王老师培训过的部分客户:
化工:德国汉高(2017年被返聘25天课程)、三博生化、佳化化学、西卡国际、华谊集团、泰利得化学、华海环保、常州强力电子新材料、胶王北京(2期)、美国运安、贺利氏、德邦科技、上海爱普香料、上海合朔贸易、瑞士欧美亚(多期)、新和成、德国佩特化工
汽车:芜湖大陆汽车车身电子、上海现代摩比斯汽车零部件、无锡威孚高科技集团、宁波嘉隆工业、鑫联轮胎、郑州金利高科、上海屹丰集团、西安伊思灵华泰(连续三年)、波鸿集团、德国威茨曼(5期)、日本NGK、宇通客车、福田汽车、博格华纳、开德贸易、艾菲发动机零件、喜威一刀具、天德勤汽车、斯堪尼亚
电子:福日电子、讯方科技、江苏卡欧电子、英思科科技、福州两岸照明、业际光电股份、江苏东大、贵阳中航工业、新雷能、武汉永力、西克标识、台达电子、苏州微木智能系统、上海平欣电子、
电气:德和盛电气(3期)、深圳康明斯机电、东莞安联电器元件、山洋电气贸易(深圳)、迈恩德亚太、上海晶睿照明、维纳尔电气、
材料:德国克朗斯、道格包装、宏全集团、美国贺氏、恩信格国际贸易、开德贸易、惠达卫浴、
机械:新朋金属、赫比国际、爱美克、凯斯机械、上海鸣志电机股份、威孚高科技、常发制冷、太仓斯穆-碧根柏(钢材)、德国德图、韩国浦项不锈钢、伊之密(2期)、圣美精密工业、宝帝流体控制系统、
医疗:润东医药、普天阳医疗器械、深圳飞利浦医疗器械、麦柯唯、广药集团、赛默飞世尔、生工生物、山东济肽生物、倍力曼医疗
软件:徽合肥航天信息、鲁能软件
物流:南京金陵交通运输、德邦物流、中国邮政江苏EMS、九曳供应链、深圳安达顺国际物流、深圳能源物流
金融:交通银行上海分行(2期)、贵阳黔商市西投资担保、光大银行北京分行、工商银行安徽省分行、易宝支付、
通信:中国联通广东分公司、广东电信、长飞光纤光缆、麦博韦尔、远东电缆(3期)
其他:优米网、报喜鸟集团、常州贝尔地板、南京中核华纬、中盐集团、卓美亚喜玛拉雅酒店、德基广场、杭州九安检测、天力亚太管理咨询、广州圣象木业、东京日动海上火灾保险(中国)、上海宝冶集团、天津中海工程管理咨询、钮珀水暖配件(上海)有限公司、桂林市啄木鸟医疗器械有限公司、贵州茅台、上海天华建筑、英特诺企业管理、
公开课:郑州清华营销总裁班、上海卓华公开课(3期)、汕头清华总裁班、企业学习网(多期)、苏州新活力(多期)、中山大学时代华商教育中心(2期)、上海卓翰公开课(多期)、上海华嗣(年度)
Biography
– Larry Wang
Regional Sales Training Manager – Kuehne + Nagel
Sr. Sales Training Manager – Thermo Fisher Scientific
Sales Coach – Henkel APAC
Sales Training Manager – Henkel APAC
Sales Manager – Henkel (China) Co., Ltd
Briefing:
Ÿ Trained 5000+ sales heads
Ÿ 15+ years experience with 4 MNC ( Fortune 500)
Ÿ 10+ years experience in sales training and coaching
Ÿ Practical trainer with fluent both Chinese and English
Ÿ Solid sales experience with sales & sales manager coaching
Training characteristics:
Ÿ Participants focus, fast redirect, passionate
Ÿ Interactive, practical, inspirational, structural
Ÿ Localized international methodology with best practices
Ÿ Systematical, processed contents with proven skills and tools
Ÿ Case study, role play, individual presentation and team discussion
Major Working Experience:
Kuehne + Nagel - Regional Sales Training Manager (North Asia) (3 years)
To train & coach the front sales and sales managers to deliver high performance
Ÿ Design & Deliver the key account management programs to the national key account team with best practice case & bench mark shares
Ÿ Identify the performance gap of the front-line sales team and discuss with the front-line manager to develop solutions that can be implemented
Ÿ Insight the performance challenges and management confusion faced by front-line sales managers with in-depth coaching
Thermo Fisher Scientific - Senior Sales Training Manager (3+ years)
Sr. sales training manager for China focus on developing the sales team to evolve from professionalism to excellence.
Ÿ Deliver the professional skill and advanced selling for fields sales
Ÿ Build the infrastructure the sales training framework with programs
Ÿ Define the fundamental selling skill development cycle, from skills assessment to development, to coaching and review for the next level
Ÿ Train and coach the front line manager to change their behaviors from telling to inspiring by asking powerful questions with methodology and process
Ÿ Train the trainers to deliver the modular training to refresh and reinforce the learning points
Henkel (China) Co., Ltd (9+ years)
Primary sales trainer for Greater China, strategic sales manager, sales talent development manager and sales coach, etc.
Ÿ Train the sales team to increase the price to the customers professionally with the training program - Sales Negotiation & Pricing Excellence
Ÿ Build the best practices and benchmark for the sales pricing campaigns
Ÿ Innovate the business model to align with industrial top player for strategic alliance to strength the competitiveness
Ÿ Initialize and lead the multiple industrial summits and seminar to create the business impact and brighten the company image in the industry
Ÿ Involved to build the global professional campus as the program developer on the programs, like: Key Account Management series, Henkel Sales Model, Pricing Clinics, Pricing Black belt, Sales Presentation, Sales Coaching, etc. (trained 2500+ heads)
Premium Programs
Key Account Management – Customer Value Development
Key Account Management – Opportunity Planning and Controlling
Sales Performance Coaching – Unleash the potential for performance
Solution Selling – Advance Winning Customer Engagement Process
Value Selling – Consultative Selling Skill (with SPIN)
Dynamic Sales Negotiation – Maximize your Results
Pricing Series – Stand and Position Your Price with Professionalism