The Swedish Chamber of Commerce in China warm welcome you and your colleagues to join our upcoming workshop in Shanghai on 6 August 2026 about "AI + Technical Staff Business Communication: Boost Influence via Professional Expertise/ AI+技术人员商业沟通力：以专业增进影响" and the course will be conducted in Chinese.

Introduction/课程介绍

Nowadays, growing numbers of technical professionals including engineers, R&D specialists and pre-sales engineers are required to engage directly with clients, tasked with retaining existing customers and tapping into new business demands. However, most technicians are accustomed to communicating through data and logic, while clients focus on practical value and tangible outcomes. Even top-tier technical solutions fail to deliver results without effective presentation. Technical teams commonly face three core challenges: failing to grasp clients' implied messages, inability to translate technical strengths into commercial value when introducing solutions, and deficiency in building emotional rapport with clients. Centered on four core communication capabilities — understanding clients, probing genuine needs, articulating value and gaining credibility — this course delivers ready-to-use methodologies and practical tools.

当前，越来越多技术人员（工程师、研发、售前）被推到客户沟通的第一线——既要维护老客户关系，又要深度挖掘新需求。然而现实是：技术人员习惯用数据和逻辑说话，但客户关心的是价值和结果；技术方案再好，说不清楚就等于没有。技术人员面临三大困境：听不懂客户潜台词；方案讲不透，专业优势无法转化为商业价值；不擅长跟客户建立情感连接。本课程聚焦技术人员商业沟通的四大核心能力：听懂客户、问出需求、讲清价值、赢得信任，提供可直接复用的工具和方法。

Target Audience/目标学员

Engineers, R&D personnel, pre-sales technicians, after-sales technical support and other technical practitioners

工程师、研发人员、售前技术、售后服务等技术人员

Objective/课程目标

For Organizations

· Standardize client communication workflows for technical personnel to minimize demand misjudgment

· Develop a library of templates for demonstrating technical solution value to empower the whole team

· Build a replicable systematic methodology for client communication

For Teams

· Unify the conversion framework that translates technical jargon into commercial value

· Compile a scenario-based script library to shorten new employee adaptation cycle

· Construct a closed-loop learning system consisting of tool application, on-site drills and post-training review

For Individuals

· Master targeted questioning skills to interpret clients' underlying intentions

· Apply the FABE value communication framework to make technical proposals persuasive

· Learn the LSCPA objection-handling model to address client doubts confidently

对组织：

o 建立技术人员标准化客户沟通流程，减少需求误判

o 沉淀技术方案价值呈现模板库，赋能团队

o 形成可复用的客户沟通方法论体系

对团队：

o 统一"技术语言→商业价值"的转化方法论

o 建立典型场景话术库，新人上手时间缩短

o 形成工具+演练+复盘的学习闭环

对个人：

o 掌握提问方法，读懂客户潜台词

o 学会FABE价值表达，让技术方案自带说服力

o 获得LSCPA异议处理模型，从容应对客户质疑

Outline/课程大纲

Module 1: Build Rapport — Shift from Tech-Oriented Mindset to Commercial Thinking

Inspiration: are non-sales professionals inherently at a disadvantage during client communication?

Definition：three typical communication blind spots for technical employees

1. Rapid identification of varied client communication styles

2. Small Talk for ice-breaking and relationship establishment

1) Industry-related topics

2) Scenario-based topics

3) Empathy-driven topics

4) Tool-sharing topics

3. Active Listening: Decipher unspoken subtext

1) Four tiers of effective listening

2) Three core listening techniques

3) Golden Silence Rule

4) Identify clients' real thoughts via micro-expressions and subtle body language

Example：An engineer constantly interrupted clients during on-site visits, triggering customer dissatisfaction and resulting in being blacklisted by the client.

Action：

1. Role-play in pairs: one as client, the other as engineer; complete a 3–5 minute opening greeting with the Golden Silence technique applied

2. Leverage AI to build a generator for client profiling and customized communication strategies

Module 2: Dig into Real Needs — Questioning Framework from 5W1H to SPIN

Inspiration: Do you fail to figure out clients' genuine requirements in nine out of ten client meetings?

Definition

1. 5W1H questioning method for comprehensive situation analysis

2. Three categories of client demand signals

3. SPIN questioning adapted for technical scenarios to uncover implicit needs

1) S-Situation: Confirm clients' current operating status

2) P-Problem: Explore existing pain points

3) Implication: Highlight adverse consequences of unresolved issues

4) N-Need-Payoff: Link solutions to measurable business value

Example：By adopting SPIN questioning, an engineer helped the client avoid millions of dollars in potential losses.

Action

1. Compile customized SPIN scripts based on real work scenarios

2. Generate tailored SPIN questioning scripts with AI tools

Module 3: Clarify Core Value — Make Technologies Persuasive via FABE

Inspiration: Is it impossible to clearly showcase our competitive edges to clients?

Definition

1. Why superior technology alone cannot secure customer orders

2. Practical application of FABE Rule (Feature → Advantage → Benefit → Evidence) for technical proposals

3. Design of one-page FABE presentation cards

Example：A pre-sales engineer secured a new project by introducing upgraded products to the client's technical procurement manager with structured FABE pitching.

Action

1. Design an exclusive FABE card for the company's own products

2. Develop an AI-powered generator for automatic FABE script creation

Module 4: Handle Objections Composedly — LSCPA Objection Resolution Framework

Inspiration: How do you respond when clients raise doubts and objections?

Definition

1. LSCPA systematic model for resolving customer objections

2. Simulation training under high-pressure communication scenarios

Example：Faced with the accusation of falsified test data, an engineer eliminated credibility crisis by presenting third-party authoritative certification reports plus three-month practical operation data from an existing client.

Action

1. Role-play real business scenarios to resolve client pushbacks using LSCPA

2. Build an AI generator to produce ready-made reply scripts for LSCPA objection handling

模块一：建立链接——从技术为王到商业思维

激发兴趣：非销售人员和客户沟通时，真的处于劣势吗？

知识导入：

1. 技术人员的三大沟通盲区

2. 客户沟通风格快速识别

3. Small Talk—破冰与建立连接

1) 行业话题

2) 场景话题

3) 共鸣话题

4) 工具话题

4. 倾听-听懂话外之音

1) 倾听的四个层次

2) 倾听的三大工具

3) 黄金静默法

4) 通过微表情微反应判断对方的真实心理

案例分析：某工程师在客户现场，每次都和客户抢话，导致客户反感，并把此工程师加入黑名单。

实操演练：

o 练习1: 场景模拟——两人一组，一人扮演客户，一人扮演工程师。模拟初次见面的前3-5分钟寒暄并加入黄金静默方法

o 练习2：使用AI工具制作客户画像与沟通策略生成器

模块二：问出需求——从5W1H到SPIN的提问方法论

激发兴趣：是不是10次有9次碰到客户都摸不透对方的真实想法

知识导入

1. 5W1H提问法——全面了解情况

2. 客户的三类需求信号

3. 问出真实需求——SPIN提问法在技术场景的应用

1) S-Situation（锁定现状）

2) P-Problem（挖掘痛点）

3) I-Implication（放大影响）

4) N-Need-Payoff（绑定价值）

案例分析：使用SPIN提问法沟通，帮助客户止损几百万

实操演练：

o 练习1: 根据实际工作场景制定SPIN话术

o 练习2: 使用AI工具制作SPIN话术

模块三：讲清价值——FABE让技术自带说服力（2小时）

激发兴趣：难道我们就无法跟客户说明白我们的优势吗？

知识导入：

1. 为什么"技术好"不等于"客户买账"

2. FABE法则(特性→优势→利益→证据)技术场景实战

3. 一页纸FABE话术卡设计

案例分析："售前工程师"使用FABE方法向客户"技术采购负责人"介绍"迭代后的产品"获得新项目的订单。

现场演练：

o 练习1: 每人为自家产品设计一张FABE卡

o 练习2: 使用AI工具制作FABE话术卡生成器

模块四：从容应对——LSCPA异议处理

激发兴趣：客户出现异议时，你是如何应对的？

知识导入：

1. LSCPA客户异议处理

2. 高压场景演练

案例分析：某工程师面对客户"测试数据造假"的质疑，拿出第三方权威机构认证报告，同时提供A客户3个月的实际运行数据，成功化解信任危机。

实操演练：

o 练习1: 根据实际场景进行角色扮演，使用LSCPA化解客户异议

o 练习2: 使用AI工具制定LSCPA异议应对话术生成器

Trainer 讲师

Dr. Luzhe Zhang

Senior Trainer, Linke Consulting

Date 日期

6 August, 2026 (Thursday)

Time 时间

9:30 - 17:30 (Beijing Time)

Price 价格

Member (per person, standard price): RMB 2650

Non-Member (per person, standard price): RMB 3650

Early-Bird (per person, member-only, valid by 2026-07-15): RMB 1950

Small (3 people) & large group (10 people) tickets are also available, please contact jonatan@swedcham.cn for more info about group ticket.

Language 培训语言

The workshop will be held in Chinese.

本次培训以中文进行

Venue 地点

SwedCham Shanghai Office

中国瑞典商会上海办公室

Hej!Workshop.3F, Livat Office Tower E, No. 788, Jinzhong Road, Changning District, Shanghai

上海市长宁区金钟路788号荟聚办公楼E栋三层Hej!Workshop

Kindly notice 温馨提示

This course will only be held if we have more than 8 guests joining in.

本次课程仅在有8位以上学员报名的情况下才会开班

Cancellation Policy

If you cannot attend a training for which you have registered, please cancel your registration no later than seven business days prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the training costs.

Fapiao (VAT Invoice)

Apply fapiao when purchasing a ticket, by inputting the Chinese entity name and tax ID (if the title is wrong, you will be unable to receive the Fapaio). Make sure your IT has whitelisted the domain "XX@hlzrkj.xyz​. E-Fapiao will be sent to your e-mail within 7 days after completed event (check spam folder). If the fapiao can not be received, please provide an alternative email or contact finance@swedcham.cn.