On December 10th 2025, the Swedish Chamber of Commerce in China invites you to a full-day offline training in Shanghai on "Smart Deal: AI Empowered Sales Process Mastery", which will be conducted in Chinese. Through hands-on learning, this program empowers leaders to transform from selling products to driving client success in the AI era.

Introduction/课程介绍

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• Capability bottlenecks: Sales teams rely on outdated methods, lacking data-driven decision-making and agility.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."

在新质生产力加速转型的时代，企业面临三大核心挑战：

• 竞争加剧：传统业务模式受数字化冲击，利润率下滑，客户黏性降低
• 价值断层：客户需求向定制化，供应商需提供全链路解决方案而非单一产品
• 能力瓶颈：销售团队思维固化，依赖经验驱动，缺乏数据化决策与敏捷响应能力

本课程以"新质生产力"为内核，聚焦解决方案式销售的全流程升级，通过数字化工具、客户价值共创模型、差异化竞争壁垒构建，助力企业实现从"销售产品"到"赋能客户经营"的转型，抢占新质生产力时代的市场先机。

Target Audience/目标学员

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

总经理、营销副总经理、营销总监、销售经理、市场经理、大区经理、产品经理等销售或者销售相关管理人员

Teaching Method/授课形式

Lectures, video demo, case study, group discussion, exercise

课堂讲授、视频展示、案例分析、分组讨论、练习

Objective/课程目标

Capability Upgrade

• Data-driven sales strategies: Enhance complex deal success with client journey analytics and value co-creation.
• Digital toolkits: Standardize sales actions with STP targeting, FAB differentiation, and SPIN demand mining.
• Agile collaboration: Streamline cross-department workflows for faster client response.

Deliverables

• Toolkits: Client persona templates, decision-chain analysis tools, differentiation matrices (10+ tools).
• Script library: Executive communication tactics, FABE value propositions.
• Strategy roadmap: Client development paths and competitive shielding strategies.

能力升级

• 一套新质生产力驱动的销售战法：融合数据洞察、客户旅程管理、价值共创，提升复杂订单赢率；
• 一套数字化工具链：覆盖STP精准拓客、FAB差异化塑造、SPIN需求挖掘等场景，实现销售动作标准化；
• 一套敏捷协作模式：统一销售语言，建立跨部门协同机制，加速客户需求响应与方案交付。

成果产出

• 工具包：客户画像模板、采购决策链分析表、差异化能力矩阵等10+实战工具；
• 话术库：高层沟通策略、FABE价值陈述；
• 策略地图：基于新质生产力的客户开发路径图与竞争屏蔽策略。

Outline/课程大纲

Module 1: Intelligence Warfare – Data-Driven Opportunity Mining

STP Precision Targeting

• Industry/size, purchasing behavior, demand traits, equity structure, corporate culture, client personas.
• Tool: DeepSeek + STP + SWOT for lead generation.

12 Offline Lead-Generation Tactics.

Module 2: Decision-Chain Breakthrough – Executive Engagement

Decision-Chain 3.0: Mapping power dynamics.

• Tools: DeepSeek-generated client personas, organizational charts.

Pain Point Analysis: Organizational vs. individual challenges.

Stakeholder Strategy:

• EB (Economic Buyer): Addressing dominance.
• TB (Technical Buyer): Handling objections.
• UB (User Buyer): Gaining support.

Module 3: Competitive Differentiation – Value Reengineering

FABE + Value Proposition: Linking features to client pain points.

• Tool: DeepSeek-generated FABE scripts.

Demand Mining:

• Iceberg Theory (explicit vs. hidden needs).
• SPIN Framework:

­ Situation

­ Problem

­ Implication

­ Need-Payoff questions.

• Tool: DeepSeek SPIN script generator.

Wrap-Up

ORID Review: Objective, Reflective, Interpretive, Decisional.

Action Plan: Personalized strategies.

Certification & Closing.

第一部分：新质生产力下的情报战——数据驱动的商机挖掘

STP精准拓客：数字化客户分层

• 销售流程全景图
• 使用STP法精准拓客人

­ 行业与规模

­ 采购行为

­ 需求特征

­ 股份构成

­ 企业文化

­ 客户画像等

工具输出：演示如何用DeepSeek+STP+SWOT精准获客

• 线下12种拓客大法

第二部分：新质关系网络——高层渗透与决策链破局

决策链3.0：新质生产力下的权力地图

• 客户画像：采购行为客户建模

工具演练&输出：DeepSeek客户画像工具一键生成

• 行业痛点图谱绘制

­ "痛"的缘起

­ 练习：职位与业务挑战的匹配

­ 组织层面的"痛点"

­ 个人层面的"痛点"

­ 常见关键人物"痛点"

• 关键角色识别

工具演练&输出：采购决策链关键人物覆盖程度评估表

• 不同层级不同需求不同关注点

­ EB TB UB Coach不同角色不同的采购利益点

­ EB决策人：如何应对强势的决策人

­ TB技术和采购者：总是挑刺如何应对

­ UB如何获得用户的支持

• 内线画像

工具输出：用DeepSeek输出目标客户的组织架构图

高层价值对话术

• 与高层打交道的原则
• 与高层打交道策略

­ 打交道流程

­ 客户高层特点：重要信息、通用信息、制定客户高层模型

­ 销售自身优势：销售自身的优劣势分析表

案例：海康威视AI开放平台

第三部分：构建新质竞争壁垒—重塑差异化优势

FABE+价值陈述法价值重塑

• 说正确-从功能到生态到服务

­ 说正确的四个维度：附加服务、产品功能、销售模式、品牌实力

­ 差异化能力清单：突出降本、增效、减碳的详细说明

• 差异化是独特性吗？

工具演练&输出：差异化能力清单

• 正确说-如何将差异化优势匹配客户的痛点

­ 如何匹配客户的痛点

先诊断，后开方：建立"角色-痛苦-原因-差异化能力"的链接

需求能力映射表：从"买方痛点"到"卖方差异化能力"的链接

工具演练&输出：设计需求能力映射表

­ 正确说：FAB法则

­ FAB对客户购买的影响程度

工具演练&输出：DeepSeek FABE模板一键生成价值重塑话术

客户需求挖掘

• 需求冰山理论：显性、隐性和深层需求
• 客户需求分析清单
• 练习：区分显性和隐性需求
• SPIN提问法

­ Situation 背景式提问

­ Problem 难点式提问

­ Implication 暗示型提问

­ Need-Payoff 需求利益型提问

工具演练&输出：利用DeepSeek快速生成SPIN销售话术

复盘：ORID

Q&A

练习：制定行动计划

Trainer 讲师

Luzhe Zhang

Senior Trilingual Trainer

Linke Consulting

Date 日期

10 December, 2025 (Wednesday)

Time 时间

9:30 - 17:30, Beijing Time

Price 价格

Member (1 person, standard price): 2480 RMB

Non-Member (1 person, standard price): 3450 RMB

Early-Bird (Member-only, Valid until 23:59 on 10th November.): 1880 RMB

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 6 guests joining in.

本次课程仅在有6 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.