Elite Consultative Selling Masterclass

Elite Consultative Selling Masterclass
AI 時代下,市場資訊愈趨透明,客戶掌握更多比較、選擇與決策能力,傳統單向式產品推銷已難以持續創造成交。無論企業提供的是產品還是服務,銷售成效往往直接影響公司的收入增長、客戶關係及市場競爭力。企業要提升銷售表現,關鍵不只在於銷售人員能否清楚介紹產品,更在於能否深入理解客戶痛點、拆解決策顧慮,並以具策略性及顧問式的方法,提供真正能解決問題的價值方案。
本課程由星級企業培訓師葉慶榮(SAM SIR)精心設計,立足香港商業實戰情境,結合心理學、博弈思維及高階顧問式溝通技巧,協助學員突破傳統交易式銷售對話模式。課程將透過實戰案例、情境拆解及銷售對話演練,訓練學員讀懂客戶心理、掌握痛點分析、重塑價值表達,並有效推進成交決策,全面提升客戶洞察、價值傳遞與成交能力。
銷售的意義,不是說服客戶購買,而是協助客戶解決痛點及問題。
Course Overview Learning Objectives
📌 協助學員建立顧問式銷售思維,明白銷售的核心不只是推廣產品,而是協助客戶識別痛點、釐清問題,並提供合適的解決方案。透過性格心理學工具分析不同客戶的決策模式、溝通偏好及購買動機,協助學員快速讀懂客戶背後的真正需要。
📌 提升學員對客戶心理及決策行為的洞察力,掌握如何分析客戶抗拒、猶豫、比較及壓價背後的真正動機,並將其轉化為成交推進的契機。
📌 訓練學員運用心理學、博弈思維及先跟後帶技巧建立客戶信任,強化產品或服務價值與客戶需求之間的連繫,提升購買意願。以香港常見銷售場景為基礎,分析客戶抗拒、猶豫、比較及壓價背後的心理博弈,訓練學員將拒絕轉化為成交推進機會。
📌 善用多維故事式演繹技巧,將產品價值轉化為客戶看得見、聽得入、感受得到的解決方案,從而提升異議處理、決策推進及成交能力。訓練學員善用視覺、聽覺、感覺語言技術,將產品或服務價值轉化為客戶看得見、聽得入、感受得到的解決方案。
📌以百分百互動形式進行銷售對話、角色扮演及即場修正,訓練學員先建立信任及溝通氛圍,再引導客戶重塑價值及推動成交。


Course Outline
Module 1 - 頂級銷售員的價值及任務
(Evening Night Sessions)
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頂級銷售員的價值及任務 : 讓學員明白 AI 時代的銷售價值,不再只是介紹產品,而是成為協助客戶解決痛點的顧問。建立「銷售成敗影響企業命運」的專業任務感。
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從性格心理學到銷售蛻變 : 運用 PD 了解不同客戶的性格特質、溝通偏好及決策模式。學員將學會因應不同客戶類型調整提問、表達及成交切入點。
Course Outline
Module 2 - 從博弈學到思維邊界突破
(Evening Night Sessions)
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從博弈學到思維邊界突破 : 學習如何運用利他思維推動行銷。
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拒絕話術應對技巧 : 透過 NLP 先跟後帶技巧,學會先承接客戶立場,再引導對方重新審視價值。


Course Outline
Module 3 - 如何做到真正的 FAB 銷售
(Evening Night Sessions)
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如何做到真正的 FAB 銷售 : 協助學員將產品功能轉化為客戶真正關心的好處與價值,讓客戶看得見、聽得入、感受得到產品帶來的解決方案。
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4D 故事式演繹技術 : 訓練學員運用視覺、聽覺、感覺及邏輯分析的故事式演繹,將銷售表達轉化為具場景感的價值呈現。透過實戰角色扮演及即場修正,提升價值表達、異議處理及成交推進能力。
Speaker
H.W.Yip (Sam Sir)
Mr. Yip is a seasoned consultant and training professional with close to two decades of experience in talent development, leadership, team building, and customer relationship management. With his extensive background in business development and human resource management, he has successfully assisted various organizations in implementing hundreds of training programs and talent development projects, achieving outstanding results. As a performance coach and consultant for multiple organizations, Sam sir specializes in four key areas: corporate transformation, leadership, team building, and premium customer service. He is one of the few training consultants actively engaged across commercial brands, government departments, and social welfare organizations. His exceptional training effectiveness and skills have garnered support from corporate clients and trainees alike, as well as widespread acclaim from diverse media outlets, including TVB, radio, and newspapers.
Course Details
Dates and Times (3 Sessions)
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15, 22 & 29 Sep 2026, 7pm to 10pm
Location
78 Tat Chee Avenue, Kowloon, Productivity Building
Target Audience
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Elite Consultant
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Sales Professionals
Fee
HKD 3,880 per participant
Early Bird Discount: HKD 3,500 per participant
(Applicable for registrations on or before 15 Aug 2026)
Language
Cantonese, supplemented with Chinese materials
Certificate Award
Participants who attend all classes and successfully pass the assessments will receive a certificate of attendance jointly issued by the Hong Kong Professional Training Centre and the Hong Kong Productivity Council.
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