To keep pace with industry development trends and drive the transformation and upgrading of our sales approach, the company's Marketing and Sales Department held an elite sales practical training session at the Highlander conference room on June 12–13. All sales staff from the Marine Products Division attended the training, with Ms. Yin Ziyu (Louisa) specially invited to serve as the instructor and provide guidance throughout the entire program.

The training centered on the sales funnel and competency closed-loop framework, covering the full cycle of customer development, needs discovery, business negotiation, and client relationship management. It adopted a "theory + tools + live simulation" approach, with a focus on building sales methodologies that can be put into practice. The curriculum covered professional frameworks including the Johari Window, SPIN Consultative Selling, the FABE Selling Method, and the Harvard Negotiation Principles. Combined with industry-specific scenarios, the training also included multiple rounds of live sales simulations, objection-handling drills, and deal-closing negotiation exercises, targeting the real pain points encountered in day-to-day sales work.

June 12 – Morning

The session began with a review of the previous training phase, revisiting core knowledge points including the Customer Four-Quadrant model, the DMU decision chain, the Trust Formula, and DISC communication. The group then studied the Johari Window, learning techniques for breaking through in customer relationships. A focused breakdown of the SPIN Consultative Selling logic was carried out, guiding participants to understand the sales approach of "letting customers recognize value on their own."

June 12 – Afternoon

In the afternoon, participants conducted specialized hands-on practice of the SPIN selling method, learning how to extend a customer's minor equipment issue to business losses and accurately communicate the value of product solutions. They also studied the FABE Benefits Selling method and conducted targeted drills. During the integrated simulation exercise, everyone immersed themselves in realistic sales scenarios, after which the instructor provided individual feedback, refined communication scripts, and compiled a standardized questioning checklist.

June 13 – Morning

The second day's curriculum focused on business negotiation, deal closing, and long-term customer operations. The morning began with a recap of the previous day's learning, then formally entered the negotiation module. The course explained the Harvard Negotiation Principles in detail, establishing a negotiation mindset of "separating people from the problem and prioritizing interests over positions." It deconstructed response strategies for common competitor objections in the market and explained leverage management and value defense techniques. All participants split into groups to conduct deal-closing negotiation simulations, practicing communication methods to protect profit margins and maintain client relationships in real scenarios.

June 13 – Afternoon

The afternoon session focused on deal finalization and secondary value discovery from customers, explaining key points of the full project delivery and case-closing process, and building a referral and growth system through existing customers. The training concluded with a comprehensive full-cycle closed-loop simulation, with the instructor evaluating each group's performance across three dimensions: trust building, professional communication, and business advancement. At the end, all participants collectively reviewed their learning outcomes and confirmed the requirements for subsequent on-the-job implementation.

The training also covered project delivery, client referral growth, and other topics, and concluded with a comprehensive full-cycle simulation. Seven practical tools—including scripts, the Questioning Canvas, file templates, and draft agreements—were produced on-site, providing standardized support for front-line work. All participants strictly observed training discipline and actively engaged in interactive drills, creating a strong learning atmosphere.

This training effectively strengthened the team's professional foundation and enhanced overall business capabilities. Going forward, the sales team will apply what they have learned to their daily work—putting knowledge into practice, moving forward with united effort, and fully expanding into the market to support the company's steady business growth.