On September 16, the third day of KuaIQiWu's national team annual training and exchange program commenced. Following the internal exchanges on September 15 covering business cases, key client development, service delivery, and brand building, on September 16, KuaIQiWu invited Mr. Gan Hongliang, a practical mentor in marketing management, to deliver the "Five Rings of Consultative Selling — The Winning Path for Elite Professionals in Foreign-Related Enterprise Services" practical training camp for teams in Shenzhen, Beijing, Shanghai, and Guangzhou.
This training was not simply about “how to sell products,” but rather started from customer needs to re-understand the role and positioning of sales in the foreign-related enterprise services industry:Moving from salesperson to enterprise consultant, from product introduction to needs understanding, from pushing for closing to helping customers solve problems.
Photo: KuaIQiWu holds the Consultative Selling Practical Training Camp at its Shenzhen headquarters
01 Professional Upgrade: Building Consultative Service Capabilities from Sales Service to Advisory Service
Enterprise going-global services involve multiple stages including company registration, bank account opening, tax compliance, and overseas operations. What clients need is not just a service quote, but a professional partner who can understand their business development needs, identify key issues, and provide solutions.
The training was organized around the concept of consultative selling, guiding the team to completethe role transformation from “salesperson” to “enterprise consultant”. The course emphasized that consultative selling should be centered on customer needs and, on the basis of building trust, help customers solve practical problems through professional solutions.
In the needs discovery segment, Mr. Gan Hongliang combined real business scenarios to guide the team in learning how to identify the issues customers truly care about through effective communication, in-depth questioning, and needs analysis.
For the enterprise services industry, truly effective selling is not about providing whatever the customer asks for, but ratherfinding solutions more suitable for the customer's development based on a thorough understanding of the customer's business background。
Photo: On-site discussion at KuaIQiWu's Consultative Selling Practical Training Camp
Quick Enterprise Services Consultant-Style Sales Practical Intensive Training Camp Group Competition
02 Capability Enhancement: Building a Professional Service System Around Customer Decision-Making and Value Creation
Customer decision-making in foreign-related enterprise services typically involves multiple roles. The training focused on customer decision chain analysis, helping the team further understand the key concerns of different decision-making roles in the service selection process, including final decision-makers, business influencers, actual users, and risk controllers.
Through a deeper understanding of the customer decision-making process, the team can more accurately assess customer needs, improve communication efficiency, and ensure that service proposals truly align with customers' development goals.
At the same time, the course provided in-depth instruction on value presentation and objection handling during the closing process.
In the face of market competition and price comparisons, enterprise services cannot remain at the level of simple quotations, but need to help customers see the long-term value behind the service, including professional capabilities, delivery assurance, risk control, and total cost.
Moving from “price competition” to “value competition”is also an important direction for KuaIQiWu's continuous improvement of service capabilities.
图：快企务顾问式销售实战特训营小组第一名获奖合影
Photo: On-site interaction at KuaIQiWu's Consultative Selling Practical Training Camp
03 Continuous Evolution: Driving Team Growth Through Learning to Provide Better Service to Customers
The course concluded by returning to long-term customer management and team capability improvement.
Around customer maintenance, continuous follow-up, and long-term relationship building, the training helped the team further understand the value of post-closing service. Customer relationships do not end with a single transaction, but are continuously deepened through ongoing communication and professional service.
This Consultative Selling Practical Training Camp was led by Mr. Gan Hongliang. Mr. Gan has 20 years of practical experience in marketing management and 5 years of experience as an HR director. He previously served as Sales Director of Panasonic's South China Branch and serves as a lecturer on Drucker's management philosophy, an authorized lecturer of Japan's "Horensho" (Reporting, Communication, Consultation), an RBC registered business coach, and an authorized lecturer of the American Person "Performance-Based Leadership" program.
For the KuaIQiWu team, this trainingwas not only a sales capability improvement course, but also a systematic upgrade centered on customer value, service philosophy, and team growth。
Photo: Group photo at KuaIQiWu's Consultative Selling Practical Training Camp
Continuous learning, continuous optimization, and continuous innovation are important drivers for KuaIQiWu's corporate development. In the future, KuaIQiWu will continue to enhance its professional capabilities and service system development, consistently providing customers with professional, efficient, and reliable going-global business services.