FinnCham China, together with CCI FRANCE CHINE and SwissCham China, is pleased to announce a new training opportunity dedicated to Being a Trusted Advisor, in partnership with Simitri.
中国芬兰商会联合中国法国工商会中国瑞士商会，携手思米驰联合推出顾问式销售的培训项目。
The Simitri Being a Trusted Advisor Workshop helps participants to build quality, long-term business relationships with their clients. During the workshop, participants learn how to establish trust, build rapport, uncover needs, and gain commitment, ensuring a more profitable, two-way relationship in which both parties benefit.
Simitri《顾问式销售》培训课程旨在帮助学员与关键利益相关方建立高质量、长期的业务关系。在培训过程中，学员将学习如何建立信任、培养融洽关系、挖掘需求并促成承诺，从而确保形成更具成效、双向互利的合作关系，使双方都能从中获益。
By applying the skills explored during the training, participants move from a vendor or supplier role to that of a Trusted Advisor. Additionally, participants learn how to create value for their stakeholders and deal with challenging people and situations in a credible manner.
通过运用在培训中所学的技能，学员将从传统的供应商角色转变成为值得信赖的顾问。此外，学员还将学习如何为利益相关方创造价值，并以可信的方式应对棘手的对象和局面。
Agenda/课程大纲
Being a Trusted Advisor /成为值得信赖的顾问
Making the Right Impact / 产生正确的影响力
Building a Strong Relationship / 建立牢固的关系Delivering Your Message / 传递你的信息
Dealing with Resistance / 应对抵触
Benefits for Participants / 学习收获
By completing this workshop, participants will:
通过完成本培训，参与者将能够：
•Make the right impact as a Trusted Advisor
以顾问的身份，发挥恰当的影响力
•Uncover the client's decision making process
深入了解客户的决策过程
•Gain greater control over client interactions and outcomes
增强对客户互动及结果的掌控能力
•Use a wide range of skills and strategies to build stakeholder relationships
运用多样化的技能与策略，建立并维护与利益相关方的关系
Date/日期
July 1, 2026, Monday
Time/时间
10:00 - 18:15, Beijing Time
Venue / 地点
CCI FRANCE CHINE Beijing Office
中国法国工商会北京办公室
Suites 203-216 & 222, 2F, Building 81, No. 4 Gongti North Road, Chaoyang District, Beijing、
北京市朝阳区工体北路4号院81号楼二层203-216&222室
Language / 语言
Chinese / 中文
Price (VAT included) / 价格 (含税)
1,494.00 RMB for members
2,315.00 RMB for non-members
Speaker
Yang 杨 Liu 柳
Trainer
Yang Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Cancellation Policy
If you cannot attend an event for which you have registered, please cancel your registration no later than three business day prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for the event costs.
Fapiao Issue
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). E-Fapiao will be sent to your e-mail within 7 days after completed event (check spam folder).
Please note that FinnCham will take photographs from the event and might post these on its public webpage and or social media platforms in order to create awareness of its events. By attending this event you consent to FinnCham China taking and using photographs of you as described above. Please contact: amanda.du@finnchamchina.org if you don't want to appear in the pictures or any other inquiries related to this matter. Meanwhile, commercial reprinting of these photos require written consent from the FinnCham China.
Agenda
10
00AM
-
10
30AM
Opening
Yang 杨Liu 柳• Welcome
• Workshop objectives
• Today’s Agenda
• Housekeeping
• Introductions / Icebreaker
10
30AM
-
11
00AM
Understanding Consultative Selling
Yang 杨Liu 柳• Consultative selling is not about / is about…
• Client Relationship Levels / Becoming a Trusted Advisor
• Small Group Discussion: Service vs. Trust Based Relationship
• The 3 Cs: Being a Trusted Advisor
• Building Your Case Study
11
00AM
-
11
15AM
Conducting a Sales Conversation
Yang 杨Liu 柳• A successful sales conversation
• Effective Sales Conversations: BRACES Process
11
15AM
-
12
00PM
Stage 1: Building Rapport
Yang 杨Liu 柳• Building Rapport
• Ways to Destroy Rapport
• Ways to Build Rapport
• Case Study Discussion
(including 15mins break)
12
00PM
-
12
45PM
Positioning the Conversation
Yang 杨Liu 柳• Positioning the Conversation
• Positioning the Conversation (what, why, how, outcome)
• Tips & Hints
• Case Study Discussion
12
45PM
-
1
30PM
Stage 2: Ascertain and Confirm: Active Listening and Asking Questions
Yang 杨Liu 柳• Degrees of Listening
• Active Listening: Tips & Hints
• 6 “truly open-ended” questions
• Follow-up Questions
• Funnel Approach
• Case study: highly emotional clients
1
30PM
-
2
30PM
2
30PM
-
3
30PM
Stage 3: Explain (Presenting Your Solution)
Yang 杨Liu 柳• Exercise: 3 Rules of Persuasion
• Persuasive Message: Statement, Value, Evidence
• Creating the Value
• Case Study Discussion
• Structuring Your Message: Sales Pitch
• Sales Pitch Practice
3
30PM
-
4
15PM
Stage 4: Handle Resistance
Yang 杨Liu 柳• Quick Video: Trapped Mouse
• Discussion: Why clients resist? (rational and emotional)
• Handling Resistance (4 Steps)
• Methods for Handling Resistance
• Tips & Hints
• Case Study Discussion
4
15PM
-
5
00PM
Stage 5: Seek (Gaining Commitment and Closing)
Yang 杨Liu 柳• Question: what is your objective at the end of every sales conversation?
• Moving the Conversation Forward
• Motivating Client Commitment
• Question: What commitments can you ask for…?
• Closing the Conversation
• Case Study Discussion
5
00PM
-
6
00PM
Role-Play/Sales Practice
Yang 杨Liu 柳• 10-15 min to prepare
• 5-10 min role-play
• Critique and feedback
6
00PM
-
6
15PM
Opening
• Welcome • Workshop objectives • Today’s Agenda • Housekeeping • Introductions / Icebreaker
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Understanding Consultative Selling
• Consultative selling is not about / is about… • Client Relationship Levels / Becoming a Trusted Advisor • Small Group Discussion: Service vs. Trust Based Relationship • The 3 Cs: Being a Trusted Advisor • Building Your Case Study
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Conducting a Sales Conversation
• A successful sales conversation • Effective Sales Conversations: BRACES Process
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Stage 1: Building Rapport
• Building Rapport • Ways to Destroy Rapport • Ways to Build Rapport • Case Study Discussion (including 15mins break)
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Positioning the Conversation
• Positioning the Conversation • Positioning the Conversation (what, why, how, outcome) • Tips & Hints • Case Study Discussion
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Stage 2: Ascertain and Confirm: Active Listening and Asking Questions
• Degrees of Listening • Active Listening: Tips & Hints • 6 “truly open-ended” questions • Follow-up Questions • Funnel Approach • Case study: highly emotional clients
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Stage 3: Explain (Presenting Your Solution)
• Exercise: 3 Rules of Persuasion • Persuasive Message: Statement, Value, Evidence • Creating the Value • Case Study Discussion • Structuring Your Message: Sales Pitch • Sales Pitch Practice
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Stage 4: Handle Resistance
• Quick Video: Trapped Mouse • Discussion: Why clients resist? (rational and emotional) • Handling Resistance (4 Steps) • Methods for Handling Resistance • Tips & Hints • Case Study Discussion
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Stage 5: Seek (Gaining Commitment and Closing)
• Question: what is your objective at the end of every sales conversation? • Moving the Conversation Forward • Motivating Client Commitment • Question: What commitments can you ask for…? • Closing the Conversation • Case Study Discussion
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Role-Play/Sales Practice
• 10-15 min to prepare • 5-10 min role-play • Critique and feedback
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
End of Day Wrap-Up
• End of Day Discussion • Key Learning
Speakers
Yang 杨Liu 柳
Trainer at SimitriYANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
Speakers
Deng Peihong
Sales Director & Senior Consultant of Simitri Group
DENG Peihong joined Simitri Group 3 years ago, she now serves as the company's Sales Director and Senior Consultant.
Before joining the company, she built a distinguished 28-year career in the banking industry, culminating in her role as Managing Director and Senior Banker at Société Générale China. Throughout her career, she has developed strong relationship with her clients, such as Chinese importers, exporters, overseas EPC contractors and project developers (including a lot of Chinese big SOEs) as well as Chinese financial institutions. She was leading or supporting a significant number of deals in China, across Asia, Europe, Africa, Australia, and Latin America etc.
邓培红于三年前加入思米驰集团（思米驰公司），目前担任公司销售总监兼高级顾问。
在加入公司之前，她在银行业拥有长达 28 年的职业生涯，并在退休前担任法国兴业银行中国区董事总经理兼高级银行家。在其职业生涯中，她与客户建立了牢固的合作关系，这些客户包括中国进口商、出口商、海外 EPC 承包商和项目开发商（包括许多中国大型国有企业）以及中国金融机构。她曾在中国以及亚洲、欧洲、非洲、澳大利亚和拉丁美洲等地区牵头或参与大量项目和交易。
Yang 杨Liu 柳
Trainer at Simitri
YANG Liu is a trainer and facilitator with over 20 years of experience in management. He held key roles in Learning and Development at Lafarge and Antonoil. He holds an MBA from Peking University and a Chemical Engineering degree from Tsinghua University. He is certified in MBTI and Emotional Intelligence assessments and is fluent in Mandarin and English, with an intermediate level in French.
杨柳是一位资深的培训师及引导师，在中国拥有超过20年的企业管理经验。他曾在拉法基 (Lafarge) 和安东石油 (Antonoil) 等知名企业担任学习与发展部门的核心管理岗位。 杨柳毕业于清华大学化学工程系，后获得北京大学MBA硕士学位。他拥有MBTI®及情商(EQ)测评的专业认证资格。他的授课兼具国际化视野、本土化实践与科学理论依据，逻辑清晰，生动有力，深受学员好评。
