On September 19th, Zoner successfully launched a landmark training program focused on upgrading sales mindset. With the core theme "From 'Selling Products' to 'Being Consultants'", Mr. Liu delivered a thought-provoking feast that combined theoretical depth with practical value to Zoner's middle management team, including national regional sales directors and distribution managers. This training precisely aligned with Zoner's development needs of deepening market presence and upgrading services.

"Traditional sales compete on product cost-performance, while modern sales win through customer trust – this is the key to Zoner's transformation from scale expansion to quality improvement," Mr. Liu pointed out sharply at the start of the training, linking the topic closely to Zoner's business characteristics. By comparing Zoner's past market cases with industry benchmarks, he clearly dissected the fundamental differences between "selling products" and "being consultants": the former focuses on "what products Zoner has" and passively promotes functions; the latter is rooted in "what solutions customers need", proactively identifies pain points, and deeply binds Zoner's product value to customer demands.

Addressing the role positioning of Zoner's middle managers, Mr. Liu emphasized: "As the core force in Zoner's market expansion, you must not only transform your own mindset but also become 'navigators' for team transformation, making consultative services a distinctive label of Zoner." He proposed that, based on Zoner's product and service characteristics, the core of consultative sales lies in "diagnosing first, then prescribing solutions" – gaining in-depth understanding of customers' business bottlenecks and development goals, then accurately matching Zoner's technical advantages and service capabilities. This shifts sales from "one-way promotion" to "growing with customers", which is highly consistent with Zoner's philosophy of "taking customer value as the core".

To help participants quickly translate mindset into actionable strategies for Zoner's market practice, Mr. Liu shared reusable practical methodologies:

1. Three-Dimensional Demand Mining Method

Leveraging Zoner's products' coverage across multiple industries and scenarios, this method explores three dimensions: "explicit needs" (customers' clear procurement requirements), "implicit needs" (unspoken operational pain points), and "strategic needs" (customers' long-term development plans). Through open-ended questioning and scenario-based guidance, it accurately captures demand points suitable for Zoner's solutions.

2. Anchor-Based Value Presentation Method

Abandoning the traditional model of "listing Zoner's product parameters", this method establishes "strong connection anchors" between product advantages and customer needs. It replaces abstract descriptions with concrete expressions such as "This solution can help you reduce XX operational costs – a proven result from Zoner's services for over 500 enterprises" or "Zoner's customized services can help you improve XX efficiency".

3. Empathy-Based Objection Handling Method

When facing customers' doubts about Zoner's product cost-performance or implementation effects, first build empathy with "I understand your concerns – many customers had similar thoughts before cooperation", then resolve doubts by analyzing Zoner's successful cases in the same industry, avoiding the trap of "confrontational defense". During on-site interactions, participants discussed practical issues encountered in Zoner's regional markets, such as "low customer acceptance of new technologies" and "competitors' low-price impact on Zoner's high-end products". Mr. Liu provided targeted suggestions based on Zoner's resource advantages, and the valuable sharing was met with constant applause.

"In the past, I always told the team to 'promote more of Zoner's product selling points'. Now I realize that only by identifying customers' 'pain points' can Zoner's value be truly recognized!" commented Zoner's East China Regional Sales Director during post-training exchanges. Many participants stated that the training not only broke inherent perceptions but also clarified the path for leading team transformation – in the future, they will integrate consultative thinking into Zoner's daily sales management, enabling the team to better understand customers and the market.

From "selling products" to "being consultants" is a crucial step for Zoner to enhance core competitiveness. This training is not only a precise empowerment of Zoner's middle management team but also an important initiative for the company to pursue high-quality development. It is believed that under the leadership of these managers, Zoner's sales team will gradually build professional consultative sales capabilities, connect with customers through better services, and help Zoner continue to break through in market competition!