Successful Selling Using Psychological Techniques


Course introduction

Selling is not just about closing a recent sales enquiry but building rapport and a trusting relationship with the prospective customer. By becoming a resource in helping the customer solve their existing problems, or satisfying their evolving needs and desires, it gives rise to future sales, referrals, and builds customers’ trust and loyalty.

To excel, sales people have to understand customer’s objectives and motives thoroughly, reinforce trust and communicate with customers at a deeper and yet subtle level. They will need to discover how to establish rapport with ease and assurance, listen to customers more effectively and turn the objection into approval or buy-in, and close deals with appropriate strategies.

Come and join this dynamic and interactive workshop to learn and be equipped with the fundamental knowledge and skills in:
• Connecting with customers
• Engaging with customers
• Converting customers interest into sales
• Handling Objections
• Closing Deals

The knowledge and skills learned in this workshop will bring out the best of every participant and gear each one up to achieve sales success for the organisation.

Course Benefits

Upon completion of this workshop, participants will be able to;

  • Understand a new approach to selling and use psychological influences to connect with customers 
  • Learn how to engage with customers by understanding effective communication principles, Active Listening, the 3 “Vitals” in Communication and building rapport.
  • Convert customer interest into sales by eliciting outcome
  • Apply techniques to handle objections and close sales

Target Audience

Sales leaders, sales managers, Executives and Officer who are in sales or sales-related functions, such as account management, business development and customer service, and who would like to learn and apply psychological techniques in the sales process in order to win sales.

Course Outline

What Will Be Covered

  • Connect with customers
    1. What makes a Sales Star?
    2. Modern Approach vs. Tradition Approach to Selling
    3. The Selling Cycle
    4. Up-selling and Cross-selling
    5. Prospecting and Identifying affinity market
  • Engage with Customers
    1. 3 Vitals of effective communication
    2. Power of active listening
    3. Art of building rapport
  • Convert customer interest into sales
    1. Reveal own interest
    2. Determine needs and wants
    3. Translate needs into benefits
    4. Use the S.E.L.L. approach
    5. “As if” Frame
  • Handling Objections
    1. Value of objection
    2. The P.U.R.R. Technique
    3. The Feel-Felt-Found technique
  • Closing deals
    1. When to close deals
    2. How to close deals – 6 techniques
Presentation, interactive discussion, individual exercises, video, role play, case studies, examples and group activities.

Key Information
Duration 2 days
Time 9am to 5pm
Date 07 - 08 Mar 2019
02 - 03 May 2019
07 - 08 Aug 2019
03 - 04 Oct 2019

Course Fee
Member $818.55
Non-Member $963.00
  • Members enjoy a 15% discount before GST
  • Group Discount (3 or more participants) - 10%
  • All fees are inclusive of 7% GST

Available Course Sessions

Please click here to stay updated on upcoming sessions.

Trainer Profile

Ted Chan

One of Asia Pacific's most in demand speakers and seminar leaders on innovation, change management and organisational creativity, Ted Chan shares innovative yet practical strategies for thriving in this highly competitive world.

Ted's unique understanding of innovation and technological trends traces back to his 15 years of experience working for some of the world's leading and most innovative companies such as Loral Communications Inc., Stanley Works, Singapore Technologies, and Cisco Systems, where he held senior positions in strategic-planning, product management and sales & marketing.

He has spoken to and conducted workshops for several dozens of organizations and empowered several hundreds of business leaders on Leading Change, Innovation and Organisational Creativity. These organisations include Canon, Ciba Vision, General Electric, Keppel, Singapore technologies and A-Star.

Endowed with a strong sense of humour, Ted makes every keynote speech and workshop experiential, interactive, and most of all, fun. His insights leave his audiences not just entertained and informed but most of all inspired.

He earned a Bachelor's of Business Administration (BBA) degree with Merit from the National University of Singapore and a Masters of Business Administration (MBA) degree from the Imperial College London in the UK.

He is certified with the Workforce Development Agency (WDA) and the Master Trainer's Institute of New York. Additionally, he is a Certified Master Practitioner in Neuro-Linguistic Programming (NLP) and a Business Continuity Certified Specialist. Currently, he is a Toastmasters Club's President.