THE POWER OF SALES PSYCHOLOGY 

A 2-Day Program

Re-skill your sales team today!

FOREWORD: 

Sales is not just about products or services; it’s about people. At its core, every sale is a psychological exchange—a tango of emotions, needs, and desires. Whether you’re selling, the principles of human behavior remain the same. Understanding these principles is what separates the average salesperson from the master salesman.

In this exclusive selling skills program, we’ll escalate towards the heights of sales psychology. You’ll learn how people make decisions, why they say “yes” or “no,” and how you can professionally & tactfully influence their choices. We’ll explore the science of trust, the art of persuasion, and the strategies that top performers use to close deals consistently.

This isn’t just a training program about techniques. It’s about mindset and human behaviour. It’s about understanding yourself as much as your customer. It is about improving your EQ because when you truly grasp the psychology behind selling, you’ll not only be consistent on your targets—you’ll build lasting relationships.

By the end of this program, you’ll have the tools to not just sell, but to connect, influence, and succeed in ways you never thought possible.

 OBJECTIVES:

1.    To develop confidence & the ability to sell beyond targets.

2.    Learn personality profiling and acquire the ability to understand the different customer characters, behaviours & motivations and win their trust.

3.    Develop psychological & social-interactive skills which encompasses the effective ability to communicate & interact convincingly.

4.   Learn neuro-linguistic programming (NLP) that helps to use language, feelings, and thoughts to persuade & influence customers.

 FOR WHO?

This workshop is highly recommended for both the inexperience and the experience sales professionals, irrespective of whether they are sales executives or sales managers or marketing directors.

 COURSE OUTLINE

DAY 1 - 09.00 am - 05.00 pm

01) Introduction: The Mind Behind the Sale

§  Why understanding human psychology is the key to sales success.

§  The intersection of human behavior and decision-making.

§  Overview of what this program will cover

02) Part 1: Mechanics of the Organized

Sales Presentation (OSP) Model

§  Sell yourself

§  Sell needs

§  Sell solutions

§  Sell the sale

§  Keep the sale

03) Part 2: The Foundations of Sales Psychology

(a) The Psychology of Decision-Making

§  How people make buying decisions.

§  The role of emotions vs. logic.

§  Cognitive biases and how to leverage them.

§  12 tips for psychological selling

(b) Understanding Buyer Personas

§  Identifying 14 different types of buyers.

§  Tailoring your approach to personality types.

§  The role of empathy in sales.

(c) The Science of Trust

§  Why trust is the foundation of every sale.

§  Reduce relationship tension & building rapport quickly and authentically.

§  The role of body language and tone.

§  The use of sales linguistic skills.

Part 3: The Art of Persuasion

           (a)  The Principles of Influence

§  The 6 principles of persuasion (reciprocity, scarcity, authority, consistency, liking, consensus).

§  How to apply these principles ethically in sales.

           (b)  The Power of Storytelling

§  Why stories sell better than facts.

§  Crafting compelling narratives that resonate.

§  Using stories to overcome objections.

           (c)  Framing and Anchoring

§  How to increase task tension to get 100% attention at the start

§  How to present your offer in the most appealing way.

§  The psychology of pricing and value perception.

§  Anchoring techniques to guide decisions.

§  The use of tactical questions for leverage & control

DAY 2 - 09.00 am - 05.00 pm

Part 4: Overcoming Objections and Closing the Deal

           (a)  The Psychology of Objections

§  Why objections are a natural part of the process.

§  Building strategic defences against all kinds of objections

§  How to reframe objections as opportunities.

§  Common objections and how to handle them.

           (b)The Art of Closing

§  Psychological triggers that lead to a "yes”.

§  When and how to ask for the sale.

§  The art of using multiple closing techniques

§  Creating a sense of urgency without pressure.

§  How to prevent rescissions.

Part 5: Advanced Techniques for Sales Mastery

          (a)  The Role of Emotional Intelligence in Sales

§  How to read and respond to emotional cues.

§  Managing your own emotions.

§  Building long-term relationships.

          (b)  The Psychology of Negotiation

§  Win-win strategies that build trust.

§  How to handle tough negotiators.

§  Power up with 15 negotiation tactics

§  The role of patience & timing.

          (c)  Leveraging Technology & Data

§  Using psychology in digital sales (emails, social medias, etc.)

§  How data can inform your psychological approach

§  Balancing human connection with automation

Conclusion: Becoming a Master of Sales Psychology

§  Recap of key principles.

§  The importance of continuous learning and adaptation.

§  Final thoughts on ethical selling and long-term success.

Training Methodology: 

Pre-evaluation, Interactive LEARNING, Case Study, Video Previews, Brainstorming,

Motivation, Q & A Tests

 William Leon Chua PhD, is the Founder, Chief Trainer and Principal Consultant of DRC Management & Training PLT. He is a sought-after management consultant and compelling corporate trainer & motivator on Neuro-Linguistic Skills, Sales Psychology, Sales Motivation, Professional Selling & Nergotiation Skills, Time & Territory Management in Selling, Leadership Empowerment, Strategic Management, Teambuilding, Interpersonal & Communication skills, Strategic Marketing, Customer Service, Sun Tzu Art of War, Corporate Ethics, Mindset Change, TQM, and High-Performance Management etc. He speaks to audiences in around the Asia-Pacific Region, and occasionally in Europe. 

He was a member of the Malaysia Association of Professional Speakers (MAPS) & the Malaysia Institute of Management (MIM) and he is a registered corporate trainer with the Human Resource Development Corporation of Malaysia (HRDC) since 1999.

Academically, he has acquired a Diploma in Sales Management, a Diploma in Business & Management, a BA major in Psychology and a PhD in Organizational Behaviour. 

Working Experience - With his more than 30 years of multi-industrial experiences complemented with his years as a professional corporate trainer, he has amassed volumes of skills, strategies, techniques, and ideas. He is more than a lecturer; he is a corporate trainer qualified with years of in-depth multi-industrial experiences. 

During this 1-day program he will impart more than 30 years of his research and invaluable training experiences on the subject matter to the participants. All in all, he has provided corporate training to more than 700 companies ranging from various manufacturers, universities, hotels, time-share companies, wholesale companies, housing developers, forwarders, pharmaceutical companies, MLM companies, fund management companies, banks and insurance companies etc. both locally in Malaysia and abroad. His approach in facilitating seminars is expounded with years of hands-on experience, research-based & is up-to-date informative as well as edu-taining, highly motivating and at the same time pragmatic to ensure that learning is effectively projected into action and results. He has to-date directed & produced 2 astounding motivational training videos: (1) Manifestation & Transformation (2) The Kung-Fu of Business Management.

His fields of expertise on corporate training among many other soft skills programs include:

(1) a wide range of Leadership Development Skills Programs,

(2) a series of Corporate Teambuilding & Team-bonding,

(3) Interpersonal & Communication Skills,

(4) Corporate Ethics & Discipline,

(5) Sun Tzu Art of War in Strategic Marketing,

(6) Professional Selling & Negotiation Skills,

(7) Sales Motivation,

(8) Sales Psychology,

(9) The Sales Samurai,

(10) a wide range of Customer Service Programs,

(11) Public Speaking Skills,

(12) Mind-set Change,

(13) Personal Development,

(14) Time Mastery & Goals Getting,

(15) Creative Thinking & Problem Solving,

(16) The Six Thinking Hats,

(17) Confidence & Power in Dealing with People,

(18) Stress Management,

(19) Security Management,

(20) Telephonic Skills,

(21) Grooming & Personality Enhancement etc.

 DRC Management & Training PLT

Website: www.asia-seminar.com

Email: drleonchua@gmail.com / william@asia-seminar.com

WhatsApp: 013-7296728 / 0162095570