FOREWORD.
Up your chances of closing more sales with the application of Sales Psychology and Neuro-Linguistic skills. The is a master crafted salesmanship training program which is intended to help salespeople succeed in what they do. The ability to interact, influence and convince others to believe in you and buy what you are selling requires psychological skill and will be very effective if complemented with NLP linguistic skills. This is just like selling to someone you knew and have trust in you. So, in a short time, a salesperson is able to build rapport by cutting off any relationship tension in the first instance that make the customer feel comfortable and gradually have the trust to consider buying.
In a world where every word counts and every conversation can shape outcomes, the ability to communicate with precision, empathy, and influence is no longer optional—it's essential. This training program is designed for those who aspire to master the art of language and harness the psychological drivers behind successful sales.
Whether you're a seasoned professional or just beginning your journey, this program will equip you with the tools to decode human behavior, craft persuasive messages, and build authentic connections. From the nuances of tone and timing to the science of trust and decision-making, you'll explore how linguistic finesse and psychological insight can transform not just your sales performance—but your entire approach to communication.
Prepare to dive deep into the mechanics of influence, the rhythm of rapport, and the power of words that move people. This isn't just training—it's a gateway to becoming a more confident, compelling, and conscious communicator.
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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, behaviors & 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.
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DAY 1
01) Pragmatic-shift in Professional
02) What is NLP with regards to Selling
03) What is Sales Psychology
04) Overview on Sales Psychology Tips
05) Establishing a Professional Personality
06) Understanding Customer Buying Personalities
07) Applying the OSP Sales Procedure
08) The Psychology of Building Rapport
09) Reducing Relationship Tension
10) Ways to Improve Task Tension
11) Ask Insightful Question & Apply ALS
12) Calibration & Acuity
13) The Tactical Use of Sales Linguistic Skills
14) The Use of Consensus
15) Leveraging on Cognitive Biases
16) The Psychology of Fellowship Bonding
17) The Psychology of Intellectual Bonding
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DAY 2
18) The Psychology of Emotional Bonding
19) The Psychology of Task Bonding
20) Disadvantages of Sales Psychology
21) The Psychology of Reciprocity
22) The Psychology of Framing
23) The Psychology of Scarcity
24) Psychology of Authority
25) Sales Psychology through the use of Analogies
26) The Psychological Principle of Reactance
27) Use Risk-reversal Language
28) Leveraging on the Psychology of Questioning Techniques
29) Overcoming Difficult Questions
30) Handling Objections
31) Negotiation Skills
32) The Psychology of switching Closing Techniques
33) Functional Fixedness – Helping client to think out of the box
34) Preventing Rescissions
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TRAINER’S PROFILE
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 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 Behavior.
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.
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