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Leveraging Buyer Psychology to Secure Deals
Lim Boon Piul (Mr)
14 hours
*The fee is inclusive of prevailing GST and subject to changes.
Course Dates
For groups of at least 15 people, customised run dates are available, contact us for more details.
No Schedules Available.
What Is This Session About?
Understanding the psychology of buyers is integral to maximising sales effectiveness. In this workshop, participants will experience a highly interactive and experiential learning approach that shows how to apply the Needs Discovery Technique, establish a customer-focused engagement and propose an effective solution positioning, which ultimately leads to high-valued business deals or sales.
Key concepts taught in this course:
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Buying Blueprint — understand purchasing decisions and buyer psychology. Learn the SELL® Persuasion Blueprint for clear and controlled sales engagements.
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Exploring Explicit Needs — make informed judgments about a client's intent to act (ITA), master the five elements of the Needs Discovery Technique (NDT).
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Formulating Customer-Centric Recommendations — use the FAB model, avoid feature-dropping, develop Benefit Statements that align with client needs.
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Developing Sales Advancement — identify closing mistakes, simple and complex calls to action, and create effective call objectives. Convert Business As Usual (BAU) scenarios into Advances and practise a three-step Call to Action.
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Creating Strategic Positioning — avoid common mistakes in opening conversions, use GOAL-Model to position initial conversations.
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Constructing an Effective Meeting Planner — differentiate between preparation and planning, apply practical tools for meeting planning.
By the end of the workshop, participants will have a thorough understanding of buyer psychology and practical strategies to enhance their sales effectiveness.
What Does The Session Cover?
By the end of the workshop, learners will gain understanding of / learn:
- Create a shared understanding with the customers
- Execute a well-structured call plan
- Integrate the Needs Discovery Technique into daily engagement
- Build a business case and conversation with the Marketing Collateral
- Develop sales effectiveness to drive profitable growth
^ Assessment: Formative Assessment(s) (Assignments/Presentations/Practical Performances)
^ Completion: Upon 100% attendance and meeting Assessment requirement, learners will receive a Certificate of Participation from IAL (& other partners where applicable)
Who Is It Suitable For?
- In-house or freelance Adult Educators
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Sales and Marketing professionals and leaders
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Business owners
Course Funding and Policies
Payment
Please proceed to make payment via eNets/credit card (VISA or MasterCard) at the end of the registration process. Kindly note that the system will automatically cancel the registration if full payment has not been successfully processed by 11.59pm (Singapore Time) on the same day of the registration. You will have to reapply for the course, subject to availability of vacancy at the point of your re-registration.
Additional Funding Available, If Applicable
Singaporeans aged 25 years old and above are eligible for SkillsFuture Credit which can be used to offset the selected programmes' fees for self-sponsored registrations only.
Please note the submission period for your SFC claim via MySkillsFuture needs to be within 60 days before the course start date (date inclusive). If your course start date is more than 60 days from the date of SFC application, the SSG-SFC portal would reject your application. In this case, you would need to pay the full course fees at the end of your course application.
This course is UTAP funded too!
Rescheduling
Request for rescheduling must be submitted to IAL 2 weeks before the commencement of programme. Reschedule requests that come mid-way through training has to be supported by valid reasons; substantiated by references as evidence; such as a doctor's note; or a hospitalization chit.
Please submit your request to reschedule your course here. A non-refundable administrative fee of S$54.00 w/GST ($50) applies for the request and the next available slot will be offered.
Withdrawal
Request for withdrawal from a programme is subjected to review by IAL and the decision is final. IAL reserves the right to request for supporting document(s). A non-refundable administration fee of S$54.00 w/GST ($50) is applicable for withdrawal request. If the withdrawal notice is given less than 2 weeks before the programme start date, the paid fees will not be refunded.
Corporate Run
For dedicated corporate runs with a contract signed with IAL, billing and payment will follow the terms of the signed contract. Otherwise, payment would be expected upon registration.
About the Speaker
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Lim Boon Piul (Mr)
Managing Partner, SAE
Before founding Sales Blueprint®, Boon Piul held multiple senior positions at top global MNCs. He had successfully led and managed many high-level projects and processes across major industries that have resulted in substantial sales growth and grown profitable relationships.
Boon Piul is committed to helping clients develop a team of world-class sales professionals, leaders, coaches and facilitators. Boon Piul is both DACE and ACTA-certified, with a Master Facilitator accreditation in SPIN® Selling.He has received accreditations from the MHI Group (US), TAS Group (US), Halifax Consulting (France), Forum (US), Silega (Switzerland) and Crestcom Bullet Proof® Manager (US).