“Yes, I know that your service / product will help me… but it just doesn’t FEEL right…”
If you’re an experienced salesperson, you know the chances of you closing the sale has plummeted when your prospective customer says those dreaded words.
The truth is, we are constantly bombarded by advertisements and clickbait-y headlines. Whether they’re promoting houses, electrical goods, protein shakes or insurance, salespeople are getting a bad reputation for being unyielding and aggressive when they try to upsell the merits and advantages of their products. On the other hand, there are also salespeople who are so concerned with pleasing their prospects and “maintaining” the relationship, they end up selling nothing at all!
But let’s be honest here. Are most upselling pitches compelling? Do they arouse an intense desire or urgency in you to buy their products / services?
The truth is, the way prospective customers receive and digest information has drastically changed. In fact, a study showed that people make up their minds within the first 7 seconds.
The problem is, most of us are managing our sales process wrongly. If we do not speak directly to our prospect’s needs, and to overcome any objection raised, within that critical time frame, the chances of us closing the deal is drastically reduced.
In this regard, Teacher Kean harnesses the powerful Law of Connection, shares crucial persuasion and influencing skills from his training as a UK Barrister, as well as his years of sales experience from the private equity industry, in this engaging workshop to immediately help you close sales and add value to your customers like never before!
This programme seeks to inculcate into each participant selling and persuasion skills, so they can close sales with high success rates.
At the end of the workshop, participants shall hold in their hands' specific skills, knowledge and behaviours that can propel themselves and the organization toward greater results.
Think differently to alter direction.
The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated. They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.
Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.
Our programmes involve with 12 unique learning methodology as below:
Upon completion of the workshop, participants should be able to:
- The Three Certainties: Why every salesperson must unlock the Three Certainties in their prospect’s minds, otherwise they have ZERO chances of closing. Learn how to get the customer to be absolutely certain about:
- The product, idea or concept;
- The salesperson (they must trust, like and have rapport with the salesperson); and
- The company or the organization
- The Law of Connection: Each of us must have the ability to speak directly to our prospect’s needs and emotions, and that every interaction must be anchored to the prospect’s point of view.
In the immortal words of Dan Miller, our customers don’t care if our product is the hero. They suddenly really care, however, if our product can make THEM the hero!
- Participants will be taught an immensely powerful sales process, from prospecting, taking control of the sale, unlocking the Three Certainties, building massive rapport with the prospect, active listening and empathy, creating need and urgency, delivering value, overcoming objections, to closing and sealing the deal
