WSQ - Closing Sales with Empathy-Driven People-Focused Selling

Topic 1. Foundations of Selling 

• Selling Mindset
• Selling Like a Human
• You've Got to Want It
• Confidence & Focus
• Fear Reduction
• Sales Strategy
• Math of Sales
• Goal Setting

• Understanding Buyer Psychology
• Psychology of Influence
• Why People Buy
• Buyer's Matrix
• Exactly What to Say
• The Power of Words
• Illusion of Choice Using Leads
• Building Trust & Rapport
• Tone
• Champion Selling

• Discovery Process
• What is the Point of Discovery?
• Bucket Questions
• Why Why Why
• Gap Questions
• Permission-Based Selling

Topic 2. Selling Techniques & Problem-Solving 

• Sales Methods
• Problem-Based Selling
• What Would Your Customer Say (WWYCS)?
• Upselling and Cross Selling tecniques
• Sales Tactics
• How to Run a Great Demo
• Educate ("The What")
• Demonstrate ("The How")
• Buy-In ("The Why")
• Mini Close
• Champion Selling

Topic 3. Closing the Sale 

• Closing Techniques
• What is a Close?
• Do They Want It?
• Justify the Price
• Discounting
• Mini Close
• Make it Easy for Them to Buy
• Proper Follow Up
• Common Challenges
• Common Flubs & Flaws
• Champion Selling

Topic 4. Handling Objections & Rejections

• Objection vs. Deflection vs. Rejection
• Sales objection Handling techniques
• Answer & Ask
• Using Testimonials for Objections
• Metrics of Sales Closure Process 

Final Assessment

• Written Assessment
• Role Play

Promotion Code

Your will get 10% discount voucher for 2nd course onwards if you write us a Google review.

Minimum Entry Requirement

Knowledge and Skills

• Able to operate using computer functions
• Minimum 3 GCE ‘O’ Levels Passes including English or WPL Level 5 (Average of Reading, Listening, Speaking & Writing Scores)

Attitude

• Positive Learning Attitude
• Enthusiastic Learner

Experience

• Minimum of 1 year of working experience.

Target Age Group: 18-65 years old

Minimum Software/Hardware Requirement

Software:

TBD

Hardware: Window or Mac Laptops

Appeal Process

1. The candidate has the right to disagree with the assessment decision made by the assessor.
2. When giving feedback to the candidate, the assessor must check with the candidate if he agrees with the assessment outcome.
3. If the candidate agrees with the assessment outcome, the assessor & the candidate must sign the Assessment Summary Record.
4. If the candidate disagrees with the assessment outcome, he/she should not sign in the Assessment Summary Record.
5. If the candidate intends to appeal the decision, he/she should first discuss the matter with the assessor/assessment manager.
6. If the candidate is still not satisfied with the decision, the candidate must notify the assessor of the decision to appeal. The assessor will reflect the candidate’s intention in the Feedback Section of the Assessment Summary Record.
7. The assessor will notify the assessor manager about the candidate’s intention to lodge an appeal.
8. The candidate must lodge the appeal within 7 days, giving reasons for appeal 
9. The assessor can help the candidate with writing and lodging the appeal.
10. he assessment manager will collect information from the candidate & assessor and give a final decision.
11. A record of the appeal and any subsequent actions and findings will be made.
12. An Assessment Appeal Panel will be formed to review and give a decision.
13. The outcome of the appeal will be made known to the candidate within 2 weeks from the date the appeal was lodged.
14. The decision of the Assessment Appeal Panel is final and no further appeal will be entertained.
15. Please click the link below to fill up the Candidates Appeal Form.

• Sales Manager
• Business Development Manager
• Sales Executive
• Client Relationship Manager
• Account Manager
• Customer Success Manager
• Sales Consultant
• Sales Trainer
• Inside Sales Specialist
• Territory Sales Manager
• Retail Sales Manager
• B2B Sales Representative
• Key Account Executive
• Sales Coordinator
• Corporate Sales Manager
• Sales Analyst
• Regional Sales Manager
• Channel Sales Manager
• Marketing and Sales Consultant
• Sales Operations Specialist

Tan Teck Hwa: Tan Teck Hwa is a ACTA certified trainer. Teck Hwa gradute with a Master of Edution in NIE,NTU, a Bachelor of Engineering in Polytechnic University,Japan, having Diploma in Japanese Language in International Student Instititude, Japan and a Advanced Certificate in Learning & Performance. He have taken leadership role such as education operations, L&D and organisational change. He is experience in traning management and administration. He did curriculum development and implementation. Conducting leadership and management development training. He also used to work in COO, Unihearts International Education Group in China, Vice principal at SMRT Institue, Corporate Services Director in ETT Academy, Vice Principal doing strategic planning for Hwa Chong International School, Principal part-time lecturer in ITE Institutes.

Kesston Tang: Kesston Tang started his an entrepreneur journey as Affiliate Marketing, currently he has been providing coaching and developing consultation to his Client’s, such as Online Presence Marketing/Management as a whole in managing their portfolios that helps his client’s in gross profits of ROI (150% - 200%). He has more than 2 decades of experiences in Supply Chain (Warehouse Management) and Information and Communications Technology (ICT) sector, thus he had implemented across many multiply MNC and government agencies of major multi-million dollars in project management that delivered results in the success of S$324.5 million projectization.

Kesston Tang is ACTA certified and Professional Body accreditation endorsed certified in PMP, ITIL, CEH, CHFI, SOC Analyst (CSA), MCSA and TOGAF. As of now, concurrently doing his Doctor of Business Administration (DBA) programme and Master in Education (NTU). He had graduated with a Master of Business in Enterprise Resource Planning (VU) and Master Certificate on CIO (NUS), Graduate Certificate in Information Technology Management (NUS). He has conducted numerous National WSQ and NICF training in Singapore.