Date : 2 June 2014 
Time : 2.00-4.00 pm
Subject: How to Sell Powerfully (using the insights of neuroscience)
- Are you struggling with your sales targets?
- Are you frustrated by your customers?
- Are you stressed by the demands of your supervisors/managers?
Many sales professionals are struggling through their work life, trying to figure out when they can close the next sale, achieve their sales target and earn the decent reward that they expect to get. For some, it’s such a massive struggle and they lurched from one crisis to another always having difficulty from one month to the next. If this described you, then this workshop is for you.
At this workshop, you will
- Learn how customers decide what to buy, the kind of factors that influence their decisions. You will probably be surprised that most customers decide on what to buy before looking for reasons as to why they buy it. Borrowing from the insights of neuroscience, you will understand what will induce them to buy and what will put them off buying. Making use of these facts, the workshop will provide hints as to what you can do to help them come to a decision, a decision that is favourable to you, of course.
- Learn factors that allow customers to be influenced by others. From marketing research and neuroscience we already know what and how customers are influenced to another viewpoint. It is not just you, and it is not just them. It is a combination of factors including both of you, as well as other contributing influences that tipped people to be influenced. Acquire a mastery of these facts and apply them in your next sales pitch with dramatic results.
- Understand that today customers have much more choices than before but it may not be true that the odds are stacked against you. So all is not lost. What is it about successful salesman that they can keep bringing in the sales and the not-so-successful salesman who struggle to get by? What we know from marketing research, social psychology and most important of all the new neuroscience will help you to understand why. You will be given a review of the latest findings. Essentially, the answer is great salesmen know how to relate and influence their customers. Learn the ways that can help you to relate and influence your customers so that they will they are more likely to buy from you.
To recap. You will learn
- How customers makes decisions about buying and how you can tap into that process
- Learn about the factors that allow you to influence their decisions to buy and how
- Learn how to connect with customers so that your sales process is a pleasure not a chore
- Learn to manage the stress of selling and convert it to a passion for your customers.
- Learn ways to continually improve yourself and maintain your improvement.
About Dr. Douglas Kong
MBBS(S’pore), BD(Hons)(Lond), BCETS(USA), CEC(USA)
Dr Kong is a semi-retired psychiatrist with a strong interest in human behaviour and motivation. Since 1985, he has been studying and observing consumer behaviour and marketing.
Currently, he is involved in Executive Coaching and organizational work dealing with issues of organizational communication, relational conflicts and personal/organizational effectiveness.
Clientele Includes:
Singapore Airlines, Port of Singapore Authority, IBM, Monetary Authority of Singapore, Allied Walkers Distributors, Prudential, British Petroleum, Westin Hotel Singapore(now part of Starwood Hotels), General Motors, American Express, Compaq Computers(now part of HP), Du Pont, Exxon-Mobil, Glaxo-Wellcome(now part of GlaxoSmithKline), etc., among others.