Embedded Files
PW015
Programme Themes
Programme Themes
Each programme theme may have up to 3 training titles, starting from Foundation on the left to Advanced on the right, with the middle title representing the Intermediate training within the same programme theme.
Negotiation in Sales by Brandon Goh
Negotiation in Sales by Brandon Goh
Foundation
Cracking The Sales Code (2-Day)
Key Topics:
The Foundation of "Open to Close"
Scientific & Psychological Tactics
Step #1 Authority Stance - Impressions
Step #2 Gather Information - Discovery & Understanding
Step #3 Trust Instill - Rapport Building
Step #4 Big Picture - Contextual Knowledge
Step #5 The Unique Fit - Communication Styles
Step #6 Immediate Clarity - Influencing Decision Making
Step #7 The Black Swan - Uncovering Hidden Information
Step #8 The Beautiful Fish Pond - CRM
Intermediate
FBI Negotiations Level 1 (2-Day)
Key Topics:
The Foundation of FBI Negotiation
Navigating Human Emotions & Tactical Empathy
FBI Tactic #1 "No" Oriented Question
Uncovering Objections & Handling Objections
FBI Tactic #2 The Black Swan Information
Uncovering Hidden Information & Instil Discovery Mindset
Advanced
Cracking The Sales Code (2-Day)
Key Topics:
Continue Foundation of FBI Negotiation
FBI Tactic #3 Labelling & Mirroring
Information Extractions, Influencing Decision Making
The FBI way of Active Listening
FBI Tactic #4 Strategic Profiling
Understand & Navigate Human Emotions
Application on different individuals & how to spot them
The Power of Negotiating and Influencing by Gerald Kong
The Power of Negotiating and Influencing by Gerald Kong
Advanced
Neuroscience and The Psychology of Negotiating & Influencing (2-Day)
Key Topics:
The 4 Styles of Negotiation
The 6 Laws of Influencing
The 6 Psychology in Negotiation
10 Mind Tricks in Negotiation
Needs are not Wants
Negotiation Matrix- Preparing for Win-Win
Negotiation Strategies for Sales Success by Dr Victor
Negotiation Strategies for Sales Success by Dr Victor
Foundation
Negotiation Strategies for Sales Success (2-Day)
Key Topics:
Importance of negotiation
Building trust and gaining power
Role of EQ in negotiation
Psychology of persuasion
Influencing strategies
Key components of a negotiation plan
Closing a deal
Ethics in negotiation
Intermediate
Functional Competencies for Sales Success (2-Day)
Key Topics:
Understanding EQ and sales
Sales planning outline construction
Sales closing techniques
Needs-based selling
Psychology of persuasion
Negotiation and influencing skills
Handling objections and pushback
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