Leveraging Buyer Psychology to Secure Deals

Understanding the psychology of buyers is integral for 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, ultimately leading to high-valued business deals or sales.

Participants will begin by exploring the Buying Blueprint to understand purchasing decisions and buyer psychology. This foundation will help them recognise and apply their own Persuasion Blueprint, including two distinct persuasion styles. The workshop will cover key fundamentals and principles of sales effectiveness, six effective verbal behaviours for “push” and “pull” styles, and how to use the SELL® Persuasion Blueprint for clear and controlled sales engagements.

Next, participants will focus on Exploring Explicit Needs, learning to differentiate between two types of needs and the optimal timing for discussing solutions. They will gain insights into needs' grey areas, make informed judgments about a client's intent to act (ITA), and master the five elements of the Needs Discovery Technique (NDT).

The Formulating Customer-Centric Recommendations topic will cover the effective use of the FAB model, avoid feature-dropping, and develop Benefit Statements that align with client needs.

In Developing Sales Advancement, participants will identify common closing mistakes, distinguish between simple and complex calls to action, and create effective call objectives. They will also learn to convert Business As Usual (BAU) scenarios into Advances and practice a three-step Call to Action.

Participants will work on Creating Strategic Positioning by avoiding common mistakes in opening conversations, applying best practices, and using the GOAL-Model to position initial conversations effectively.

Finally, the workshop will cover Constructing an Effective Meeting Planner, highlighting the difference between preparation and planning, and applying practical tools for successful 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.