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

Riley Goh: Riley Goh is a trainer, program designer, and facilitator known for her dynamic approach to people development and communication. Recognized as Singapore’s youngest trainer at age 15, she has since built an impactful career in learning design, sales psychology, and growth coaching across Singapore, Malaysia, Thailand, and Vietnam. Riley combines her background in digital marketing, financial advising, and human development to help professionals communicate authentically and connect meaningfully with clients. Her teaching emphasizes trust-building, emotional intelligence, and strategic communication in client interactions.

In the Closing Sales with Empathy-Driven People-Focused Selling course, Riley helps participants understand how authentic relationships form the foundation of successful sales. Through experiential activities and real-world scenarios, she demonstrates how empathy, curiosity, and value alignment lead to long-term customer loyalty. Her sessions enable learners to develop people-centric communication habits that transform sales outcomes and strengthen professional influence.

Allen Wong: Allen Wong is a digital marketing strategist and entrepreneur with a proven record of generating over $5 million in revenue through data-driven campaigns and customer-centric branding. As CEO and founder of Medistation Pte Ltd, he leads business growth through innovative marketing automation, analytics, and strategic partnerships. With strong expertise in digital communications, CRM, and content marketing, Allen has helped numerous clients increase engagement, retention, and conversion across diverse industries. He is also an ACLP-certified adult educator who integrates technology with human insight to enhance business development training.

In this course, Allen focuses on empowering professionals to adopt empathy-driven communication and storytelling in modern sales. His modules emphasize how digital tools and data can complement emotional intelligence in customer engagement. Participants learn how to identify client needs, personalize interactions, and create persuasive narratives that inspire trust, resulting in stronger relationships and sustainable sales growth.

Ray Teoh Tham Kim: Ray Teoh is a seasoned sales leader and digital marketing professional with over 20 years of experience leading regional teams across Singapore, Malaysia, and China. He has held senior leadership roles at companies such as Singapore Press Holdings, Innity Limited, and iClick Interactive Asia, achieving over 400 percent revenue growth and turning loss-making operations into profitable ones. A certified ACLP trainer and experienced business coach, Ray has trained numerous professionals in sales management, digital strategy, and personal leadership through programs with SIRS (Nanyang Polytechnic) and the Singapore Productivity Centre.

In this course, Ray leverages his extensive corporate sales background to teach empathy-driven selling techniques that prioritize understanding customer motivations and building trust. His sessions bridge traditional sales methods with modern digital engagement, helping participants learn how to listen actively, uncover client needs, and present solutions with authenticity. Learners walk away equipped to influence effectively and sustain long-term customer relationships through emotional intelligence and professional empathy.

Stanley Teo: Stanley Teo is a senior consultant and executive coach with extensive experience in leadership development, communication, and client engagement. With a background in senior management at the Housing & Development Board and sustainability consultancy, Stanley has led diverse teams and mentored professionals in high-impact relationship management. A CQI/IRCA-certified auditor and Associate Certified Coach with the International Coaching Federation, he brings a balanced perspective of technical discipline and interpersonal mastery to his training.

In this course, Stanley focuses on developing participants’ interpersonal communication and coaching-style selling techniques. His sessions emphasize self-awareness, emotional regulation, and active listening as essential components of empathetic sales leadership. Through reflective exercises and practical frameworks, participants learn to engage customers with sincerity and confidence, fostering stronger partnerships that drive long-term business success.

Patrick Foo Kuen Sun: Patrick Foo Kuen Sun is a professional adult educator and learning facilitator specializing in interpersonal communication, team effectiveness, and people-centric leadership. A graduate of the Institute for Adult Learning with the WSQ Advanced Certificate in Training and Assessment, Patrick has extensive experience coaching professionals to improve relationship management and service delivery. His facilitation style blends empathy with structured communication frameworks, helping learners connect authentically while maintaining professional clarity and purpose.

In the Closing Sales with Empathy-Driven People-Focused Selling course, Patrick guides learners to cultivate emotional intelligence as a core selling advantage. His sessions explore how empathy can be systematically applied to uncover client needs, resolve objections, and create win-win outcomes. Participants develop confidence in using people-focused strategies to close sales effectively while building long-term, trust-based relationships with customers.