Sell Like a ‘Doctor’

Why Customers Rarely Ask Doctors for Discounts

Have you ever wondered why, after a visit to the doctor, you never ask for a discount on the bill? You simply pay it, no questions asked. This workshop invites you to discover how to sell like a doctor and eliminate the need to offer discounts to your customers! In today’s competitive B2B landscape, salespeople often find themselves pressured to provide discounts, even when they’ve already offered the best prices. This typically happens when the salesperson hasn’t fully understood the customer’s needs or “pain points,” leading them to resort to discounts just to secure the order.

Mastering the Art of Value-Based Selling

In this transformative workshop, you will learn essential skills and techniques for identifying and addressing the explicit needs of your business customers. By focusing on providing relevant solutions—much like a doctor diagnosing and treating a patient—you can minimize reliance on discounts and increase your sales at higher profit margins. Participants will engage in practical exercises that enhance their ability to listen actively, build rapport, and offer tailored solutions that resonate with clients. Join us to master the art of selling like a doctor and transform your sales approach into one that fosters trust, loyalty, and long-term success!

By the end of the workshop, you will be able to:

• Embrace the Role of a Sales Doctor or Consultant: Understand the concept of positioning oneself as a trusted advisor, akin to a "Sales Doctor," who diagnoses customer needs and prescribes tailored solutions.
• Identify Customer Types and Buying Motivations: Recognize the different types of customers and their unique motivations for purchasing, enabling more effective engagement and relationship building.
• Analyze the Components of Customer Pain: Gain insights into the various elements that constitute customer pain points, allowing for a deeper understanding of the challenges faced by clients.
• Master Questioning and Listening Techniques: Apply effective questioning and active listening techniques to thoroughly uncover and understand the specific needs (pain points) of each customer.
• Customize Presentations to Address Pain Points: Develop the ability to tailor presentations and offers that clearly demonstrate how proposed solutions provide relevant relief for identified customer pain points.
• Utilize Objection Handling and Closing Techniques: Implement proven objection handling strategies and closing techniques to confidently secure orders at desired price points, enhancing overall sales effectiveness.

This course is perfect for:

• Government Officers and Public Sector Professionals: Individuals involved in procurement, vendor negotiations, or service delivery who aim to refine their value-based selling and negotiation skills for securing favorable agreements.
• Sales and Business Development Professionals: B2B salespeople, account managers, and business development executives looking to adopt a consultative selling approach to close deals effectively without relying on discounts.
• Entrepreneurs and SME Owners: Business leaders and entrepreneurs who want to improve their ability to understand client needs, present tailored solutions, and achieve higher profitability in a competitive market.

“An excellent and concise training. Enough real examples to make it relevant. Very dynamic teaching style that kept the training interesting and the participants focused.” - Sales and Application Specialist 

“A very well conducted training. Lively and engaging. Team participation and engagement methods were very effective.” - Managing Director 

“Andrew’s way of instruction was superb. His communication and sharing of ideas and his sales experiences with the class was very clear.” - Sales Manager 

“The training was an enjoyable and fun experience. The class was very lively and interactive. Not a moment of boredom. I learnt a lot and it was a great training class for me.” - Sales Engineer

Andrew Soong – Expert in Consultative Selling and Negotiation Skills

Andrew is a dynamic and engaging speaker renowned for his signature “Edutainment” style, which blends education with entertainment to create impactful learning experiences. As the co-author of "14 Essentials - Vital Leadership Lessons for Aspiring Leaders," Andrew draws on more than 15 years of training expertise and over 30 years of business-to-business sales and senior leadership experience. A Certified Executive Director of The Maxwell Leadership Team and a Certified Professional Influence Coach with the Cialdini Institute, Andrew specializes in leadership development, consultative selling, and negotiation skills. Trained and mentored by renowned experts like John Maxwell and Dr. Robert Cialdini, Andrew combines cutting-edge methodologies with real-world insights to help participants elevate their productivity, performance, and profitability.

Having held leadership roles ranging from Sales Executive to Managing Director and Regional Sales Director for a Fortune 500 company, Andrew has extensive experience managing diverse teams and distribution channels across the Asia Pacific region. His workshops have empowered professionals from a wide array of industries, including aviation, pharmaceuticals, IT, finance, and telecommunications. Andrew’s expertise spans a variety of critical skills, such as consultative selling, business negotiation, leadership, communication, and change management. With a proven ability to engage audiences from C-suite executives to frontline managers, Andrew delivers transformative learning experiences that drive measurable results and lasting impact.