Communication
What you say matches how you say it.
HRD Corp registered training provider · Kuala Lumpur
Before the next discount, improve the conversation.
A two-day Neuro-Sales Mastery masterclass with Ts. Dr Timothy Law, for sales managers, heads of sales, business owners and senior team leads. Explore how to guide your team through buyer hesitation, value conversations and ethical influence, using psychology and NLP.
What your team will practise ↓2 days8 draft sessionsHRD Corp claimability: to be confirmed
Ts. Dr Timothy Law
Chief Learning Alchemist, Sales Performance Engineering & Coach.
Leadership & Supervisory Skills✳Supercharge Your Sales: Neuro-Sales Mastery✳Corporate Esports Leadership Lab✳Mental Health & Psychological Safety✳Communication & Team Effectiveness✳Team AI Productivity Training✳AutoCount Mastery✳
Neuro-Sales Mastery · Applying Psychology & NLP
What your team will practise
For sales managers, heads of sales, business owners and senior team leads who want to build stronger sales conversations across their teams.
- 01
Understanding the concerns and priorities behind buyer hesitation.
- 02
Exploring value conversations when the discussion turns to price.
- 03
Considering ethical influence and the proposed psychology and NLP approach.
- 04
Connecting the training brief to sales situations the team faces at work.
Ts. Dr Timothy Law’s programme-development approach connects learning with business problems and workplace behaviour.
New to NLP?
What is NLP?
NLP stands for Neuro-Linguistic Programming. In plain words, it looks at how the words, tone and questions we use shape the way people think, feel and decide.
Why it matters for sales leaders
Buyers generally weigh trust and how they feel before they weigh the logic. Yet many pitches talk at clients instead of with them. As a leader, you set the example for how your team listens, asks and responds.
In practice
How it helps in sales
- Phase 2 · Connection
Build rapport quickly
Mirror and match your buyer, and notice how they react, so the conversation feels easy from the start.
Communication - Phase 3 · Discovery
Ask sharper discovery questions
Use the Meta Model to ask precise questions that uncover what the buyer really needs.
Meta Model - Phase 5 · Resistance
Reframe objections calmly
Use an agreement frame to see the concern from the buyer’s side, instead of arguing with it.
Emotional Intelligence - Phase 6 · Close
Guide to a decision together
Use anchoring and future pacing to help your client picture the outcome and agree the next step.
Confidence
The sales funnel
Six stages, one journey
This funnel is the same journey your team already runs with every buyer, from first contact to decision. NLP does not replace it. It gives your people better tools at each stage. As a leader, you can coach these specific moments, one stage at a time.
AwarenessFirst contact
Phase 1 · Pre-callHow NLP helps: Set your goal, picture the conversation and work through limiting beliefs before you reach out.
InterestConnection
Phase 2 · ConnectionHow NLP helps: Build rapport by mirroring and matching, and noticing how the buyer reacts.
NeedsDiscovery
Phase 3 · DiscoveryHow NLP helps: Ask precise Meta Model questions to find out what the buyer really needs.
EvaluationPersuasion
Phase 4 · PersuasionHow NLP helps: Use persuasive language patterns and stories (the Milton Model) to make the value clear.
ObjectionsResistance
Phase 5 · ResistanceHow NLP helps: Use an agreement frame and reframe the concern instead of arguing with it.
DecisionClose
Phase 6 · CloseHow NLP helps: Use anchoring and future pacing so your client can picture the outcome and agree the next step.
In the room
Pitching at vs. guiding with
Same goal, different conversation. Here is how the wording can shift.
Pitching at“Let me tell you about our features.”
Guiding with“What made you look at this now?”
Pitching at“This is our best price.”
Guiding with“What would make this worth it for you?”
Pitching at“You need to decide by Friday.”
Guiding with“What would help you feel sure about the next step?”
Pitching at“Our competitors can’t match this.”
Guiding with“What matters most to your team in choosing?”
The core idea
Closing is done with your client, not to them.
When your mindset and your method line up, you stop being a vendor pushing for a sale. You become a trusted guide, helping your client succeed.
Intention over technique
Closing is an act of service, not pressure. When your intention is genuine, you can fumble a line and still earn the business.
“If your intention is flawed, the best technique in the world will not save you.”
Three pillars
What sits underneath a good sales conversation
Emotional Intelligence
Handling tricky social situations with care.
Confidence
Overcoming self-doubt and limiting beliefs.
The six-phase blueprint
Know the map, and the conversation follows.
Pre-call
Set your goal, picture the conversation and work through the beliefs that hold you back.
Connection
Mirror and match your buyer, notice how they respond and build rapport.
Discovery
Ask precise questions, using the Meta Model, an NLP questioning framework.
Persuasion
Use the Milton Model, an NLP language framework, with persuasive language patterns and stories.
Resistance
Use an agreement frame and reframe objections instead of arguing with them.
Close
Use anchoring and future pacing so your client can picture the outcome.
Try a better question
What would you need to feel confident about the decision?
Understand the hesitation
Look for the concern behind the delay.
Illustrative questions. Adapt them to the buyer.
A practical outline for real sales conversations
Why good prospects hesitate, and how to find out what is really in the way.
01 The psychology of buying decisions
- How people decide under uncertainty and risk
- Information gaps vs confidence gaps vs internal disagreement
- Spotting a genuine lack of fit early
02 Rapport and listening with NLP
- NLP here means neuro-linguistic programming: language, listening and rapport
- Matching the buyer’s language and pace
- Listening for what is not being said
03 Questions that surface the real concern
- Turning “let me think about it” into a useful conversation
- Diagnostic questions for owners, buyers and committees
- Role-play on your team’s own stalled deals
04 Preparing with AI, deciding as a human
- Using AI to research accounts and draft questions
- Where buyers still want a person to validate
- Building a one-page call plan
Draft outline. The final syllabus is confirmed with Ts. Dr Timothy Law, and in-house runs are tailored to your team’s real sales conversations.
Join a public class or bring it in-house.
RiseUp Solutions
What do your sales leaders need to coach better?
Tell us about your sales leaders and the conversations your team finds hardest. We’ll help you plan the programme and prepare a proposal.