Psychology of Influence: Consultative Selling影響力心理學：顧問式銷售
From persuading clients to understanding them
Today's buyers do extensive research long before they ever speak to a salesperson, and scripts and pitches alone rarely win them over. What matters now is understanding the psychology behind a decision, reading the real need, and earning trust.
Sound familiar
Do any of these sound familiar?
Do any of these sales situations sound familiar?
- I
Symptom
Clients have already researched everything before reaching out, so scripts and pitches no longer move them.
- II
Symptom
Specs can be compared and prices made transparent, yet clients still struggle to commit.
- III
Symptom
Salespeople default to pushing products but cannot articulate the client's real problem or decision logic.
- IV
Symptom
The team leans on price and discounts to persuade, making it hard to build lasting trust.
Outcomes
What changes for your team
What will this programme build in your team?
From selling to advising
Understand the client's real problem and how they decide, then shift from pushing products to offering solutions.
Sharpen psychological insight in selling
Read client needs through smart questioning and observation, surface the pain points they haven't voiced, and build genuine trust.
Build a more effective sales strategy
Pair psychology with sales strategy so every conversation moves with purpose.
Become the advisor who guides the decision
Top performers are no longer people who simply sell products; they are advisors who help clients decide, winning on trust rather than price.
Who it's for
Who it's for
- Sales and business development teams
- High-potential talent (Hi-Po)
- Management trainees
- Mid- to senior-level managers
- Professionals who need to build client relationships and influence decisions
What we cover
What we'll cover
Training Focus
0101
Build resonance with clients
Through consultative conversation, learn to read a client's situation, needs, and decision drivers, turning the sales process from a pitch into a partnership that solves problems.
- 02
02
Help salespeople build trust naturally
Explore a range of psychology-based techniques, including voice and tone, mirroring, and purposeful questioning.
0303
Craft your own sales language
Using their own product or service as a case study, participants re-frame their messaging and value proposition into a sharper sales strategy, then refine how they pitch through hands-on practice and feedback.
0404
Sharpen your pitch
Refine the way you deliver a sales proposal through practice and feedback.
The team
Meet the trainers
We start by understanding your goals and challenges, then match you with the trainer who fits best.
Peter Chan
Founder & Chief Psychologist, TreeholeHK
Cantonese · English
Peter applies psychology to organisational development, leadership and resilience training, and is a TEDx speaker and published author. A first-class honours Psychology graduate of HKU with postgraduate study at Oxford and NUS, he is also founder of MindForest AI.
Kenneth Yip
Corporate Consultant · OD Specialist
Cantonese · English
A senior L&D and OD consultant with more than 20 years in talent development and leadership, having led learning functions at major enterprises. Holds an MSc in Training (Leicester) and a BA in Public & Social Administration (City University of Hong Kong).
Samantha Man
Corporate Trainer · Executive Coach
Cantonese · Mandarin · English
More than 18 years in financial services and talent development, having led training and leadership programmes at major institutions. Specialises in leadership development, coaching-style management and communication. Holds an MA in Counselling (PolyU).
Raymond Chung
Corporate Trainer · Facilitation Specialist
Cantonese · Mandarin · English
Helps professionals think clearly and communicate under pressure. Holds international facilitation credentials including Workshopper Master (AJ&Smart), ICAgile Agile Team Facilitation & Coaching, and DISC Certified Human Behaviour Consultant.
Marc Cheung
Corporate Trainer · Negotiation Strategist
Cantonese · English
20+ years in corporate law and organisational communication, specialising in negotiation strategy, problem analysis and influence for multinationals and listed companies. Holds an MSc in Psychology (Shue Yan), plus BBA and law degrees.
Annie Tai
Corporate Trainer
Cantonese · Mandarin · English
Helps teams collaborate and communicate more effectively, drawing on more than 10 years across the commercial and social sectors. A Certified Coach and Master of Counselling candidate (CityU), she has run workshops for VTC, HKMU and HSBC.
Patrick Tang
Corporate Trainer · Psychology Specialist
Cantonese · English
Specialises in team building, leadership and career development, turning positive psychology into experiential, highly interactive learning. With more than 10 years' experience, she holds a BA in Psychology (CityU) and an MPH (CUHK), with advanced training at UPenn and Australia's positive-education institute.
Justin Wong
Corporate Trainer · Organisational Psychology Specialist
Cantonese · Mandarin · English
Focuses on team dynamics, employee engagement and the workplace application of psychometric assessment. Has delivered training at HKUST, HKMU, HKU and the VTC. Holds an MSc in Organisational & Social Psychology (LSE) and a first-class honours BSc in Psychology (CUHK).
Kit Shum
Psychology Specialist · Corporate Trainer
Cantonese · Mandarin · English
More than 10 years in psychology training and group facilitation, turning theory into practical learning that builds self-awareness, emotion regulation and resilience. Holds MAs in Psychology and Expressive Arts Therapy (CUHK) and an MSocSc in Behavioural Health (HKU), and is a professional member of the HK Psychological Society.
As featured on
Our engagements
Our clients
What clients say
Our DSG Learning Society finds Peter Chan’s sharing on growth mindset an inspirational one. What makes him stand out as a trainer is that the examples he shares are very relatable to both personal & professional life. He has a good sense of humour too. All these add up making him a trustable L&D partner, knowing how to foster growth & resilience in corporate culture
Joanna Wong
Head of Human Resources & Real Estate, DSG Energy Limited
Very skilled at understanding what are client’s training needs and the training session is simply captivating. What’s more, he always keep in mind what behaviours and mindsets need to be changed for the audience and offer applicable advises based on a psychological approach.
Kenneth Lee
Supervisor (Innovation and Creativity), The Hong Kong Federation of Youth Groups (HKFYG)
It was very different from a typical training - more like an open dialogue in a psychologically safe environment where all can share, and a chance for us to look inwards and raise our self-awareness on our ways of communication. The workplace communication workshop received very good feedback from the team - I can feel the energy and engagement throughout the process, and the approach of learning through activity matches with the young and energetic style of our team.
Crystal To
HR Business Partner HP, Boehringer Ingelheim (Hong Kong) Ltd.
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Get started
Talk to a training consultant
Tell us your goals and we'll shape a programme that fits. Not sure what to run yet? No problem — our consultants will design something your team will love.