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21 Aug 2013

What To Do If People Don't Follow Your Instructions Repeatedly

This is very common: You've given clear written or verbal instructions to your team and they have repeatedly done things in their own way and not follow your instructions. 
Should you give up or fire them up?

Based on training and coaching over 81,131 people in 13 countries, we found at www.AsiaTrainers.com that there are 5 reasons why people don't do what you said:

  1. They don't understand the importance of following your instruction.  They think that doing things their own way is okay because you as the boss, manager or leader may not know or bother about it. Your Action: Educate them that it is not okay to not follow instructions and you will bother about it all the way. 
  2. There is no negative consequence for not following your instruction. Because it is more comfortable for them to do things their own way, they will naturally not follow your instruction. This is human nature!
  3. They don't buy-in to the benefits of following your instruction. In short, they don't feel it inside, and they won't do it.  Even if they do it, they won't do it whole heartedly 
  4. They think their way is better than yours.  You have to tell them to document all evidence to prove that this is true.
  5. They simply do things with body but not mind, heart and spirit.  This is the most common reason: You have to engage them first or they will simply not follow your instructions no matter what happen. The question is: can you fire them for not following your instructions?
By Andy Ng of Asia Trainers

19 Aug 2013

To Sell is Human: Selling is Moving People

To sell is human and everyone is a salesperson, because selling is about not selling but moving people. Most people are in non-sales selling, that is, they are not defined as salesperson but their job involves communicating, influencing and persuading people. We call these Moving People.
Moving People is not about getting your way with others but helping others to get their way. And when others get their way, you'll get your way too.
Moving people is not about how much conviction you have but about conveying your conviction to people.
Moving people depends more on the creative, heuristic, problem-finding skills than the reductive, algorithmic, problem-solving skills.
From Caveat Emptor to Caveat Venditor. We've moved from a world of cavet emptor (buyer beware) to caveat venditor (vendor beware). This is because of the information age we're living right now, buyers have more information than vendors and thus buyers will mislead vendors more often than the other way round.
Finally, one of the fastest way to Move People is to let them know of their challenges that they themselves are not aware of. Better still, solve the challenge for them. This will surely move people.
By Andy Ng of Asia Trainers, whose courses on Sales Power, How to Close Every Sale, Selling Ice to the Eskimos, Successful Selling Strategies and Sales Success System have created many tangible benefits for companies in 13 countries. 



5 Things that Your Boss Expects You to Know but he won't tell You

Every boss has some expectations of you but may not let you know. With a little heart and determination, you'll can meet the following 5 common things that will go a long way in your career:

  1. Volunteer to report work status and never wait for your boss to ask you about it.  
  2. Take Criticism positively, not personally.  See the criticism as a well-meaning challenge to bring out the best in you.
  3. Use your own money for the company and don't let your boss know about it. 
  4. Be helpful. Teamwork is a key factor that every boss is looking for in an employee.
  5. Never repeat your mistakes. Remember, 2nd mistake is called Careless, whereas 3rd time mistake is called Intentional while 4th time same mistake is called Sabotage.
By Andy Ng of Asia Trainers

18 Aug 2013

Shake Your Head to Success: Say No to these 5 things and You'll Achieve Massive Success

You've heard of Handshake to Success, but have you heard of "Headshake" to Success?

In this rapid world of instant connectivity, we have to say No instead of yes if we too want to be successful. There are 5 things that we must say No to:
  1. Say No to Procrastination. Just do it now, and better still, do it yesterday. Napoleon Hill in his latest book "Outwitting the Devil" revealed that procrastination is the number one killer to success in this world. It doesn't matter that what you are not perfect, all it matters is that you start first and the rest will follow.
  2. Say No to Follow the Market. Steve Jobs did not follow the market, he created the market. He also spoilt the market by giving customers more than what they asked for: instead of just a phone, he gave them an MP3, Video Player, Mini Computer, Camera, Video Camera and Photo Editor. 
  3. Say No to Dreaming. Dreaming is having dreams with no timeline and action plan, a dream is a dream with timeline and action plan. 
  4. Say No to 'I Know'.  We know that what we know bring us to where we are right now, what we don't know will stop us from going forward. It's okay to not know, but it's not okay to say 'I know' and stop learning.  In fact, once you say 'I know', your mind automatically shuts off and you will stop absorbing. In this modern world, it is not the fast fish eat the slow fish or the big fish eat the small fish, but the know eat the don't-know.  The fastest way to say no to 'I Know' is to, learn, un-learn and re-learn what you already knew.  You'll be pleasantly surprised that your knowledge will expand rapidly once you stop saying 'I know'.  
  5. Say No to Keeping Knowledge to Yourself. Spread knowledge is the biggest charity that you can do, for knowledge creates wealth and lift people out of poverty. Thomas Edison was poor but he became rich when he gained knowledge from people that so willingly shared to him.  So spread this blog to all your friends as the more you spread, the more you learn. Remember, what goes around comes around.
By Andy Ng of Asia Trainers, no rights reserved. Spread this message via What'sApp, WeChat, Line, SMS, Facebook, Twitter, Linked-in, Wordpress and Blogger. 

Managing Your Boss with Ease

Of course here we are are talking about a boss that is not easy to manage, like micro-managing, bossy, very demanding or frequent change in temper. 

There are several practical steps that you can take to Manage Your Boss with Ease as follows:

  1. Look for Patterns - watch for behaviour swings, like Mondays or month-end or quarter-end when the boss is under tremendous pressure to perform.  Be prepared and don't do things that will add pressure, like applying for leave or asking for day off. 
  2. Pre-empt Needs. Once you know what triggers them, it's good to be pre-emptive by flagging potential problems before they escalate and offer solutions. The simplest way you can be pre-emptive is to ask the question: "What are the one or two things that I can do to make your work life better?"
  3. Show Empathy. Your boss is under pressure to produce and if you understand this plight that he is facing, you will be more understanding and there will no issue of how to manage your boss!
  4. Be Assertive but Not Aggressive. You should speak out, but in a gentle manner without causing your boss to lose face. Be firm and let him know what you want, and if he is unwilling to give way, don't force. Just let him know that you may bring this up again in future. 
  5. Deliver. This must be the most obvious way to manage your boss. Deliver as per your promise and most importantly, be an high value employee.  This is the most direct and fastest way to manage your boss well. Results speak louder than words. 
Remember, your boss is still the boss and never argue with him or tell him that he is wrong. Just share with him your opinion. Persist, but don't insist. Your boss is also human, treat him well and he will also treat you well. 

By Andy Ng of Asia Trainers, who conducts over 15 public short courses in a month on topics including management, sales, leadership and financial intelligence.  The longest running program we have must be How to Be a Better Manager, details are at here.  

Never Underestimate the Power of Star Power

Never underestimate the power of star power.  

Jay Chou has star power, even if he cannot sing properly and you can't hear what he is saying, he is still the no. 1 singer in Asia (other than Psy).   So my advise to friends is: acquire star power yourself.

There are 5 Ways in which Anyone Can Acquire Star Power:

1. Be good in something, even in simple things like parking and finding carparks;

2. Be passionate in something, and really show it in what you do, like helping people find parking;

3. Be Generous in giving, like giving up your parking lot if you think that someone is more desperate than you;

4. Reach out to people, and the best way to reach out is not via facebook or twitter, but with your hearts. Like this blog I'm now writing on Google's Blogger (or Blogspot), I used my heart to pour out the letters here;

5. Lastly, Be Consistent.  Don't blow away your chances by being blown by the wind easily.

by Andy Ng, Chief Trainer Coach at Asia Trainers. You can view his videos at www.youtube.com/AndyNgCoach or visit www.asiatrainers.com/SeminarsList.php now

17 Aug 2013

Are Your Skin Thin and Your Heart White?

Me teaching the audience the Jim Rohn's 5 Puzzles of Life 

Like you, I as a Coach and Trainer am also human and very often are concerned of what makes me feel good that I sometimes forget what makes me great.

Yet I know that a successful life is one that is lived through understanding and pursuing one’s own path, and not chasing the dreams of others.

I also know that Character is not made of sunshine and roses. Like steel, character is forged in fire, between the hammer and the anvil.

So I find the ‘Thick Face Black Heart’ concept by Chin-ning Chu so useful. Because Thick Face Black Heart is not about ruthlessness.

It is about adapting and adopting non-destructive ruthlessness, to gain the freedom in action necessary to achieve effectiveness in the execution of your task.

We all have the innate power within us: Thick Face is the Shield while Black Heart is the Spear.

A Thick Face person has the ability to put Self Doubt aside. His confidence instills confidence in others. And that creates more success for the team.

A Black Heart person is above short-sighted compassion and dare to do things that few dare to do. Like cutting cost and chopping heads. And getting the team to do the impossible.

So my friend, adopt Thick Face Black Heart concept to your life and you'll achieve success in your life!

By Andy Ng, Chief Trainer at AsiaTrainers.  You can watch his videos at www.youtube.com/AndyNgCoach  

How Sun Tzu Made All Leaders Redundant


My Teacher Sun Tzu Made All Leaders Redundant

Sun Tzu 孙子 (or Sūn Zǐ in pinyin) was a 500 BC Chinese general, military strategist, and author of The Art of War 孙子兵法, an immensely influential ancient Chinese book on military strategy. Many great leaders like Margaret Thatcher and Ronald Reagan study his work and became legendary leaders. Many corporate leaders paid thousands of dollars to attend courses to learn Sun Zi's secrets.

We at Asia Trainers believe that you too can learn this master's secret with just three hundred dollars. This is because we take the key essence and compile them into a 4-hour course that will leave you with just enough materials to lead your team to greater heights. Since October 2010, we have trained over 373 leaders coming from countries including Hong Kong, Japan, Myanmar and even China.  The next run of Leadership with Sun Zi is on 5 Sep 2013 Thur. 9 am to 1 pm. Limited seats are available, click here or call Priya at 6225-1784 to register.  

The most valuable lesson out of his 13 chapter of 5,000 words must be found in the 3rd chapter: Win Without Fighting.  

As translated from "The Art of War": Generally, in war the best thing is to take the enemy's state whole and intact; to ruin it is inferior to this. To capture the enemy's entire army is better than to destroy it. Hence, to win on hundred victories in one hundred battles is not the acme of skill.

To subdue the enemy without fighting is the supreme's excellence.  In short, win without fighting.
How does it apply to your leadership?
  • "Enemy" here refers to not your enemy but your team that you're leading.
  • "Take the enemy's state whole and intact" means you must lead your team wholly withnot just their bodies, but also their minds, hearts and spirits
  • Never destroy your team's bodies, minds, hearts and spirits. So you cannot over-work them for you'll be destroying their bodies and minds. You also cannot break their hearts by not delivering on your promises and make them give up on you. Finally, you may destroy their spirits when you unknowingly make them a fool in front of others.
  • To win without fighting in leadership is to lead without your team knowing that you're leading them. A leader is at his best when people barely knows he exists, when the work is done, the team will say: we did it ourselves. This is because the leader has empowered the team so much and they have become so competent that they are mini leaders themselves, thus the leader is leading without actually leading them.  This must be the highest form of leadership. Lead without Leading.