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22 Sep 2013

Increasing Competition at Your Own Workplace

They say that the Singapore workplace is getting complacent due to our maturing economy and the tightening of foreign labour. In fact many bosses lament that employees are too comfortable and do not strive hard to do their best.

Experts say that there is a lack of healthy competition at work. Unknown to many people, without a healthy dose of competition, work standards drop and soon your company may not be able to compete in the tough business environment. Just look at fallen companies like Nokia, Blackberry, Sony and Oracle and you will know what I am talking about.

If you too want to make the best out of your people, inject healthy competition at work. Remember, if your people are not competitive, your company will be chased out of the market. 

Power-packed Contents Include:

1. Test on how Competitive is Your Company in the workplace
2. Myths and Truths of Competition at Work
3. Five Steps to Creating Healthy Competition at Work:
a. Get People ON
b. Get People work as a TEAM
c. Get More Done with Competition
d. Get More Business in the Competition
e. Get Breakthrough and Lead the Competition

4. Your case studies and issues resolved using the above strategies
5.Creating a Competitive Structure in 3 main areas: Work Allocation, Advancement and Incentives
6. Adopting the Google Way at Work: lessons from Marissa Mayer
7. Dealing with unhealthy outcomes of internal competition like office politics and infighting
8. The ultimate in competition at work: make people better than themselves
9. What to do if people are still not competitive?

Bonus: Coaching and Counselling people to be more competitive

Note: This course uses 3 games, 2 exercises and 5 video clips as main methods of teaching.  Email to us at andythecoach@gmail.com or text to me Andy at 8201-4347 to get this course done in-house at your premise.  All training qualify for PIC 60% cash grant, 1 condition applies. 

You Would Still Be Richer if You Transfer US$10,000 to my Bank Account ...

If I were to now transfer US$10,000 to your bank account, would you be richer?

If you are like most people, you would say, 'Yes, of course". Yet we know that money by itself has no value. If I transfer money to you and you don't do anything to it, the total wealth has not increased. It is just merely a transfer of wealth from me to you, no difference to mankind's total wealth.
Money has to be circulated in order for it to create value and wealth. Same for knowledge.
What if instead of me transferring US$10,000 to your account, I ask that you transfer US$10,000 to my account? For that I'll give you the tools and resources for you to go on to create many times more than US$10,000. Is this a better deal?

If you were like most smart people, you would say "yes" to this.

Just like training. I have been doing training (part-time since 1996) and full-time (my own business) since 2001. I have paid thousands of dollars to acquire knowledge, all the way from Mexico to USA to Australia. 

Each time I don't merely transfer the knowledge from the trainers to myself, but absorb the knowledge, and then make use of the knowledge to go on to create many times more value.

Like one trainer that attended our course back in 2001. He applied the concepts and until July 2012, he was one of Singapore's highest paid trainer. 

My sense is that there are thousands of wonderful tools, techniques and systems around us.  The more tools we have in our toolbox, the more likely we'll have the right tool at the right time to get the results we need. I used to think that if I could just read the right book, or attend the "best" seminar, I'd "get it" and life would be good. I finally realized that I need to also absorb the knowledge over a period of time.

That's why we created this 4-Lesson Group Coaching Program. Each week over 4 weeks, you'll get access to the best knowledge available and put into practice immediately. This gives you instant results. It is much better than attending a 2-day course.  This course is called How to Be a Better Manager. Details are at www.asiatrainers.com/SeminarsList.php 

This is what you should do.


Don't just transfer the knowledge from the trainer to your brain. Absorb the knowledge, and make good use of it. Apply it to your workplace and go on to create many times more sales and income.

Thank you and may your god bless you. 

19 Sep 2013

Secrets to Making Sales When Customers Just Say No

Another brief but value-packed e-book by Andy Ferrari Norman

1.     Sales is not a function, a goal or a number but an outcome, the outcome is customer satisfaction.  Regardless of how solid your product or service is, nothing happens without a sale.  If you did not make the sale, there is no customer satisfaction but instead lots of frustration for salespeople!
2.     Today customers are all suffering from Frazzled Customer Syndrome (FCS): a state of extreme exhaustion, that’s why they are not returning your call and give you the cold shoulder.  They are extremely checked out because of heavy workload, too many choices, rapidly changing market and past bad experience with salespeople.  How can we blame them for this?
3.     The result: customers keep you at a distance, brush you off, dismiss you entirely and stick with the status quo, no matter how undesirable the status quo is. Once you can empathize how customers feel, you can help them to improve and get out of this frazzle trap.
4.     Reasons for customers staying status quo:
·        If it ain’t broke, don’t fix it
·        It’s risky to make decision on purchasing that may affect your career
·        Most of the options provided by vendors are like near-clones of one another
·        It’s best to stick to established names as ‘nobody ever gets fired from specifying IBM’ is still the most trusted philosophy
5.     As a salesperson, we need to reframe these frazzled customers as call for action and not call for give-up.  They are not rejecting us but just calling us for help.  For example, when they procrastinate, it’s not that they are lazy but is that they need a sense of achievement, and the task of deciding to buy is simply too difficult for them at this moment!
6.     In order to quickly get into the customer’s mind, a salesperson needs to instantly add value to the customer.
7.     Before we can talk about salespeople adding value to customers, salespeople must not be seen by customers as wasting their time. Customers consider salespeople as irrelevant and wasting time when:

·        They talk about their products and services first without finding out what customers need and want;

In short, the salesperson must focus on the customer's needs, not his own needs. In this way, he still can make sales even when customers say no. 

By Andy Ng of Asia Trainers at www.asiatrainers.com/SeminarsList.php

17 Sep 2013

Ask Not What Your Company Can Give to You, Ask What You Can Give to Your Company

"My fellow Americans, ask not what America can do for you, ask what you can do for America.  My fellow international friends, ask not America can do for the world, ask what the world can do for America".  Such were the inspiring words of President Kennedy.

"My fellow team members, ask now what the company can do for you, ask what you can do for your company. My fellow customers, ask now what this company can do for you, ask what you can do for this company".  Such were the inspiring words of my boss.

Indeed, what can You as an employee do for your employer?  There are at least 5 things that you can do:

1. Give your employer a good name, and never leave a bad name in whatever you do
2. Give your employer a fair good 8 hours of work, not 7 hours of work and 1 hour of facebooking and twitting.
3. Give your employer the respect that they deserve, like treat the company's assets with care.
4. Give your employer a chance to prove to You that they are a good employer, don't jump to conclusion that your employer is no good and jump to another employer.  Everyone needs time to improve, right?
5. Give your employer all that you have, don't hold back anything. For when you give your all, the company will pass some, if not all, the benefits to you.

By Andy Ng of Asia Trainers at www.asiatrainers.com/SeminarsList.php

10 Sep 2013

Irresistible Selling, not Irritable Selling

5 Ways to Make Your Selling Irresistible:
  1. State your price using the smallest unit of measure, like per month, per week or per day. Courts always use this method, but just stating the weekly instalment at $14 for a Samsung Galaxy S4, (spread over 24 months), their actual selling price is as high as $1,456!
  2. Do not compare your price with your competitor, instead compare your price to Do-It-Yourself or something totally different but offers the same benefit. Like people don't compare Mercedes with BMW or Audi but swimming pool, for the rich man's consideration in buying another Mercedes is should he install a swimming pool instead?
  3. Pre-empt the Price Objection, and once you warn people of the price, people cannot give you the objection.
  4. Proving Financing. Yes, instead of outright sale, why not sell via leasing?  Not only is there no more downpayment, but the customer get to replace the machine when the lease expires, a win-win for all.
  5. Be a Irresistible Salesperson. Have charm, be patient and remember, never take no negatively. Instead take the 'no' as a 'need to know more' and show your value. Your customer will find you hard to resist. 
By Andy Ng, Sales Trainer with Asia Trainers, details of sales courses are at here
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Workplace has evolved to these 5 things

As we know, the workplace today is very different from the workplace of yesterday, yet how many people are doing the following 5 right things?
  1. From hierarchies to a more flattened structure, so there are less people doing work and one-man-operations is very common. There is no more such thing as senior people or junior people but people that interact and people that don't interact. Obviously those that don't interact are losing out as no one is helping them!
  2. From hoarded information to shared information. Yes, instead of managers holding some privileged information, information are now shared instantaneously on What's App, Line, twitter and facebook. In fact even SMS is dying. If you are still using your smartphone only for reading e-mails, you are becoming another Nokia.
  3. From fear-based leadership to Empowering and Inspiring Leadership.  Smart leaders understand the concept of following from the front, not just leading from the front.  Following from the front means helping your team members becoming successful. When your people are successful, you the leader will be more successful. No more leadership by command, control and coercion, instead Leadership by Inspiration, Empowerment and Motivation. 
  4. From Climbing the Corporate Ladder to Creating the Ladder. Employees now have a quicker way to share their expertise, passions and skills in very public way like via intranets, chatrooms and social media. There is no need to climb the corporate ladder, instead employees are building their own ladders.
  5. From Know-it-All to Learn-it-All. Yes, going for training is no longer an annual affair.  There is also no need to justify training. For training is no longer a luxury but a must, like stationery. If you don't train your people and they stay with your company, your company will be doing things the same old ineffective way. And by not training your company people, you're training your competitors' people indirectly for they will more effective than your untrained company people.
By Andy Ng of Asia Trainers, see the full list of courses at here. 

1 Sep 2013

Sell Anything to Anybody with SNAP Selling

Selling is base on nothing but needs and wants. A need is something that is basic and cannot be done without with, i.e. a necessity. A want is a preference, something that can be done without with but because it is preferred, it is considered important and often become a necessity, i.e. a want becomes a need. Like smartphones, it is not a need but a preference, but who can live without a smartphone nowadays? 
If you sell base on both needs and wants, you have a customer. If not, you have a prospect. There are prospects in prospects.
Using SNAP Selling, you can sell anything to anybody with the following 4 steps:
1. Situation. Find out what is the situation of the prospect now, what are his concerns, problems and issues that need to be addressed now. Like my prospect now has high staff turnover that is bothering him.
2. Need. From the situation, you uncover his need. So my guess that my prospect needs to learn how to hire the right people and retain hired people.
3. Answer. I must give my prospect answer or solution to his needs. The answer I suggest is training, as with more knowledge and skills, he can do more
4. Payoff. The solution I provide must have a high payoff as people only buy when they perceive the payoff to be bigger than the payout. Like by investing $896 in training on how to Be a Better Manager, he will get back at least $4,000 in terms of savings on hiring costs and job advertisements. What more with PIC bonus, he will get back 160% on his investment in training.
By Andy Ng, Sales Trainer with Asia Trainers, details of the sales courses are here