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30 Dec 2013

Win New Customers Effortlessly in 7 Ways

In this age of high land cost and high staff cost, how can companies increase their sales at the least cost?  Are there proven ways that you too can win new customers effortlessly?  By 'effortlessly', we don't mean without effort but things that you do with your heart that it seems like effortless, like when we update our status on facebook, watch videos on youtube and play games on iPad Air.

There are 7 Ways that companies can win new customers effortlessly:
  1. Referrals, because what customers say are more believable than what salespeople say.  Referrals have 7 types: word of mouth referral, testimonials referral, word of social media referral, word of print referral, referral by action, referral by suppliers and referral by enemies. 
  2. Phone-Mail-Phone Marketing.  Yes, the Personal Data Protection Act, which takes effect on 1 Jan 2014, does not include marketing to companies.  That means that you can still market to companies via the phone but cannot do that to consumers.  A good phone-mail-phone marketing campaign can gives you 20 solid prospects a week, if you call just 250 suspects a week.   If you have a closing rate of just 20%, you will get 4 clients a week.  The response is actually pretty good as the success rate is 1.6%, about 10 times higher than e-mail marketing.
  3. Work with Partners.  Yes, when you tie up with other vendors, you are reaching out to a wider target audience.  Like our Asia Trainers tie up with Dun & Bradstreet, CCISG and Bricksfree.
  4. New Products and Services.  When you have something new, not only will your existing customers buy from you, but people that never buy from you will buy from you too.  
  5. Networking.  People that you meet outside of business, like in a seminar, event or even wedding dinners, make good prospects.  This is because you already make friends with them, and people like to do business with friends.  But don't make the mistake of some people that drive business away by behaving too desperate at the networking event. I ever met people that asked me "Nice meeting you, shall we do business tomorrow?"  This is frightening to me!
  6. Bold Walking and Canvassing.  If you dare to see people without appointment, it speaks loud about the confidence of what you sell, and people will be attracted to you.  
  7. Power Writing.  Yes, that includes writing on wordpress, blogspot, blogger, ezines, Straits Times, Human Resource magazine and even Her World.  Of course your daily e-mail can also draws in business, if you know how to write in a powerful way.  Just email to me at andythecoach@gmail.com or give comments at this blog at www.AndyNgTrainer.blogspot.sg and I'll  share with you the 5 email templates that others paid thousands to acquire.
By Andy Ng, Sales Trainer at Asia Trainers, details of sales courses at here

29 Dec 2013

5 Minimum Standards to Follow in the Office

As we know, human beings are capable of doing anything and if we don't set rules, there will be chaos at the workplace. Just look at the number of politics fighting in the office and you'll know what I am talking about.

In our trainings, we teach 5 Precepts to follow. By the way, there are no penalty for not obeying the precepts, but if you follow them, you will be protected from harm at work.  
  1. Value Work, that is, treat your work seriously and don't do anything that will jeopardize your career, like taking things home from the office
  2. Respect the Happiness of Others, which includes not to create unhappiness among colleagues like spreading rumours
  3. Respect for Personal Freedom, that is, the right of a person to say 'No'.  Many a times this precept is ignored and we see supervisors forcing employees to do overtime. On the other hand, we also see employees asking from their employer for the sky and cannot take 'no' as the answer
  4. Refraining from False Speech, which means to have wholesome communication.  Basically, what we communicate should be truthful, should promote good friendship and organization harmony, should be pleasant and proper. By far the most important thing in communication is to be beneficial and not communicate for the sake of communication.
  5. Refrain from Intoxications and Addiction.  This is very obvious, as we cannot have people getting drunk at work.  The main purpose is to keep the mind free as a basis for inner calm and clarity.  If we were intoxicated or unmindful, we are more likely to create harm to others or make safety mistakes. 
By Andy Ng, Chief Trainer at Asia Trainers, details of training programs at here

28 Dec 2013

How my Teacher Sun Tzu Made All Leaders Redundant

Sun Tzu 孙子 (or Sūn Zǐ in pinyin) was a 500 BCE 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 studied 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 two 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 26 Sep 2014 Friday. Limited seats are available, click here or call Niza 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?
  1. "Enemy" here refers to not your enemy but your team that you're leading.
  2. "Take the enemy's state whole and intact" means you must lead your team wholly with not just their bodies, but also their minds, hearts and spirits.
  3. 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.
  4. 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. 
LEADERSHIP WITH SUN TZU'S ART OF WAR

Date   :  26-Sep-14 ,  9 am to 1 pm (Fri)
Venue : The Plaza 02-301, 7500A Beach Rd 

Fee: $298 each or $199 each for 2 pax & above 


Note: This course can also be done at your premise at fixed fee of $999 (for up to 15 pax). Call 8201-4347 Andy now

Power-packed Contents Include:


  1. Sun Zi Art of War demystified and simplified
  2. Applying the Five Elements of Sun Zi (Mission, Climate, Ground, Leader and Methods) to your leadership now
  3. Sun Zi Win Without Fighting in 6 Ways
  4. How to Know Yourself Know Others per Sun Zi
  5. The 36 Stratagems as applied in Leadership
  6. Real Life Cases from Winston Churchill and Nelson Mandela
  7. Winning over people useing Sun Zi Straight and Odd Stratagems
  8. The Ultimate in Sun Zi: Conquer the entire Nation (body, mind, heart & spirit)

Benefits:
1. Practical Ideas to be an effective Leader
2. Align Entire Team to Real Results
3. Increase Productivity & Teamwork
4. More impetus and motivation
5. Develop yourself and your team
6. Faster results with lesser input
7. Happier and more Fulfilling Life!
For Who to Attend:
All Managers, Directors and Executives who want to win more people to your side

27 Dec 2013

How Confucius Did It

If you were like most people who always say, "I'll do charity when I have money", or "I'll take care of my house once I got a big one", then you are having this syndrome called Perfection.

Yes, perfection is an ideal but if you were to base your life on perfection, you'll never do it.  Like Confucius who lived in China 2,600 years ago, Confucius continued to teach even when his own country (Lu) was against him.  He was chased out of his own country and left wandering in 16 countries for 19 years but he never give up.

Today, Confucius' teachings has become the national culture of many countries like the 2 Koreas, Taiwan and many Chinese in Singapore, Malaysia and North America.

Because Confucius understood this important principle: there is never a perfect time to do anything.  As long as that thing you do is of importance to you and the society, now is the time to do it.  If you fear that you may do wrong, you can always correct it.  The only failure is the failure to participate. 

Yes, while you as the manager are teaching your people to work better, you yourself may be having some personal problems, this does not make you less of a teacher.  The message that you bring to your people is far more important you the messenger.

So my friend, now is the best time to do anything you want for this year 2013.  Don't make the same mistake again as in previous years by procrastinating.  Now is the time.

By Andy Ng, Chief Trainer at Asia Trainers, details here.   

25 Dec 2013

Believe It of Not: The Best Salesperson is Not From Your Company or Industry

As a boss or entrepreneur, you could be your company's best salesperson as no one understand better than you what you are selling.  That was what the CEO of Apple, Steve Sculley, thought in 1983 when he promoted the Macintosh computer.  But we know that the Macintosh failed miserably, and by 1997, Microsoft and IBM-compatible computers took over 98% of the market share.

It seems that the best salesperson can never be from your company or your industry. Unbelievable but true!  That's right, the best salesperson is actually your customer.  When Steve Jobs re-joined Apple as its interim CEO in 1998, he realized this and focused the entire company's operations to nothing but the customer. Not just focus on the customer, but focus on the customer's experience.  Once he does that, Apple's products, from the Macintosh to Macbooks to i-Pod and later i-Phone and i-Pad, sell like hot cakes.  By 2011, Apple has become the world's most valuable company and remain roughly in this position until today 2014.

Indeed your customers are your best salesperson.  Firstly your customers will recommend other people to buy your products.  Secondly, a good salesperson realizes that he never sell anything; he just create the right conditions for customers to buy by themselves.  With that a good salesperson can even sell ice to the Eskimos! Thirdly, once your customer is loyal to you, he will keep on buying your products no matter what.  Just look at those people who upgraded from i-Phone to i-Phone 5s and you'll know what I'm talking about.

How to make your customers become your salespeople?  There are 5 ways that we teach in our sales courses: 
  1. Create an Experience that Others Talk About.  We know that Experience is the highest level of consumption (with raw materials at the bottom, followed by goods and services)
  2. Ask for Referrals.  This is so basic what you'll be shocked that 99% of salespeople don't do this.  The best time to ask for referrals is when you've closed the sale, just ask and you'll get referrals.
  3. Leave Something in Your Sleeves.  That's right, don't give them everything and create expectation that more is coming, and your customers will simply hold on looking at other vendors and wait for your new release. Just look at Samsung Galaxy S4 and Note 3 and you'll know what I'm talking about. 
  4. Stand for Something.  Customers like vendors that don't just sell a product but stand for something.  With that you'll create a buzz in the market and that become your free word-of-mouth advertising. Stand for something can be being the first mover, like what Apple done to smartphones, or you can do like what LG does now, build the world's first curved smartphone the LG G2 Flex. 
  5. Deliver a D-Grade Product.  D stands for 'Damn Good'.  When your product is good, it sells by itself.  Isn't this the most obvious but overlooked point?
By Andy Ng, who is considered as Singapore's Trainer that does the most sales courses.  For details, click here

23 Dec 2013

Turning People from Negative to Positive in 8 Ways

As we know, the job of a manager is to get the highest performance from its available people.  Bosses often expect managers to be coaching and guiding their team, and turn people with negative mindset into positive mindst.  In our courses, we teach the 8 Ways to Turn People from Negative into Positive Mindset as follows:
  1. Give Incentives, especially monetary incentives, for display of positive attitude.  This always work, even if the amount is small, because people appreciate such tokens
  2. Train them, coach them and educate them. If you cannot do this on your own, it makes sense to send them for external training
  3. Give them 2 choices, and let them know of the consequences of their choices.  People often prefer the positive attitude choice as they shun the negative consequences
  4. Peer pressure always work, for no one wants to be the odd one out.  Like in wedding dinners, peer pressure will turn non-drinkers into drinkers
  5. Assume that they are positive, and empower them to put the positive attitude into work.  People will feel guilty the moment they realize that you think highly of them and they will work to prove to you that they are positive too
  6. Boost their Morale.  Often poor morale produce negative attitudes, as morale is what people feel deep inside of them.  You can easily boost morale by accentuating the positive and let them know that you believe in them
  7. Doubt that they are positive.  People like to rise up to challenges, and when you doubt that they are positive, they will work to prove it to you that they positive.  
  8. Follow the Leader.  The fastest way is you as the leader to be positive and they will follow you in no time.
By Andy Ng, Chief Trainer at Asia Trainers.  The next run for our best-selling How to Be a Better Manager course is in January 2015.  For details, click here

22 Dec 2013

How the Government Applied Sun Tzu Art of War in Handling the Little India Riot

It may be obvious to many people now that the Singapore government applied the Sun Tzu Art of War in dealing with the Little India Riot.

Sun Tzu considered war as a necessary evil that must be avoided whenever possible. The war should be fought swiftly to avoid economic losses.  This was what the Special Force has done: they avoided direct confrontation war with the rioters and instead formed a wall to prevent them from running away. By 11.30 pm, just 2 hours after the riot broke out, the police has fully controlled the area and began arresting the rioters.

The most famous verses from the 5,000 words book is this in chapter 3:

知彼知己,百戰不殆;不知彼而知己,一勝一負;不知彼,不知己,每戰必殆。

So it is said that if you know your enemies and know yourself, you can win a hundred battles without a single loss. If you only know yourself, but not your opponent, you may win or may lose. If you know neither yourself nor your enemy, you will always endanger yourself.

This can be shortened to: 知己知彼,百戰不殆。If you know both yourself and your enemy, you can win numerous (literally, "a hundred") battles without jeopardy.

The government knew that its special forces had no prior experience in dealing with such riots and thus cannot hastily take the first step. But it also knew that the rioters also had no planning or organized effort; thus the chance of winning is equal for both sides.  In such cases whichever party that takes the first step will have a huge advantage.  

In order to prevent the riot from happening again, the government again did no war but instead went to unplug the root of the problem: drinking.  So it started the 6-month ban of drinking in public places and also restricted the sale of alcohol to no later than 8 pm.  

Furthermore, the government did not restrict the number of people congregating in Little India but instead went to the source of congregation: cut down by one-third the number of private buses going to that area.  It also went further by requesting all dormitories operators to provide free recreational activities in the weekends. Such simple stroke effectively reduced greatly the incentives for the workers to go to Little India.  Imagine if you can have free entertainment at your own hostel, why would you want to go all the way to Little India and still cannot drink alcohol?

By Andy Ng, whose courses on Sun Tzu Art of War have appeared in media like Lianhe Zaobao, The Straits Times and Sin Min Daily News.  One course called Sun Tzu Art of War for Sales has even travelled all the way to The Philippines in August 2013.   

13 Dec 2013

Lead Yourself to Success

Everyone is striving for success.  Many are looking for The Secret, some are searching for the right connections and many are continuously learning from the those who have made it.

My teacher Andy Ferrari Norman once told me that you must follow the right leader if you want to be successful.  For a leader will point to you the direction to success and you can also avoid many mistakes and reduce your chance of failure.

What if there is no right leader leading you?  Or you have a bad leader that you just cannot follow?
As a Coach, I believe that everyone is powerful.  Everyone is a leader for leadership is not a position or seniority thing.  Leadership is influence, nothing more nothing less. 

Since everyone is already a leader, everyone can lead himself to success.  In fact that leading yourself to success is easier than following a leader for you are in full control of the situation.

There are 5 ways that you can lead yourself to success:
1.    Realize that Service to Others is your Highest Purpose
If you have a ‘Service to Others’ as your highest purpose in life, you will realize that as long as you are serving others, you cannot fail.  For example, a worker getting stuck in one position is considered a failure by many.  But to me as long as he is doing his best for the job, that ‘service to others’ is by itself a success.  For not everyone can get promoted and we also cannot promote everyone or there will be no workers working!

The real failures are those who have ‘Service to Myself’ as their highest purpose.  These people may have material success that many envy (like more money), but if they achieve their success through making use, misleading or harming others, they are really serving themselves and to me that is a failure!  Just look at those traders that made huge bonuses for themselves while making their employer banks go bankrupt with the trading loss and you’ll know what I am talking about.

2.    Proper Planning Propels You to Peak Performance
Nobody plans to fail, but many fail to plan. So if you plan to fail, you are indirectly planning to fail! Many spent weeks planning for their year-end vacation but spent nothing planning for their life success.  Many do not even have a career plan, family plan or business plan.  They just drift along and one day just wake up and realize that they are on the way to the waterfall!

So you must really plan for yourself if you want to be successful.  Start by having a 1-year plan, followed by Quarter Plan and then move on 5-year plan and Life Plan.

Remember: not planning is planning to fail!  No great leader can lead people to success if they don’t plan to be successful themselves.

3.     Remove Your ‘Held-Down 7’
I once used a calculator that always calculates wrongly by adding a ‘7 ‘to any computation I made.  For example, if I press ‘2 + 2’ it will give me eleven as the answer.  The reason is that the ‘7’ button on that faulty calculator is always pressed down (2 + 2 + 7 = 11), and as a result this calculator cannot compute correctly.

The same goes for human beings.  It is said that human beings are always right, for even if they do something wrong, they have good reasons.  In short, it is their thinking that is wrong.  Then what causes them to think wrongly?

It is the something that is holding you down that makes you unable to think or act correctly.    For example, many people get into alcohol addiction because they have something inside them that is holding them down. 
The common things that are holding us down include:
   Past bad experience and failure;
   Past success (it makes us complacent and thus we fail);
   Many reasons, and they are just excuses or justifications so that we don’t feel bad
                       
To be successful, just move on and remove your held-down 7 now!

4.     Get Rid of Your Dark Shadow
The story goes that when Alexander the Great (the King from Macedonia that conquered an empire all the way from Greece to Iran and Pakistan) was a boy, he was offered a horse that cannot be ridden.  Nobody expects anyone to be able to ride this horse because this horse is so stubborn and fierce and will throw people off.   When Alexander approached the horse, he spoke to the horse gently and reminded it that its shadow is just a shadow and not some creature waiting to harm him.  He told the horse that if he just look up and charge forward, he will not be away to see the shadow, i.e. the shadow will go away.  The horse believed Alexander and they both became a strong team in all their future conquers.
What is your dark shadow?  Is it something that you think is going to harm you if you move forward? 
Many people are afraid that if they move towards success, they will lose some of their friends, their freedom or even their own comfort zone.  Some are afraid that people will criticize, ridicule or berate at them if they fail.  These are all shadows, and they are dark shadows for they make us feel small.
Remember, until you get rid of your dark shadow, your dark shadow will continue to haunt you and you’ll be too paralized to move towards your success.   So get rid of your dark shadows and you’ll be on the road to success like Alexander’s horse!

5.    Appreciate the Journey
Yes, they say that it is the journey that brings us happiness, not the destination.  Many also said that as long as you have a good journey, you are already successful.  The final destination or reward is just a Recognition of your Success.

So base on this understanding, you are already successful, as long as you never give up and continue on the journey.  To be able to push on, you need to appreciate the journey and be happy when the going gets tough.


If you too want to get the most out of your career and life, practice the above ways and you’ll reap the rewards like what my coaching clients and seminar participants have achieved.  For more information, email to me at andy@asiacoachingtraining.com,  You can also visit www.asiatrainers.com/SeminarsList.php or text me at 65-82014347 or message me at www.facebook.com/AndyTheCoach. 

12 Dec 2013

The EASE Way to Handle the Most Freezing Moments

You see this all the time: the salesperson does his job well in the sales presentation.  The prospect too showed much interest in what he has.  Everything seems to be smooth, until the prospect said "No" and the salesperson simply freeze.  This is the Frozen moment.

Fret not, because an objection is not the end of the world.  Unknown to many, a sales objection is simply an indication that the prospect has interest in what you have. Otherwise, why would he want to object you?  It is also a sales negotiation process, and you need to win it over with tact.

The way to handle the sales objection is to take it easy, using our EASE method: Empathy, Ask Questions to clarify, Serve the Solution and Excite them of the rewards of going forward.
  1. Empathize with their objection and never argue with them. Empathize means that you feel what they are feeling now.  If they say it is expensive, you can say, "I understand how you feel, most people felt the same way too, until they discovered that they're really getting more value for their money".  
  2. Ask Questions to clarify the objections.  Then Quantify the amount and Identify the reason behind the objection.  You'll realize that the reason is easier to solve than what it seems!
  3. Serve the Solution - the easiest way is to Present the Objection as the Reason to Go Ahead.  Like when they say they have no time to go for training, I'll ask, "then you should go for training so that you can close more sales in less time!"
  4. Excite them of the Rewards of Going Forward - nothing beats the rewards, and show them the money. It sure close every sale every time.
By Andy Ng, Sales Trainer at Asia Trainers. The next course on Sales Negotiation Success is on 30 Dec 2013 Monday 2 to 5.30 pm.  Limited seats left, so click here to register. 



11 Dec 2013

Adding Value to Your Customers Even if They Don't Buy

Following my blog on Add Value, Not Add Work, 2 friends messaged me at facebook asking me to elaborate how we can add value to customers even if they don't buy.  Well, we know that if people that don't buy today they may buy tomorrow, and our job in business is to create happy relationships with people.  Business will come if you can add value.  Just look at how Facebook, Twitter and Youtube created value for over 2.5 billion people and you'll know what I mean.

The following are the Top 6 Ways You Can Add Value to Customers Even When They Don't Buy:
  1. Show them the Pros and Cons of Your Company's Products and Services.  Most salespeople shy away from showing people their weaknesses for fear that customers will not buy if they know that. The reverse is true: customers will trust a vendor more if they were to tell first-hand (without being asked) their weaknesses.  With trust, business will come.
  2. Show them How to Save Money.  Always start with the most value-for-money package that you have and show them how they can achieve savings from your bundling.  Like we have a bundle that saves 60% of the course fees (unbelievable but true, you can click here). 
  3. Show Concern for them.  This is the most obvious and who doesn't want people to show concern for them?
  4. Show them What They Stand to Gain if they Buy from You.  Show them the numbers because numbers don't lie and can be inspected easily.  For example, we show customers the actual rating from our attendees when they asked 'how good are your programs?'
  5. Show them What They Stand to Lose if they don't buy from You.  This will be the hot button that will make customers buy.  This is because people are more afraid of losing than gaining.  We will be fools if we don't know how to make use of this psychological behaviour.
  6. Give them Love. The 4 ways to give love are: Empathy, Care and Concern, Sympathetic Joy and Equanimity. Details of these will be revealed in our next blog, so remember to give us your email so that you receive our daily messages in your mail box.
By Andy Ng, Chief Trainer Coach at Asia Trainers, whose sales courses have now reached 12 countries including Japan, China, Australia and Maldives.  Click here for full course listing...

  

10 Dec 2013

The FAST Way to Solve Any Problem in this World

Everyone wants a Fast way to solve problems in this world, like the Little India Riot on 8 December 2013.

But first we must distinguish between a problem and an issue.  A problem is one that will cause serious problems, e.g. intoxication will cause accidents.  An issue is one that may cause problem, but that problem is not serious, the most irritation or unhappiness.  Like not enough pay is an issue, but will not cause accidents (if accidents happen due to low pay, it is likely to be sabotage, which is more serious than a problem).

F: Face the Problem.  Do not run away from it, never Blame, give Excuses or Deny that the problem exist.

A: Attributing Factor for the problem.  This is the main cause of problems and not issues.  Like the Singapore's Little India Riot problem that happened along Race Course Road on Sunday 8th December 2013 is attributed to intoxication, not unhappiness. It happened that the victim was behaving improperly (he took off his pants) in the bus and was ordered by the bus coordinator to alight the bus.  As he was drunk, he got out and went behind the bus and was killed by the bus accidentally.  The mob that attacked the police, burned the police vehicles and rioted were all drunk and that's why they were so fierce and uncontrollable.  Imagine if the victim and the workers only drink green tea, the riot would not have happened, right?  So the Attribute is actually Alcohol!

S: Solution for the problem.  The simple solution is to ban or reduce the sale of alcohol so that it is difficult to get drunk in Little India.  In one simple stroke, the problem is solved as long as we can find the Attributing factor.  If we still get stuck in issues (like overcrowding) we will not be able to solve the problem fast enough.

T: Take Action and Track the Results.  Yes, results need to be tracked to see if the solution is good enough for the problem to be eliminated totally.

There you have, the FAST way to solve problems: Face the Problem, find the key Attributing factor, Solution and Take action and track the results.

By Andy Ng, Chief Trainer Coach at Asia Trainers  

9 Dec 2013

The Intellectual Fool Meets the Practical Wizard

We all met such a person before: one who never fails to catch up the latest fad in management and sales and knows more than trainers.  But when you ask him which knowledge he has applied in his daily work, he will remark, "Not yet".

We call such a person an Intelligent Fool.  Many a times such a person will go to great lengths to prove that he is right and you are wrong.  He is highly intelligent as a book smart.

On the other hand, there is the Practical Wizard: one who is very down to earth and applies knowledge on a daily basis.  It's obvious who gains the most: the Practical Wizard will gain the most while the Intelligent Fool is still occupied with proving that he is right!  There are 5 Ways to apply knowledge into work:
  1. Apply Immediately.  Strike while the iron is hot and apply the concepts immediately. In all our training we create a '30-Day Action Plan' where we give out prizes to those that complete the best Action Plan. 
  2. Teach others.  When you teach, you develop a new level of understanding and knowledge not known before.  The more you teach, the more you learn.  
  3. Test the knowledge first before applying in the real world.  This will reduce the risk.  Like do a role play first before presenting to the real customers
  4. Apply the Opposite. This is one of the ways to apply knowledge in the highly secretive Sun Tzu Art of War and The 36 Stratagems.  Apply the opposite and you'll be amazed that it works just as well.  Like we teach our clients to apply the 'Beauty Trap' in 36 Stratagems as 'Ugly Trap': have an ugly packaging and people will be pleasantly surprised with you internal contents.  (Apple's iPhone started this trend by having minimalist packaging). 
  5. Apply Beyond What is Taught.  I have this client who instead of just reading the 8-page book summary that we we gave (100 Ways to Motivate Others by Steve Chandler), he reads the entire 240-page book and even do his own 'Application Summary'.  He got our book prize worth $55 for going the extra mile.
In short, Wisdom is Applied Knowledge.  Until you apply the knowledge, you do not know.   By Andy Ng, Chief Trainer at Asia Trainers. The next How to Be a Better Manager course starts on 7 April 2014 Monday.  It is on 4 Mondays of April from 2 to 5.30 pm.  For details, click here

8 Dec 2013

You'll Realize How Silly You Have Been Once You Know this basic Science

You may not know that we are actually non-existent.  We don't exist at all. There is actually no 'self'.

According to scientists, a human being is merely a bundle of ever changing sensations.  The combination of the 5 senses (sight, sound, touch, smell, taste) and mind (your idea or thinking that I am here) are what make up the 'self'.  If we were to take away these 6 things, there is no 'self' existing.

Even the solid universe is actually no solid but actually a flux of energy.  The modern physicist sees the whole universe as a process of transformation of various forces which include the processes that constitute a human being.

So from a scientific angle, we actually don't exist.  What exists is just perception of the 5 senses and the mind.

Once you begin to understand this, you'll realize how silly you have been.  All through our lives, we feel bad, low or disappointed whenever someone attacks our 'self'.  We often fight with people, argue over issues, go for things that make us feel good, all for the sake of protecting and enhancing our self.  Some people even spend fortunes for cosmetic surgery and luxury goods to create an immortal self.

All these are silly because there is no self at all.  You look at Nelson Mandela.  Everyone said he is a great man because he is self-less and sacrificed his entire life and family for other people.  Mandela understands this concept of no-self and that's why he has no hatred against the people who put him behind bars for 27 years.  We should all behave like Mandela.  There is no self.

By Andy Ng, Trainer Coach at Asia Trainers, details of his trainings and seminars are at here.

7 Dec 2013

Happy for No Reason Like a Kid on Christmas Morning

The desire to be happy is what drives us to whatever we do.  In fact, humans spend so much time in their waking moments everyday to be happy that makes us forget what are the things that make us happy.  For example, many people equate money to be happiness, when in fact money only makes us comfortable and not happy.  From coaching and training over 81,131 people in 12 countries since 1996, the following are the 5 conditions that make us happy:

1.  Hope for a better tomorrow

Despite the generally accepted notion that the fulfilment of a wish brings happiness, I believe that a person who has hope can taste happiness before that hope becomes a reality.  For better or worse, the human being is always discontent with present reality.  It's okay to be discontented as long as you direct that discontentment into new hopes on a higher plane.  For example, if I am not happy with my Samsung Galaxy S4, I can direct my efforts to earning more money so that I can buy the new S5 when it comes out in March 2014.


2.  Daily Apparently Insignificant Everyday Things

Yes, we need to see the happiness in small things and able to be happy over small things.  Like laugh aloud when we hear a joke and look forward to the Sunday outing like a kid on Christmas morning. It is important to cultivate this capacity to be happy over small things daily.

3. Look at Things Objectively

Yes, do not look at things from a sad angle but see it from a impermanence angle. For all things in this world are impermanent, so bad things will too be blown away fast.  Often we cannot see the good side of ourselves and of our own performance and we often criticize ourselves for not being good enough.  If you are objective you will realize that such view only creates your own unhappiness.  

4. Happiness is in Entrusting Yourself to an Absolute

Entrusting oneself to something absolute provides the most immediate form of happiness.  The absolute is always free and happy, and this absolute is Peace of Mind.  Get peace of mind in whatever you do, be it in big or small things and you'll feel happy instantly.   

5. Love More than Being Loved

Yes, love is still the greatest power and greatest source of happiness. Not receiving love but giving love unconditionally.  To be happy, be aware that you have a place in your heart to be happy.  Read my blog on "How to Love Professionally" at here

By Andy Ng, Chief Trainer Coach at Asia Trainers.  Andy is available for limited speaking engagements in a year.  He travels every month to teach his audience on topics including management, leadership, sales and personal effectiveness. Details of his courses are found here

5 Dec 2013

Outsell Your Competition with 7 Successful Selling Strategies

Everyone wants to get more business, but with the economy still slow now, what can you do to pull ahead?

If you try to pull business away from your competitors, you have to be prepared for a price war.  Another way is to poach the top salesperson or sales manager from your competitors with high salary.  This is fast and furious, but it too starts a talent war.

How about going all out with aggressive marketing to get new prospects?  This again puts you head on with your peers, who can always retaliate easily with even more marketing budget.  The issue is how long you can last.  

If the above does not work, what can you do?  We believe that the solution lies in Successful Selling Strategies. This means that you must do things strategically and systematically.  There are total 7 Successful Selling Strategies:
  1. Service to Others as the Highest Strategy.  This is because people don't buy goods and services but good feelings and solutions to their problems. 
  2. Instead of Fighting on Product, why not use People as the winning edge?  Get people to be more connected to you is more effective than getting products that people don't feel for you.  Like Apple vs. Nokia
  3. Instead of fighting on price, Placement Strategies will be easier to implement.  Of course the best placement is always in the mind. 
  4. To get high customer satisfaction, you need to Customize Your Benefits to Make your Products Meaningful to them.
  5. To get people to buy, use the proven SPIN model: Situation, Problem, Implications and Needs/Payoff
  6. If customers are still not moved, give them an Irresistible Offer that No One Can Resist. 
  7. Finally, move your customers Up the Ladder of Loyalty and create Raving Fans that Sell for You.
By Andy Ng, whose sales courses have produced into a DVD called "Magnetic Selling".  Details of sales and other management programs are at here.

4 Dec 2013

The 3 Important Conversions in Your Sales

As a salesperson, you must behave like a consultant so that your prospect will see value in you.  Otherwise, you are seen as a peddler who just want to make the sale.  We all know about sales conversions: how to convert a prospect in to a client and convert a client into a life-long customer.

However, there are 3 other Conversions a salesperson must make:

1.  They Must Convert Their Selling Price into an Investment 

Price is a cost.  As such, it has a negative value that people will try to pay as little as possible to obtain.  On the other hand, an investment connotes a return.  People are willing to put in money into investment as they know there is a 'Return on Investment' or ROI.

How to Convert your price into an Investment?  You must always show what they can get from using your product or service.  As long as that return over the investment gives a double digit return, it is considered a good investment.

2. They Must Convert their Product/Service into the Dollar Value that Comes from Its Being Applied to the Customer's Operations

Consultative sellers sell the value added by application, not the product that is applied or the service that applies it.  You must monetize your application and translate benefits like reduced downtime, speeded-up cycle time and higher productivity into their dollar contributions to the customer's operating profits.

3. They Must Convert Their Focus on Making Individual Standalone Sales into Making a Portfolio of Continuing Sales

Everyone can make a sale.  But not everyone can make a lifelong customer. A good sales consultant knows that it is far more important to make an ongoing process of improvements rather than a one-off improvement.  As such, they always have further sales and solutions and move their customer up the value chain.  In this way, they are contributing to the growth of their customer and they too will get life-long business.


By Andy Ng, Sales Trainer and Coach at Asia Trainers, details of courses at here.

3 Dec 2013

Questions to Get People To Switch their Vendor to You

As we know, one of the most important job of a salesperson is to bring in new business, that is new customers.  Since the market is fixed (there are hardly any new customers newly set-up), new business often means getting business from other competitors.  How to break into existing vendor relationships?  How to make people switch their existing vendor to you?

Never ask the stupid question of "What do you like about your existing vendor?"  This is because such a question is simply opening the door for your prospect to start valuing his current vendor and undermine your efforts to break into this prospect.  Instead, ask questions that focus your prospect uses in selecting a vendor.  This is really 'Customer Focused Selling' as we are focusing on solving problems for the prospect.

There are 6 Questions that a Salesperson Can Ask to Get People to Change Their Existing Vendor:
  1. Would you share with me the ideal qualities you look for in a vendor?
  2. How does your ideal situation compare with your existing situation?
  3. When you originally choose this vendor, what were your selection criteria?  In what ways have your criteria changed as you evaluate your needs today?  What would you like to see happen in future?
  4. How would you rate your existing vendor relationship on a scale from 1 to 10?  (Base on their response, ask, "What would have to happen for it to move from a scale of __ to 10?")
  5. If you could change one thing about your current vendor, what would it be?
  6. In what ways can your vendor better align itself with your goals?
Once you have asked these questions, listen to their answers.  Then find ways that your as a new vendor can add value and help your prospect do things that he all along wanted to do but unable to do with his existing vendor.  

By Andy Ng, Sales Trainer Coach with Asia Trainers, details of our Sales Power course is at here

2 Dec 2013

Improve Your Bottom Line by Focusing on Your True Bottom Line

Often when we start out in our profession, we do it out of love for the profession, our passion and our interest.  In the beginning our intentions are good.  We do good jobs and soon more jobs and money come.  Then slowly we become consumed with pursuing success in our work.

We crave for more power, money, name, ranking, profits and fame.  These slowly replace our focus on the profession.  Love becomes a distant dream.

This is how we slowly become lost in our pursuit of bottom line.  The fact is that humans are never satisfied with anything, and the bottom line that we pursue is often at the expense of someone else. Look at the phenomena high profits luxury product companies made and you'll realize that they exploit cheap labour in poor countries like Bangladesh and Cambodia.  Banks incurred huge fines by governments and have to compensate billions to customers for failed investments. 

In short, the pursuit of bottom line has made us become bad.  What is so-called happiness created by such profits is short-lived and resulted in miseries and losses for others. There is no real happiness at all. 

The truth is that true happiness comes from deep within, that is, what we truly love.  Such love generates a certain kind of power, for it brings welfare to the society as well.  It generates not just happiness for the vendor but also happiness for the community. There is peace of mind. 

We know that until we have peace of mind we cannot be truly ourselves, and all the material gains in this world cannot replace the solitude and good feeling we have inside us.

So my friend, if in your pursuit of bottom line has made you lose yourself, improve your deep down 'bottom line': your true love.  Focus on your real bottom line (Love) and your bottom line (profit) will improve. 

By Andy Ng, Chief Trainer at Asia Trainers.