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5 Keys to Do Well in Your Sales

For years multi-national companies have been paying tens of thousands of dollars every year to engage the best trainers to train their sales team so that they can out-sell the competition.   Google under 'Sales Training in Singapore' and you'll find dozens of sales courses, with some promising guaranteed improvements in your sales results or your money back. 

 I Andy Ng have been happily doing sales training as far back as May 2001.  I remembered my first seminar was on Saturday 19th May 2001 at Miramar Hotel on the topic "5-Ways Leverage to Business Profits".  Over the years I have trained over 81,131 people in 13 countries.  Among the companies I trained include the top Feng Shui company Wayon Net, top insurer AIA, top Junior College Hwa Chong Institution and top property developer Capitaland.  To-date, I am still learning and trying to crack the secret to sales success.  With inspiration from the movie "Won't Back Down" and sales guru Tom Hopkins, the following are the 5 Keys to Do Well in Your Sales:
  1. Strong Belief in What You Sell is Good for the Customer.  It's not enough to believe that your product or service is good, what's more important is how good it is for your customer. Remember, if it is good for you but not for your customer, you're a conman, not salesman.
  2. Align Yourself to your Customers' Needs.  In today's complex world, it is not possible to have your product or service that fits 100% to your customer's needs and wants.  What's important is to ensure that your entire sales and fulfilment process be aligned to the customer's needs.  Only in this way can you be able to customize and contextualize what you sell to the customer's needs.
  3. Weekly Planning and Action.  This is usually done on a Monday morning and review on a Friday evening.  Every week we plan for what are the things to be done for this week, plus what we should watch out for the coming week.  Remember, nobody plans to fail, so if you fail to plan, you are planning to fail!
  4. Support Clients All the Way.  I see many salespeople serve clients very well when there is a good order, but when customers have issues, many salespeople would shy away to help.  Like in this current difficult economic situation, many customers are now crying for help but how many salespeople can really help them?  Remember, if you don't support clients all the way, your clients will not support you all the way.  
  5. 100% Giving.  You need to give to your clients your very best 100%. Giving means truly giving and not expecting to receive when you give.  I saw many trainers teaching people that 'to receive, you must give'.  This is nonsense because if you give with the intention of receiving something, you are not giving but trading.  Like you give your clients good service expecting a tip, the customer will realize this and this is not true customer service.  True giving is non-conditional and non-expectational, like mother's love for the child.  Remember, you have to give 100% to your clients or you are giving away business to your competitors.
By Andy Ng, Sales Trainer at Asia Trainers, details of sales courses are at here.  From now until 15 April 2014, you can purchase a bundle of 10 courses at 51% discount, i.e. $149 per course instead of the board rate of $298.  Call Idah at 6225-1784 for details or visit here.  Other articles on sales:
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