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28 Jun 2014

The Magic Words and Phrases that Move Managers

We know words and phrases are magical in that they have the power to change minds.  If you use the right words and phrases, sales would come.  If you use the wrong one, sales would go away.  
If you are selling to people holding management positions, you need to use words and phrases that reflect what they want: certainty, little risk and most importantly, reliable results.  Understand that management people are not entrepreneurs, they are not risk takers and their primary responsibility to their boss (the entrepreneur) is to protect and grow the investment.  

Never use words and phrases that will frighten these managers, like "Rapid growth", "Double your return", "Massive profits", "Take more risks" and "Dare to be different".  The following 22 words and phrases are most suitable:
  1. Minimize your risk
  2. Going one step at a time
  3. Protect what you've built
  4. Go straight down the middle
  5. Spread the risk
  6. Cementing your career further
  7. No conflicts
  8. Free of controversy
  9. Keeps everything controllable
  10. Stays on an even keel
  11. People won't find anything to argue about
  12. Stable
  13. Widely accepted
  14. Respectable
  15. Restrained
  16. Looking good
  17. Creating the right image, inside and outside the company
  18. Resolve everyone's concerns
  19. Get everyone on board
  20. Non-confrontational
  21. Prudent
  22. Thought through
A typical e-mail from the vendor (Professional IT services firm) to the Prospect, an Operations Manager, may look like this:

Dear Manager, 

You've made a major investment in your career. And to protect what you’ve built, you have to minimize your risks and go straight down the middle.

Over at ABC Services, our DAP Software will help you to accomplish all your goals free of conflicts and controversy. On top of that, you'll get our quality service to help you keep everything on an even keel.  Most importantly, they are now available at less than a third of what competing products cost. 

(here you state your product's key features and pricing)

Here's what you'll get from our DAP Software:
  • Easy to use
  • Fast reliable results each and everytime
  • People love it, for it makes their work more efficient
  • Most importantly, your boss will appreciate the kind of results it delivers: doing more with less
As you know, the Government has subsidized the cost of IT software by at least 60% cash payout or 300% tax deduction under the PIC (Productivity and Innovation Credit) scheme. So your next cost is really down to less than 40%.  Your company will be able to reap the benefits of this investment easily in less than 4 months.  

I'll be calling your office in the next couple of days.  In the meantime, please call me at xxxx-xxxx if you need further information.

Yours sincerely
Andy Ng

* P.S.  Invest in just $5,000 in our software and your company can get the PIC Bonus of another 100% cash payout.  This means that with PIC Bonus, your company actually get back (160%) more than what you spent.  Call me Andy at xxxx-xxxx or email to me now. 

By Andy Ng of Asia Trainers, details of courses at here. Related articles:

27 Jun 2014

Step-by-step Guide to Selling the Invisible

In a sense we're all selling the invisible: we're selling something that people cannot really touch and feel, and people don't need what we are selling. Even if you're selling a physical product you're still selling the invisible because it's the trust and reliability that people ar buying.   In short, we're all selling ice to the Eskimos!

First of all, understand what is 'Selling Ice to the Eskimos' and how does it differ from Selling in Difficult Situations?  Selling ice to the Eskimos is even more tougher than selling to different people because there is simply no need or want for your product!


To Sell Ice to the Eskimos, we first need to define our Customer correctly; with proper definition, you can then Create a Need that this customer never known before.

After that, you need to Make your client a Hero and with that, they will be so happy to buy what you're selling.

To sell ice to the Eskimos requires us to do a business and not just a transaction, thus we need to sell them a second helping, i.e. make them come back to us again.

However, the sales process is not so smooth and your customer will give you 3 most common objections: See No Need, See No Differentiation and See No Hurry.  That's why you need to let them touch, feel, hear and sense the need and differentiate like Apple and Apple Daily

To get customers to come back again, we need to create customer loyalty with loyalty strategies.  

Finally, selling is about making your weaknesses known, and turn your weakness into a strength.  This is called 'Selling Your Weakness'.  

The Ultimate in Selling Ice to the Eskimos is to Sell them a Refrigerator, that is, sell them something that can contain what you sell so that they can buy in excess of what you sell.  For those that want to learn this technique in detail, come for "Selling Ice to the Eskimos" course on 15 August 2014 Friday 2 to 5.30 pm.  Those who register quoting this blog will get a 50% reduction in fees, i.e. only at $99 instead of $199.  Text to Andy at 8201-4347 for details or click here.  Related articles:

26 Jun 2014

Effortless Sales using WIN Way

Note: The next Successful Selling Strategies is on 4 July 2014 Friday 9 am to 12.30 pm. Details of course is at here
The opposite of Effortless Sales is Stressful Sales.  Author of 'The Power of Now' Eckart Tolle says, "Stress is caused by being 'here' but wanting to be 'there', or being in the present but wanting to be in the future.  It is a split that tears you apart inside. 

Indeed many salespeople are doing stressful sales, for when they are in front of a prospect, their mind is never with the prospect.  Instead their minds are thinking about how to close the prospect, how to make him say yes quickly, how to not mention any weakness the product has, and how to make time for the next appointment.  Stressful Salespeople often end up not achieving any sales at all, but they are very busy making proposals.  We called such salespeople Quotespeople. 

There are 5 ways you can use WIN - What's Important Now - in your sales:
  1. Always listen to what the prospect has to say, never interrupt.  Do active listening, not evaluative listening, where you listen to respond
  2. Listen beyond the content of what is spoken, Listen to the Context of what is uttered.  Like listen between the lines, watch out for the change in tonality, pace, pitch, volume and quality of speech.  For example, a slowdown in speech indicates thinking, while a higher pitch signifies anxiety
  3. Ask Questions that Probe into the Prospect's situation.  Do not take anything for granted. 
  4. Assume Nothing. If you want to have some assumptions so that you don't start from scratch, verify your assumption
  5. Being Aware and Remember that Awareness.  It is a way to control our wandering mind.  Being aware is beyond noting and knowing. Awareness is about being conscious, having knowledge of something, being vigilant, bearing in mind, being alert and ultimately being present. 
In short, the WIN Way is simply to BE HERE and NOW.  That's the way to win more sales effortlessly.  Try this!

25 Jun 2014

Increase Your Sales in 71 Costless Ways


How to Be a better manager in 4 weeks at here
Are you selling very hard in this market? Is hitting targets becoming more stressful? Make no mistake: customers do not buy your products or services, in fact they do not even buy the benefits of what you sell. All customers want to gain from transacting with you and make more profits. Profit also include any savings in cost, time, labor and most importantly, save trouble. 

Whether you are selling to non-profit organizations, governments or profit-making private businesses, you need to make a difference to your market. Now you too can increase your sales costlessly with our 71 methods

Power-packed Contents Include:

  1. Why Most Salespeople Are Not Selling Well and What To Do About it
  2. Five Ways to Higher Sales Profits: Low-Cost Leads, Higher Sales Conversion, Higher Frequency, Higher Sale Value and Higher Margins
  3. Work-through of an example: how to increase profits by 76%
  4. Three-Ways to Low-Cost Leads: Attraction Selling, Guerilla-like Selling and Referrals
  5. Top 20 Ways to Increase Your Sales Conversion
  6. Using NLP to Turn Objections into YESES
  7. How to Increase Your Sales Frequency in 3 Ways: Loyalty strategies, Regular Contact and Something New 
  8. How to Sell at Higher Price and Get More Business
  9. How to Sell at Lower Price and Increase Average $ Sale
  10. Increasing Sales Margins with Collections, Sales Efficiency and Value Selling
  11. Sales Negotiation to Sell at Higher Profits
  12. How to Keep your sales team Highly Motivated with Zero Cost
  13. The Ultimate: Making Real Profit for Your Customers with Jeffrey Fox Dollarisation Method
Bonus: 354 Sales Profit Strategies, Sales Leading Questions demo and watching 3 Sales movies

Benefits:
1. Increase Your Sales AND Profits at the same time
2. Lower Your Selling Cost
3. Bring real profit to your customers
4. Build a Large Pool of Loyal Buyers
5. Proven methods that will last you ages

For Who to Attend:
* Sales Managers & Sales Directors
** Sales Executivs & Account Managers/Executives
*** Customer Service and Business Dev./Marketing People
**** Top Management and All Self-Employed people


Date: 13 August 2014 Wed. 9 am to 5 pm
Venue: The Plaza 02-301, 7500A Beach Road
Fee: $398 for one, $299 each for 2 & above, $199 each for 5 & above (no GST)

Only 7 seats left, so book your seats now by email to andythecoach@gmail.com or text to 8201-4347 with your name, the no. of seats wanted and your email. We will issue you an official confirmation and invoice.  For list of our other courses, visit www.asiatrainers.com/SeminarsList.php.  Related articles:

  1. The more you spend, the more you earn, only in these 3 things
  2. Make people feel rich in these 3 ways
  3. Sell with your heart
  4. Be a Better Manager in 4 Weeks

23 Jun 2014

5 Things that Your People Learn Unconsciously that could Kill You

We know that informal learning is the world's biggest and fastest learning.  This is because when one learns informally, one is not using his conscious mind and is thus using less conscious effort. With less conscious effort, one can learn more without feeling tired. That's why when you embark on what you love, you'll have more energy.  Same for learning.  What you learn informally you learn more. 

Many people learn the following 5 bad habits at work unconsciously:
  1. Pushing Blame.  When something wrong happens, employees learn that if you don't push the blame to someone else, you'll have to shoulder the entire blame. Thus employees learn to push blame quickly, like "I thought that you know, that's why I never follow-up with you" and "You should know as you're more senior than me".  
  2. Coming up with Excuses.  Like "I never learnt that in school", "It was always done like this". We know that excuses only serve one purpose: exclude you from the blame  
  3. Denial.  This is completely refusing to see the problem and pretend that everything is all right.  Like not going for periodic maintenance and rely on vendor's promise that "new machines should be okay"
  4. Get More Things Done with Less Effort.  This is taking things easy, not going for the tough act and wait for things to happen instead of taking pro-active steps
  5. Hide Information from the Bosses.  Some believe that the less the boss knows, the less will be his checking and thus the lesser will be your work.   
If you too want your people to not learn the wrong things but instead learn the right things, you need to send them for external courses.  Like this Effective Manager on 17 July and High Value Employees on 5 August.  For listing of our courses, click here.  From Andy Ng of Asia Trainers.  Related articles:

22 Jun 2014

How to Be Wise and Not Foolish with 5-Ways Wisdom

We often talk about wisdom, but what exactly is wisdom?  Some people think that following the experts is wise, while others talk about having your own beliefs and stick to them.  There are some that only trust centuries old wisdom passed down from the wise men.  There are also some that discard old thoughts and believe that wisdom needs to be updated to reflect our modern times. 

According to my over 16 years of teaching people from all walks of life, wisdom comprises of 5 things:
  1. Seeing all phenomena in life as temporary, incomplete and not self.  If you can see things in this totally freeing way, you will have great security and happiness, for now you are not dependent on anything in this world, i.e. you're truly enlightened.  That's the ultimate wisdom!
  2. Not any wisdom that's told by someone but true wisdom that you directly see and understand for yourself.  To do this you must have an open mind
  3. Ability to listen to other points of views instead of being bigoted
  4. To carefully examine facts that contradict your beliefs, rather than burying your head in the sand.  This means to be objective and not pre-judiced and to take time to form opinions and beliefs instead of just accepting the first or most emotional thing that's offered to you
  5. Once you have a belief, to always be ready to change your beliefs when facts that contradict them are presented to you.  The path of just sticking to your beliefs is easy, to be able to question your own beliefs takes lots of courage, patience, flexibility and intelligence.  Isn't that the ultimate wisdom?
Andy Ng wrote this article out of wisdom, and he often passes them on in his short but effective courses. Related articles:

21 Jun 2014

The 4 + 3 Elements that All Trainings Must Cover

Whether you're training senior management, working level or kids, all training programs must cover the following 4 + 3 elements to be effective:
  1. The Importance of the topic: why we must know and do (the topic)
  2. The Strategies and Tactics of executing the topic (steps, procedures and guidelines)
  3. What to do if we cannot achieve what we want (on the topic)
  4. The Ultimate in the topic: what is higher than the highest level (of the topic)?
The Other 3 Things to cover are beyond the topic, but nevertheless must be included if we want to have a well-rounded learning:
  1. The key challenges facing the audience now (and how knowing the topic will alleviate that)
  2. The successes of the audience so far (to validate their efforts and encourage them to do more)
  3. A story that touches the audience's hearts so as to leave with them a lasting impression.  Even if they forget about the topic and its details, the story will leave a mark in their memory, thereby helping them to remember the topic.
Using a Leadership training as an example, if I'm training middle managers, the 4 + 3 Elements will look like:
  1. Importance of Leadership for Managers and Why You Must Be Good in It or Face Extinction
  2. Five Leadership Strategies (Buy-in, Team conversion, Work Quantity, Work Quality and Value Add).  Also 7 Leadership Tactics (Messages, Meetings, Lunch time, Work Review, Work Discussion and the Pantry)
  3. What happens when your leadership is challenged by your subordinate?
  4. The Ultimate in Leadership for Managers: Make a Difference and how
The 3 Soft Elements could be:
  1. Top 3 challenges of managers and how leadership can help to resolve all of them
  2. How managers have led well in the past and what to learn from them
  3. Story of how a Highly Stressed Manager becomes Highly Successful by applying leadership strategies
By Andy Ng, the next Psychological Leadership course is on 10 July 2014 Thursday 9 am to 5 pm. For details on the 4-weeks Better Manager program, click here.  List of courses at here. Related articles:

20 Jun 2014

5 Keys to Do Well in Business Today

As I learnt from my Coach today, to do well in business requires us to think differently, the 5 keys to do well in any business, big or small:
  1. Sales and Marketing are still the 2 most important functions of any business.  It is not how good your product or service is, but how good people think your product/service is.  How people think about (when they are not your client yet) is nothing but sales and marketing. Even referrals is a form of marketing, so is the commonly used advertising.  
  2. It's about Your Reach - who knows you.  Many times it is about who is in your database: and how you contact this database and turn them into goldmine (not landmine)
  3. Never give up on your goals and dreams: work on them, rest on them, but never give them up. For when a business has no dreams or goals, it is just a money making machine
  4. Perseverance is everything: don't strike while the iron is hot, strike until the iron is hot.  Rise above perturbation (extreme pressure) and you'll achieve breakthrough; if not, you'll have break-down, break-apart and break-within
  5. Always ask yourself: what are you most passionate about today?  As the song Flashdance sings, "Take Your Passion, and Make it Happen".  Enjoy your day!
By Andy Ng, Business Coach and Trainer at Asia Trainers, details of courses at here.  Related articles:

19 Jun 2014

The 5 Things to Change Your Mind before You Pass On

"Most of us want to change the world, but only a few of us are willing to change our own  minds!  Are you willing to change your mind?  Many people think that if you change your mind, you're fickle-minded.  Truth be told, it's okay to change your mind, just be careful that you don't lose your mind.  For when you lose your mind, you lose your life. 

If you want more success in your life and career, it's time to change your mind.  The 5 things that you should change your mind:
  1. Stop following the crowd's mind.  Like now most people think that business is hard, and it's hard to achieve breakthrough.  Change your mind to Start Leading the Crowd's Minds.  Lead the market to achieve breakthroughs and you'll achieve success.  Like the Samsung Galaxy K Zoom (smartphone with 10 times optical zoom camera), you can take superb selfies without having a solid front camera.  All you need is a solid software to guide you.  In your business or work, you don't need solid credentials to do well, all you need is solid leverage with people
  2. Your Mind is Like a Parachute, it's only useful if you open it.  Open your mind to new ideas, and stop questioning and start exploring.  You'll be pleasantly surprised that the sky is much bigger than what you think once you open your mind. Like I'm now opened to the idea of low-cost night training as long as the course is different from day courses
  3. Sticking to Your Beliefs is good, but don't be stubborn and discard all other beliefs.  Like it was once believed that higher exposure means higher popularity; but in today's social media it is not higher exposure but value-added exposure that leads to popularity
  4. Working Hard is not hard at all as long as you're working with your hearts and not just working harder and harder.  Click here for the secrets to working hard without working hard
  5. Take out the trash in your mind.  The trash is anything that is keeping you away from what's important - this moment.  When you're truly in the here and now, you'll be surprised at what you can do and how well you do it.  From Way of the Peaceful Warrior book by Dan Millman

18 Jun 2014

The Hottest Sales Technique: Selling on Hot Buttons

Yes, it has been getting more competitive today to sell. In the process of Pitching, i.e. multi-stage selling, every detail must be well executed if you want to clinch that coveted deal that everyone is eyeing for. 

The stages involved in the sales pitch starts with a meeting, followed by a formal, stand-up presentation. Even if the prospect decides in your favour, you need to follow-up till the end, as anything can change until you sign the deal. 

It should be noted that pitching is process that is cumulative, this means that each stage must be completed to the satisfaction of the other other or you will be wasting your time and effort.
To pitch successfully, you need to press the prospect's hot button. 
Hot button is not to be confused with Benefits or Emotions, nor is it about Fear and Force. In sales, a Hot button is a Trigger that once activated, the person will NOT go back to the original state of mind. This means that when you press the hot button, a sale will result. You do not need to close the sale as the sale is already yours.

Note that different people have different hot buttons, and they too differ at different time. Also note that You as a Salesperson is also a hot button, the same goes for your company marketing, branding and positioning.
There are 5 Steps to Trigger a Hot Button:
  1. The first step is to Uncover their Problems.  Often problems are not obvious, and you need to ask Situation Questions that will lead you to some problems that they may have. For example, when you ask them how's their business, you need to let them know that there are problems that they may not be aware of, like falling market share. 
  2. Once you have discovered their problem, you need to trigger it into a pain. This is because people don't act to solve problems, but act to alleviate a pain. 
  3. Next, you must intensify the pain, that is, make it so painful that they cannot tolerate it any longer. Like when I let my prospect know that their declining market share is reducing their cash flow as shown in their bank statements, you can imagine the pain in their eyes. 
  4. The 4th step is to Create the Heaven, that is, let them know that if they alleviate their pain, they will be in a very ideal state, like in heaven.  Let them know what they will be facing, hearing and feeling everyday when their problem is solved and everything is right in their business.  Who can resist such heavenly scenario? 
  5. Finally the 5th and last step is to Give them the Pay-off Now, i.e. show them in dollars and cents what they will gain when they reach the heaven. 
If you follow the above 5 steps in Hot Button Selling, you'll have a successful pitching in your business. There is no need to sell at all, for the prospect has already decided to buy.  Wouldn't your business be so heavenly if you do this?  Related articles on sales:

17 Jun 2014

What People Learnt but Dare Not Tell You

You'll be surprised if you have a heart-to-heart talk with the people that you sent for training.  "Tell me what have you learnt."  They will say, "Nothing much, I learnt those strategies that we may have taken for granted and not used much".  Is this their real answer?

What do people really learnt from training?  You'll be shocked to discover the truths: there are 5 main things that people learnt but dare not tell you:
  1. They learnt about themselves: their weaknesses, strengths and most importantly, their potential.  Like people learnt that they can do magic: cut a piece of wood with paper.  Many people are frightened with this new discovery: they are afraid that now that they know they can do much more, will they be worked to death to implement the strategies learnt?
  2. They learnt about the best practises that may not be practised in their organization, like having half-yearly dialogue style performance appraisal.  Some are afraid of telling this to you the boss for fear that you may think they are as picking up on your organization
  3. They learnt that training can be very fun too with good mix of jokes, funny video clips, games, exercises and true stories.  Imagine the look on the boss's face if they tell you that they have so much fun in the training.  Some bosses wonder if they go for fun or for learning?  Truth be told: people learn faster and have longer retention if they have fun in learning
  4. They learnt from the trainer that because of the PIC scheme, training cost is now 60% subsidised by the government.  Some dare not tell you this for fear that you may interpret this as they are hinting you to send them for more courses.  Click here for articles on PIC
  5. They learnt that nothing is impossible, it's possible to sell the impossible, sell ice to the Eskimos and do limitless selling.  They learnt that people management is not about managing people but making people better than themselves.  Some also learnt that a leader's job is to make people work hard, not to make people's work hard.  Imagine the look in the boss's face if they tell you all these: some bosses are asking if they themselves should be inside the training! 
At last, there is this course that all can attend: bosses, staff, managers and working level staff - High Contribution Employees. The last run for this is on 31 December 2014 Wednesday 2 to 5.30 pm.  Email to andythecoach@gmail.com or text to 8201-4347 for any queries you may have.  Our management and sales training courses can also be done in-house at your premise with no extra cost, plus you'll get PIC 60% cash back and PIC 160% cash back.  Related articles:

16 Jun 2014

How to Reap the 7 Tangible Benefits of Training

Some people think that training and development are a luxury for you cannot really measure its tangible benefits. Yet others think that there must at least be a 200% payoff (benefits over training cost) for any training program to be considered beneficial.  To us at AsiaTrainers.com, there are 7 tangible benefits that you can touch and feel IMMEDIATELY after the training:
  1. Ask the participants to do a written assessment of the training in terms of 3 areas: how does it improve their work, make their work easier or given them new ideas. You can also ask them to do a 30-day Action Plan on the action that they will take within 30 days of the training
  2. Voluntary self-reporting by the participants.  If your participants can report to you without being asked, you can be sure that they enjoyed the training and find it useful
  3. Measure the improvements in the work  This is very easy to be done for hard skills training (like how to operate a machine), but even for soft skills, you too can measure the improvements if you observe enough
  4. Measure the reduction in negativeness at work: errors, grievances, delays, lateness, poor communication and negative attitude.  Unless you're far away from the employees, all you need to do is to open your eyes and ears and you'll be able to observe the reduction in negativeness in just an hour
  5. Look for improvement to Motivation, Morale and Enthusiasm in the office.  For example, do people now walk faster than before when they come to work?  After training, employees should be more open and not afraid of new ideas and you can easily test them in your weekly meeting with them
  6. Identify specific areas that the training are supposed to have addressed.  Like sales training would have equipped your people with tactics to over customers' objections while management training will teach them how to do coaching
  7. Compute the real dollars and cents that your training has delivered.  Like higher productivity.  If your employee earns $3,000 a month, a mere 2% increase in productivity will translate into a savings of $60 a month.  If your employee can maintain such increase in productivity for 3 months, your company will make $180.  Since the PIC scheme pays 60% of the course fees, assuming a course fee of $200, your net cost is $80.   Thus the profit to your company is easily $180 less $80 = $100.  Some training providers give profit guarantee, meaning that if you don't see savings that is equal to your net training cost, they will refund your training fee.  Click here for details on this. 
By Andy Ng of Asia Trainers.  The next How to Be a Better Manager course is now closing for registration.  If you have yet to register, there are still 4 seats left.  Click here for details or text to Andy Ng at 8201-4347 for more information.  More articles:

15 Jun 2014

How to be Happy at Work

Work can be happy too if you know how.  You don't have to be promoted, earn a big pay check or get what you want to be happy at work.  Being happy at work has nothing to do with your work effectiveness, it has everything to do with your life's effectiveness.  If you're not happy at work, why work?  Working for money alone will only make you more unhappy, for work can only bring you limited money.  

To be happy at work, try the following 5 things:
  1. Focus on Growth, not just Achievement.  For when you're growing, you are getting a high sense of satisfaction, and that alone is happiness.
  2. Look for the good in any situation, be on guard for any negative situation.  In this way you're protected either ways
  3. When in doubt, always ask for help, don't shoulder everything at your tiny back
  4. Make your work not hard but easy, which means having the right skills, attitudes and knowledge to do your job well. Make sure you attend at least 4 hours of training every month, if not your knowledge will stagnate and your motivation level will go down too.  For tips on how to work hard without working hard, read this article
  5. Finally, realize that you cannot just focus on yourself to be happy.  Help others at work, and you'll derive greater happiness for your kind act will bring in many times returns in future. 
By Andy Ng of Asia Trainers, details of courses are here.  Related articles:

Teaching People to Be Human

As a Trainer Coach, I sometimes start the first minute of my leadership and management training by asking my students this question: what does it take to be human?  We were trained to be smart, shrewd, and even manipulative to get things done.  Many were stunned by my question as they thought that being human is inconsistent with being an effective leader and manager. 

Truth be told, being human has nothing to do with management and leadership but everything to do with management and leadership EFFECTIVENESS.  You can't be an effective and sustainable leader and manager if you're not being human.  I think being human means the following 7 things:
  1. It has different meanings for different people
  2. It also has different meanings for different cultures and faith. We must accept cultural diversity as the new norm
  3. Practice what we preach
  4. Skillfully, not unskillfully put down the thoughts and comments of others
  5. Not engage in wars to prove that we are better than others or impose our way of life on them.  Instead use persuasion, influence and negotiation to change them
  6. Being humble enough to learn from people, especially learn from people who are not as knowledgeable, experienced or successful as us. One way to test your humility in this area is to ask yourself when was the last time you attended a management or leadership course?
  7. Look for the Good in Others, do not always find fault.  Focus on people's strengths and turn their weaknesses into a strength and use teamwork and systems to mitigate the impact of their weaknesses. 
In short, being human is not about being right, but being right about your thoughts on being human.  What are your thoughts on being human?  Share with me in the comments here.  Our courses are at here. Related articles:

14 Jun 2014

Why Companies Would Rather Die than Send Staff for Training

* Discover how to be a better manager in less than a month at here*
Although everyone knows the value of training your staff, plus the Singapore Government is giving back 60% cash or 300% tax deduction for training (under the PIC scheme), we at AsiaTrainers.com still receive registrations from individuals.  The reason is that their employer refused to pay for the staff training, even though they know the Government is paying back 60% cash and 160% cash under PIC Bonus scheme. There are 7 reasons why companies won't pay for staff training:
  1. They do not think that their staff is good enough to attend training.  That means the staff has not earned the right to be trained and has to work hard to prove himself first
  2. They are afraid that after the training, the staff will leave the company faster as he is now more skilled and knows more than the boss
  3. They don't believe the PIC scheme or don't know how to get PIC funding
  4. They never think the training is good for they believe that the best way to learn in this world is still experience.  For the 7 ways to train your people like a dragon, read this article
  5. They had a bad experience in the past when training turned out to be a waste of time and money
  6. They are afraid that the more the staff knows, they higher is the chance of the staff taking over the boss's work
  7. They are simply too busy and have no time to even eat or rest, how to talk about training?  In other words, training is considered a luxury.
If any of the above reasons describe why you don't send your staff for training, we advise you to first go for training.  We are offering 100% money-back guarantee for reason no. 4, for the other reasons, our coach will explain to you in person.  If you do not have any of the above reasons and are still not sending your staff for training (need not be from us), we can help.  Text to me at 8201-4347.  Related articles:

The 7 Things that Management Training Must Cover

Management training in Singapore and the region: bosses and HR Managers have asked me what topics must a good management program cover?   Based on full-time training since 2001, there are at least 7 things that all management training must cover:
  1. How to Look for Solutions to Manpower issues without extra hiring
  2. Getting staff to take ownership for their work, not excuses
  3. Increasing the productivity of office and operational workers without $
  4. Converting all dis-engaged staff into highly committed team members
  5. How to Present your message to the people so that you're not seen as a messenger but a leader that adds value
  6. Managing from the heart and how to go the extra mile to serve the team
  7. Asking questions so as to coach and mentor staff and not just give instructions and expect compliance
On top of that, management training must also cover 4 soft skills:
  1. How to set your own goals and help your team members motivate and work towards the organization's goals
  2. Persuasion, Influence and Negotiation skills
  3. Reading a person like a book
  4. Dealing with Difficult People
Whether you're managing one person or 100 persons, working in a international or local company, if you too want to be a real manager and not a messenger, now is the time.  Get an experienced management trainer to come down to your office to conduct an in-house training with 60% 'discount' (PIC 60% funding).  The most popular program is How to Be a Better Manager.  Text to Andy Ng at 8201-4347 for details or click here.  Related articles:

12 Jun 2014

Get Young People to Work Hard without Telling them Hard

Ask any bosses and they will lament that nowadays young people don't work as hard as the previous employees.  In fact, many of these youngsters talk about work life balance before talking about work deadlines.  We cannot help but wonder: have our society's values degenerated so much that working hard is no longer a virtue?

Truth be told, young people are not lazy.  They too want to work hard.  The reason they don't work hard is not because they don't want to work hard, but because they worked hard before and did not get a good experience from working hard.  Many of them also don't know how to work hard.  Some of them think that working longer hours is work hard. For the top 10 myths and truths of working hard, read here and explore at here too. 

Here are 5 ways that you as a manager or leader can get your people to work hard easily:
  1. First, recognize that they have their own ideals and dreams.  Talk to their dreams, and get inspired by their dreams. 
  2. Ask them how they can achieve their dreams and if they carry on their life as now.
  3. Let them feel the pain of not achieving their dreams and live a life of regret for not putting in the efforts now
  4. Assure them that all great success in this world can be achieved as long as people pay the price of success
  5. Offer your help on how they can pay the price of success now by working hard.  Then work with them a detailed step-by-step plan with clear timelines on how they can work on the plan.  Show them the sweet success when they achieve their dreams in future.  That will inspire them to working hard. 
By Andy Ng of Asia Trainers, details of How to Be a Better Manager course is at here.  Related articles:

11 Jun 2014

Newest Way to Sell: Sell without Selling in 7 Ways

Customers are getting sick and tired of being bombarded with marketing and selling messages.  Many of them are crying, "Leave me alone".  It seems that the usual way of aggressive and persuasive selling does not work anymore.

Indeed Sell Without Selling is the new way to sell.  There are 7 ways to do so easily:
  1. Provide a checklist that helps them to go through what are the necessary and good-to-have things
  2. Serve them really well, and go all the way to serve even when they don't buy.  Seven out of ten people will feel guilty and end up buying if you serve them with all your heart with no intention of closing the sale!
  3. Let your clients do the talking: show them testimonials and past track records and let them decide if they too want to enjoy what others are having
  4. Educate your customers on the right way to do things, hint but never mention buying from you is the right choice
  5. Let them taste early success, like giving them a free trial with totally no obligation to buy
  6. Solve your customer's most immediate problem by offering them alternative solutions or alternative ways to look at the problem.  
  7. Give them Good Feelings and Love, for people like to buy from people that love them. For the top 10 ways to give love professionally, read here
Andy Ng wrote this article in 7 minutes, but his courses at AsiaTrainers will benefit you more than 7 years.  Related articles:

10 Jun 2014

Lowering Staff Cost by Increasing Cost

It sounds funny, right?  How can we lower staff cost by increasing staff cost?  As we know, staff cost is computed this way: Staff Remuneration/Staff Output.  So if you increase staff remuneration and get a higher output, your staff cost will decrease.  Other than this, there are 4 other ways that you too can increase cost and lower your staff cost as a result:
  1. Increase training cost.  With better trained staff, their output will increase automatically.  Make sure that you send your staff for training that cost less than $200 per head (for half day).  Most importantly, ensure that the training covers practical issues and not just some impressive theories. With PIC covering at least 60% of your training cost, your net cost is only $80 per head, and I'm sure your company can recover it easily in just 2 days.  To find out the 7 ways to train your staff, click here.  Read here to discover the 9 things that a good sales training should cover. 
  2. Increase the equipment cost.  Like investing in faster computers, you not only get PIC 60% cash funding, staff productivity also increase. 
  3. Increase management or supervision cost, like getting more steps to check your staff work.  With more checks, staff productivity will increase.  This method is not recommended as it reduces your staff to mere robots and does not encourage them to check their own work.
  4. Increase the staff salary across the board and hope that their productivity will increase.  Studies show that productivity will increase for the first 3 months and start to taper off from the 7th month onwards.  This is because money only motivates for a short while and you need to get into the inner self if you want sustainable motivation. 
By Andy Ng, creator of the popular course that is now into its 8th year: How to Be a Better Manager.  For those that prefer a shorter 1-day version, come for Becoming an Effective Manager and Leader.  Click here for list of courses.   Related articles: