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31 Aug 2014

7 Ways to Close EVERY Sale

What is the main reason for business problems? If you were to analyse the reasons, you will come up with one common reason - lack of sales. What then causes the lack of sales? Is it the economy? Product? Pricing? I say that at the end of the day, it can boil down to one cause: the salesperson did not close the sale.

How important is closing the sale? Well, if you are not closing sales for your own company, you are closing sales for your competitor. For the prospect will simply go to whoever that closes on him, even though he may not be close to him.

Sales Closing is defined as Moving the Sale forward. Throughout the different steps in the sales process, the salesperson has to close the sale and move the sales process forward, not backward.

Many salespeople know that selling is just about 4 steps: you first have to find the prospect, you need to present to the prospect, you have to answer the prospect’s questions and you follow-up with the prospect until close. At every step, the salesperson is either closing the sale or closing the file.

There are 7 Ways that one can close EVERY sale:
1. Make Sure You’ve Got Very Solid Prospect
If your prospect is one of very high quality, i.e. one that almost wants to buy now, you can close him 100%. Usually this happens when they look for you for you and you are the only one that has what they are looking for. Usually monopolies enjoy this privilege.

2. You Follow-up with Every Prospect Until You Close Them
In sales, it is important to follow-up with all prospects. Statistics show that if a salesperson follow-up diligently with prospects 7 to 9 times over the course of 6 to 12 months, he would have closed them. If not, the prospect would chase away the salesperson!

3. You Convert Every Prospect into a Referrer
Yes, a salesperson should ask for referral each and every time he does a presentation. If you cannot close on your prospect, you can save him some embarrassment of having to explain to you why he cannot buy. In fact when you ask him for referrals, he would be more than happy to give referrals to you because you are saving him trouble! And who knows you can convert the referred lead into a client, that’s why we say getting referrals is as good as having ‘closed’ on the prospect.

4. You Give your Prospect an Irresistible Offer
An irresistible offer is one that no prospect in this world can resist. Most of them time it is an attractive price, but many times it is about extra things that one cannot get elsewhere. Like limited edition free gifts for credit card application, many people simply cannot resist them. An irresistible offer can also be one where you break down your pricing into monthly or even daily amounts, and that amount will look attractive when compared to other daily expenses like a cup of coffee. Many insurance agents break down the yearly premium of $3,285 into daily like $7.50, which is less than 2 cups of Starbucks coffee. Very attractive indeed! Those that sell to corporate accounts would justify the purchase with very attractive Return-on-Investment (ROI), short Pay-Back Period or Positive Net Present Value (NPV).  For details on the 7 ways to an irresistible offer, read this article at here.

5. You Change Your Offer to Suit the Prospect’s Needs and Wants
All successful salespeople know that nothing is cast in stone. So if you cannot close the prospect with your current offer, you can simply change your offer to one that suits him. In fact many retailers do this by coming up with ‘Sale’, and customers usually fall for it. For no one in this world can reject a salesperson that is so accomodating and flexible. Sales also take place during courtship when men change their life styles to suit the girl that they are after (e.g. give up smoking).

6. You Offer a 100% Written Guarantee to Remove The Fear
Yes, customers dare not say yes to the salesperson’s proposal for they have some fears that they would lose out if they say yes. If this is the case you must ask them what is really holding them back and then offer a Guarantee in Writing to remove that fear. For example, an extended warranty certificate is one that is used all the time to sell electronics products that do not have reliable brand.

7. You Move the Sale Forward
Yes, even though you did not get the contract or won the tender, you are moving the sale forward when the prospect now has a more favourable opinion of what you offer. The next time he may simply give you the business and that’s why we define this as closing the sale. In big project sales with long sales cycle, it could mean getting clearance from the relevant authorities.

The above summarizes 7 most common ways to close EVERY Sale. `Practice them and you’ll get better. Remember, if you don’t close the sale for your company, you are closing the sale for your competitor. If you too want to get the most out of your sales, practice the above 7 ways and you’ll reap the rewards like what my coaching clients and seminar participants have achieved. For more information, email to andy@asiacoachingtraining.com, visit www.asiatrainers.com/SeminarsList.php or call Andy Ng at 6225-1784 during office hours. Related articles on sales include:

36 Stratagems 三十六计 Mysteriously used by Sun Tzu

The Thirty-Six Stratagems 三十六计 is a unique collection of a mysterious ancient Chinese military book that describes not only battlefield strategies, but tactics used in psychological warfare to win with deception.

Its origins are unknown, and no one knows who is the author or compiler. The modern version is derived from a tattered book discovered at a roadside vendor's stall in China in 1941. It turned out to be a reprint of an earlier book dating back to the late Ming or early Qing dynasty entitled, The Secret Art of War or The Thirty-Six Stratagems 三十六计.

A reprint was first officially published for the general public by a government-related printer in Beijing in 1961. Today most scholars agree that the Thirty-Six Stratagems is likely a collection of idiomatic expressions taken from popular Chinese folklore, history, and myths.  


Here are the 36 Stratagems in listing and our translation in simple English:
Stratagems When You’re in Superior Positions
1.     Openly Deceive Under Camouflage                  瞒天过海
2.     Attack Another to Save Your Target                 魏救赵
3.     Kill with a Borrowed Knife                                 借刀
4.     Wait at Ease for the Exhausted Enemy             以逸待劳
5.     Loot a House on Fire                                          趁火打劫
6.     Sound East to Attack West                                声东击西
Stratagems for Confrontation
7.     Create Something Out of Nothing                     无中生有
8.     Advance Through a Secret Path                       暗渡陈仓
9.     Watch the Fire from Across                               隔岸观火
10.  Hide a Dagger in Your Smile                              笑里藏刀
11.  Sacrifice Small for Big Gains                             李代桃僵
12.  Exploit Small things along the Way                  顺手牵羊
Stratagems for Attack
13.  Hit the Grass to Startle the Snake                     打草惊蛇
14.  Inject Life into the Dead                                     借尸还魂
15.  Lure the Big Guy out of his Comfort Zone       调虎离山
16.  Let Go to Recapture Later                                  欲擒故纵
17.  Throw out Small to Attract Big                          抛砖引玉
18.  Nab the Root of the Issue                                   擒贼擒首
Stratagems for Confused Situations
19.  Remove Key Support                                          釜底抽薪
20.  Fish in Troubled Waters                                     混水摸鱼
21.  Remove Your Cover to Reveal the Inside         金蝉脱壳
22.  Closed Door Attacks                                           关门捉贼
23.  Befriend the Far to Attack the Near                   远交近攻
24.  Seek Help from Ally and Attack Ally Too         假道伐虢
Stratagems for Gaining Ground
25.  Replace Strong Support with Weak Support   偷梁换柱
26.  Criticize Indirectly                                               指桑骂槐
27.  Play Dumb                                                           假痴不癫
28.  Remove Ladder after Ascent                             上屋抽梯
29.  Decorate Tree with Artificial Flowers                树上开花
30.  Turn from Guest to Host                                    反客为主
Stratagems in Desperate Situations
31.  Beauty Trap                                                         美人计
32.  Put on a Bold Front                                             空城计
33.  Double Agent Ploy                                              反间计
34.  Self Injury                                                             苦肉计
35.  A Series of Inter-Connected Stratagems          连环计
36.  If All Else Fail, Escape is the Best                     走为上

To know more about how to use the 36 Stratagems in your daily people management and leadership, come for this FREE Blended Learning course on 18 August 2017 Friday 1 pm to 3 pm. Details are at here.  Related articles:

Unintended and Intended Causes and Effects of Training

It is common knowledge that nothing happens without a reason.  There are always causes and conditions and they in turn will produce effects, which will in turn become causes and effects and this goes on.  They called this Dependent Origination, which simply means everything originates from something (read here for the details).   As explained in our previous article on sales, you can use this understanding to boost your effectiveness quickly.  

Today I will talk about Training: what causes people to do training and what are the effects of training.  First training is defined as any learning that is more structured, less informal and not unconscious.  So if you unconsciously learn how to cook better or you hear from friends how to do a better Facebook posting, that is not strictly training as it is called Self Learning.  Therefore training is always coming from somewhere outside you, and the driver of training is usually from someone other than yourself. 

For example, if your boss finds that you are lacking in negotiation skills, your boss will send you for training on negotiation and that is training.  This is called Skill Deficit and is the first cause.

Recently companies do training because it is a trend, as many who have been trained realized that they have become a better person, not just in skills, but also in outlook and personality.  This second cause is Follow the Crowd.

Realizing this, the government gives out PIC 60% cash back to companies that do training, thus this becomes the 3rd most common reason for training: Government Funding.  Read here for details on PIC and what not to do in PIC claims to avoid going to jail.  

Of course there are those people who do training because they cannot resist a good deal from the training provider: Take Advantage of Deals is the 4th cause.  Click here for an example of a 49% discount deal.  

The 5th and most important cause of training is Afraid to Lose.  Companies don't want to lose out to their competitors and thus they have to send their staff for training.  To staff training is considered as a form of staff welfare: either you give me higher salary or give me welfare.  Learn the 36 Stratagems and never be deceived again. 

The following are the 6 Effects of Training:  (see here on how to reap the benefits of training)
  1. More Money: Higher sales, higher productivity, lesser wastage, improved cashflow, higher margins, lower risks and ultimately higher profits.  Who don't want more money?
  2. More Learning.  We often seen our students coming back to us for more courses, they also asked us to suggest another training provider or give them some links and learning references
  3. More Positive Outlook. People become more positive, more proactive and will take on more responsibility after training. This is because they now realize that they can do much more than what they are doing now as the training gives them lost of tools and strategies.  One example is this course at here
  4. More Instant Solutions to Daily Problems.  This must be the biggest benefit of training: you can get all your major work issues resolved (just ask the trainer during the course). 
  5. Use more than 10% of Your Brain.  Most people never use more than 10% of their brain, and some are even proud of that!  With training, your mind is expanded and expounded, and you are never the same person again!  (Click here on how to use more of your brain today)
  6. More Happiness.  Because of the above effects, people are more happy after training and you can see from their positiveness and laughters after training
By Andy Ng of Asia Trainers, see course schedule at here. Related articles:

30 Aug 2014

PIC 60% Cash Payout: the Finer Points that Most Don't Know

Everyone knows the PIC (Productivity and Innovation Credit) scheme, which started in 2010, will end in 2017.  You can read our 7 blogs on this PIC by searching for 'PIC' at our blog
(Successful Sales Strategies is on 11 Sep 2014) 

Today I will talk about 5 finer points of PIC that most people may not take note:
  1. PIC Bonus will definitely expire by December 2014 or your financial year end in 2014, WHICHEVER IS EARLIER.  There is no extension to PIC Bonus scheme
  2. All PIC Cash Claims must be done using online form and no other manual forms will be accepted from 1 August 2014 onwards. The IRAS site to get the form, plus how to use the form are found here 
  3. Equipment List: you need to follow the list of equipment by industry and any equipment not found in the list will need to apply for approval first. Click here for details
  4. Training fees: you can only claim PIC for training done for employees. Employees include part and full time employees, local and foreign citizens BUT EXCLUDE BUSINESS OWNERS and Directors/Shareholders that are not on the company's payroll.  
  5. Rule of 3 CPF Employees applies only to the Qualifying Month, i.e. the last month of the quarter that you are applying for PIC claims.  For example, if the quarter that you are applying for is 'July 2014 to Sep 2014', the qualifying month is Sep 2014.  You need to have 3 CPF employees to qualify for PIC claims in the month of September but not in the other months. From Jan 2015 onwards, you need to have 3 CPF employees in EVERY MONTH OF THE QUARTER or the last 3 months of the last quarter if you are claiming PIC for the entire 12 months.
By Andy Ng of Asia Trainers, details of our courses are at here.  Related articles:

Non-Monetary Treasures to Give to Your Staff

Everyone say they work for money, but if you ask them will they work for money if their boss is a jerk, most will say no.  Obviously there are many things worth more than money.  A smart boss will give these to them, simply because they are costless but are perceived as priceless to the receiver. These 7 Invaluable Non-Monetary Treasures include:
  1. Recognition for not just achievements but hard work done.  Many bosses only recognize people when they hit the targets, but given the tough business environment that we are in, people will feel de-motivated if they work hard and fail to hit the targets.  That's why a smart boss always recognize people with simple words like, "Thanks for the hard work" coupled with a smile
  2. Sense of Belonging.  People want to feel that they belong to something more than just colleagues, their organization must stand for something and they must feel that they belong there and are not just work for money. The most effective way to make people belong is to involve them in your decision-making
  3. Concern for their Personal Lives.  People are not just employees, they too have their life outside of work.  If you only care about their work and nothing else, how can you get them to give you their life to you?  The easiest way to care for them is to show concern on Monday morning
  4. Exclusive Privileges.  Like the use of the boss's Mercedes on special occasions and discounts on merchants and of course, free gifts
  5. Promotion.  People want to grow, and they can grow vertically up or horizontally wide.  Upgrade their skills, send them for courses, and then give them more responsibilities.  Promote them once they show they can handle their expanded roles
  6. Stress Reduction.  Yes, people are so afraid of talking to their bosses because the stress is always there. Be the first boss in the world whereby people will actually feel de-stressed when they talk to you.  One way to do it is to reduce their workload
  7. Catch them Doing Right, not just doing wrong. Few bosses do this, and you will be a different boss if you can do this, at least once a week if not everyday
By Andy Ng, whose oldest course: How to Be a Better Manager is starting on Monday 6 October 2014 2 pm to 5.30 pm. It is on 4 Mondays on 6/10, 13/10, 20/10 and 27/10.  Details are at here.  Related articles:

28 Aug 2014

The 13 Most Popular Low Cost High Value Things to Give to People

Whether you are in management or sales, one of the most powerful ways to get people to follow you is to give people things that are low cost (or even zero cost) to you but high perceived value to them.  The 13 most popular such things to give to people include:
  1. Service, especially service that has a high perceived value.  Like we often give to our selected prospects a free Training Needs Analysis or Business Diagnostic session worth $298.  Do not give free service that you normally charge people, for this will cheapen your image
  2. Buy 2 Get 1 Free.  This beats 20% or 30% discount, for there is a high perceived value when people can get more without paying
  3. Praise, especially sincere and specific praise from the heart
  4. Acknowledgement and Validation, as most people see this as their worth
  5. Apology, especially when you may not be in the wrong, but you are the first to apologize.  People do appreciate your humility and seriousness when you apologize
  6. Ideas that can help them immediately. Like we often give to our clients 3 business ideas worth $999 in 3 key areas: sales, people management and operations
  7. Extended Warranty
  8. Guarantees that remove their number one fear. Like employees' number fear is job security, a manager can give them a 2-year contract renewable for minimum 2 years.  Salespeople can give to their prospects a money-back guarantee, or better still, financial compensation if the product or service does not suit their needs
  9. Sweet Memories, for most people like to re-live the good times again
  10. Always Contactable Support, for people like to have the feeling that you are always there for them
  11. Love, the sincere, pure kind of love, read here for details
  12. Laugher and Joy, for our world has too much stress. 
  13. Free Trial, for this is the most risk-free option for people.  From now until 15 September, we are giving out a free 2-hour training (at your premise) for companies on the popular topic "Stress Management" worth $999, limit to 2 sessions a month.  Email to andythecoach@gmail.com or text to 8201-4347 for your limited slots. 
By Andy Ng of Asia Trainers, details of training programs on sales, management and executive skills are at here. Related articles:

26 Aug 2014

Be a Critical Thinking Manager, not Criticising Manager

From discussions with my clients today, I realized that many managers are not doing critical thinking in their job.  In fact many of them are doing 'Criticizing Thinking', because they think that criticising people is part of their job.

Truth be told, being critical and criticising are different things.  You don't criticise just for the sake of criticising.  If a manager is not doing critical thinking, he is not doing the right thinking and will soon be doing 'follower thinking', or commonly called 'Group Think'.  Worse still, the manager is doing this thing called 'not thinking', and he will soon be not a manager.

What is Critical Thinking?  Why is critical thinking important?  Critical thinking is about being able to think in ways that can understand events in this world and ultimately lead to problem solving.  It is obvious that a manager's job is to solve problems, and he is not doing critical thinking, how can he solve problems?  

There are 3 elements to Critical Thinking that are seldom taught in training:
  1. Never Take Teachings by Face Value.  You need to question and test teachings to ensure that they makes sense.  If it does not, don't follow the teaching just because that teacher is a famous guru or your superior.  For example, many gurus teach people that the fastest way to cut staff cost is to cut staff salary.  Anybody that has done salary cut will swear that that is the fastest way to increase staff cost.  For staff cost is a function of staff salary over staff productivity.  In fact we teach that the fastest way to reduce staff cost is to increase staff salary, but tie that salary increase to productivity increase.  Read this article for explanation.
  2. Differentiate between Conventional Reality and Ultimate Reality.  Conventional reality is the reality that we simplify things in this world so that people can understand them and carry on lives as per normal. Like saying that the sun rises in the east and sets in the west.  Ultimate reality is about the ultimate truth, like the sun does not rise or set, it is the earth that is moving.  In management, conventional reality is that managers are managing people.  Ultimate reality is people cannot be managed, they only can be led and influenced.
  3. Consider Interests of Different Stakeholders and never be biased in your thinking, i.e. having a thinking that only takes care of one stakeholder and causes harm to the other stakeholders.  A good example is allowing locals to enter casinos.  There are also conflicts in the interests of different stakeholders, but a critical thinker is not afraid of such conflicts and is able to think through the problem to achieve maximum win for all.
By Andy Ng of Asia Trainers, whose courses on management (like How to Be a Better Manager) and leadership are now recognized as essential development contents for managerial success.  For list of courses, click here. Related articles:

25 Aug 2014

Multiply Your Sales Easily in 7 Ways

The biggest mistake in business must be to think that one plus one is two. Imagine you have 2 salespersons selling $2 million, when you hire a new salesperson, your sales cannot be $3 million, it must be higher or something is wrong.  You must achieve this thing called LEVERAGE, or SYNERGY or ever more with ever less.  Here are 7 reasons why one plus one is never two in sales:
  1. Just 1 sales idea implemented will produce sales far more than the course fee (as we now have PIC 60% subsidy for training)
  2. Stimulated Environment, especially when you have a high flying salesperson, your entire sales team will be motivated to achieve more than ever
  3. Splash in the Market, when you do aggressive sales and marketing activities, the entire market will wake up to your offer and your sales will just have to go up
  4. Referrals from customers, when you get 5 new customers, even if you get one new referred customer from them, your customer base will expand by 20%
  5. Teamworkwhen your sales is good, your company will enjoy higher bonus, everyone will be happy and teamwork will naturally improve, resulting in even more sales
  6. Product Improvements.  Let's face it: only with higher sales volume will you have the money to improve your product. But you need to start somewhere, and training your entire sales team is a good start. (click here for the 9 things that sales training must cover) 
  7. Sell at Higher Average Dollar Sale.  This is the fastest way to increase sales, and there are 36 stratagems to do so, details at here.
By Andy Ng of Asia Trainers, details of courses at here. Related articles:

24 Aug 2014

How to Hire, Admire, Develop and Retain Talents with Love

You may wonder: I am a professional manager, what has love got to do with my work?

As we know, a manager is only good if he can get good people to work for him and get good people to stay.  Often companies are caught in a vicious circle: they need to hire people quickly to replace the loss of good people.  Once people come in, they are given everything (money, power, fame, position, responsibility and stress) except one thing: love.  As a result, good people leave them fast and they are soon caught in busy trend: hiring.  
Of course you could say that everyone in your industry is facing the same problem, this country has labour shortage, right?  It is not your fault as your company's salary is already very competitive.  Being a responsible manager, you know you have to do something to stop this.  Now there is a new strategy to do this: using Love.  Because if you don't love them, you'll lose them. 

To many people, love is a dirty word.  To us at AsiaTrainers, love can be used professionally in your business in 7 ways, including sales and marketing.  (Click here for this article).  Answer the following 8 questions, if you find it easy to tick 'yes', you need to change your management methods now.  
  1. Do you assume that employees will tell you voluntarily what they want from their work?
  2. Take for granted that your employees know that you respect them, and therefore you don't need to show it?
  3. Expect to leave their personal lives at the door and only concern with your business?
  4. Feel that you don't have time to coach and mentor people?
  5. Avoid giving negative or creative feedback to your employees?
  6. Maintain that employee retention and leadership are not critical skills and they will stay no matter what you do?
  7. Believe that most people only use 10% of their brain, and your people are no exception?  (click here for answer to this question)
  8. The last time you attended a management training was at least 3 years ago, and now you think that you can go the Library to get yourself updated on the latest management strategies?
By Andy Ng of Asia Trainers.  The next How to Be a Better Manager course answers 79% of the above issues, plus giving you useful strategies on people management, leadership, teambuilding and communication.  Related articles:

10 Life Lessons from Lucy

  1. Life was given to us a billion years ago. Now you know what you can do with it.
  2. Ignorance brings chaos, not knowledge
  3. We humans are more concerned with having than with being.
  4. What we learnt that one plus one equals to two is incorrect
  5. I am everywhere
  6. We never really die
  7. When things move really fast, they are not moving at all
  8. Humans only use the most 10% of their brain.  Imagine if they can use 100% of their brain, interesting things will happen
  9. Time is the only true unit of measure, it gives proof to the existence of matter.  Without time, we don't exist
  10. The best way to do with the knowledge that you accumulate is to pass it on
"Lucy" is a movie by Scarlet Johansson. By Andy Ng, more quotes at:

One Plus One is Never Two

Every child learns from school that 1 + 1 = 2.  This may be simple, but it could also be the biggest lie that adults teach to children.

The truth is that 1 + 1 is never equal to 2.  It could be more than 2 or less than 2, but seldom 2. Two obvious reasons:

Synergy, or leverage, where the whole is greater than the sum of its parts. If I have one idea and you also share your one idea with me, our ideas are more than two.  This is because we have both stimulated each other and we will have more ideas than we could think of.  That's why like-minded people like to be together, and birds of the same feather would flock together.
Dis-synergy, or negative leverage, where the whole is less than the sum of it parts.  This is because the coming of two things will bring issues like compatibility and thus bring down the total value.  If you and me come together we may have less ideas because we need to trash out our issues like personality.

In your workplace, how can you ensure that 1 + 1 is more than 2?  If 1 + 1 is equal to 2, there are no benefits of working together and we might be better off working independently.  The 5 ways to ensure 1 + 1 is more than 2 at work:
  • Teamwork, where TEAM means Together Everyone Achieve More
  • Systems and Technology, which will ensure that productivity growth is always there
  • Planning and Review
  • Incentives and Rewards, which will motivate performance
  • Strong leadership and management, which will ensure performance.  In 4 weeks time you can be a better manager in 4 ways, details at here

23 Aug 2014

How to Use More than 10% of Your Brain


“It is estimated most human beings only use 10 percent of the brain’s capacity,” Morgan Freeman says in 2014's best-selling movie Lucy. “Imagine if we could access 100 percent.  Interesting things begin to happen.”

So is it true that humans only use 10% of our brain?   How can we use our brain more without incurring higher stress?  (Stress reduction with mindfulness at here)

Truth be told, unless you have a traumatic brain injury or other neurological disorder, you are already using more than 10% of your brain.

Other than your active brain, like the one you're using now to read this blog, you also use other parts of your passive brain to control automatic bodily functions like breathing and balance. 

I'm not a scientist, and until now modern science cannot come to any meaningful conclusion about how much of our brain we're using.  One thing for sure: it is less than 100% and more than 0%.  Whatever it is, we can always use more than 10% of our brain in the following 5 ways:
  1. Remain vigilant and active, and never leave your brain idle, unless you're asleep
  2. Think more, don't just follow the crowd.  For the crowd is always wrong, like some of them still think that some god created mankind
  3. Challenge yourself often and break all the glass of your performance ceiling (read here for the article)
  4. Rest your mind more by doing meditation, they call this retreat, because it is giving your brain a rest and not be cluttered by daily chores
  5. Most importantly, have adequate rest and maintain a healthy lifestyle and diet.  For your brain's health is nothing more than your health.  A healthy You will have a healthy brain.  When your brain is healthy, you'll be able to use more than 100% of your brain.  This must the most brainless common sense, right?
By Andy Ng of Asia Trainers, whose job as a Trainer helps people to use more of their brain.  Other articles:

20 Aug 2014

Becoming a Real Manager by Breaking Glass

Give us 4 weeks and we'll turn your managers into better managers at here
Although few dare to admit, we know that many managers are not real managers because they lack power. Some are at the mercy of their staff, while others are so dependent on their bosses that they are just figure heads or administrators.  

To be a real manager takes 4 things as follows:

1.  Have the Right Skills, Beliefs and Identity of a Manager.  The believe in the impossible and the identity of a can-do and a Solution Provider.  The 6 skills to posses include:
  • Planning, especially budgeting and forecasting
  • Decision-making, especially taking risk
  • People Management, in terms of handling difficult people and get people to work for you
  • Leadership, to be important, not impotent
  • Communication, how to get your message across and influence people
  • Business Strategy and Growing the Business, this must be the most important skill of all
2.   Have the Opportunity to Excel, to Really Make a Difference, and not just do daily operational work

3.   Dare to hire people smarter than you, so that you can get higher performance from your team

4.   Break Glass. Yes, break the ceiling glass and go to levels not achieved before.  To break glass, you need to break a few rules, like not adhering the stipulated salary range in attracting talents to work for you.  

Unfortunately, most managers are only able to do number one of the above, for they are living in comfort zones.  If you too want to develop your managers into real managers, start by training him in the 4 basic skill-set of management: People Management, Teambuilding, Leadership and Communication.  Details of this course are at here.  The next How to Be a Better Manager course starts on 16 May 2016 Monday 2 to 5.30 pm.  It is on 4 Mondays on May 16, 23, 30 and June 6. Details are at here. Related articles: