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29 Sep 2014

The Meaning of Your Dreams and How to Wake People Up

What is the meaning of your dreams? Should you act on their messages?

We all know that your dreams are a reflection of your conscious thoughts and ideas.  Whatever we think about, we dream about. 

In our courses we teach people to have dreams. But having dreams and dreaming are two completely different things. Having dreams is to have aspirations, dreaming is just what we dream when we are asleep.

In reality most of us are living in a dream. Many people are not in touch of reality, about themselves, about others and about all the things we perceive inside and around us. That is a real dream. A dream that you have when you are awake!  Most people don't know the truths of these 5 things as described here

According to US Guru Dan Millman, most people live their entire lives without being awake. This is evident from the fact that over 90% of employees are just looking for the year-end bonus or annual increment to get fired up. Most managers also said that motivating people other than money is difficult. Many feel that something is lacking in their lives and they want to do something now.

Whether you are feeling the stress of securing your job, sales or income, or need to get more done with less, come for this highly inspirational workshop. Built on award-winning US Guru Dan Millman's Peaceful Warrior strategies, this workshop will give you specific ways to move up and move on.

Date : 12 March 2015 Thursday 2 to 5.30 pm
Venue : The Plaza 02-346, 7500A Beach Rd
Fee:  $199 each; $149 each for 2 pax & above; $129 each for 5 Pax & above

*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% cash back from the Government.

Power-packed Contents Include:
  1. Why most people live their entire lives without being awake and what to do about it
  2. What is SLEEPING and how to wake people up with Inspiration
  3. Difference bet. Inspiration vs. Motivation and Hype
  4. Dan Millman 6-Ways to Discover Your Inner Drive
  5. Create Unforgettable results with No Ordinary Moments concept
  6. How to Enjoy both the Journey and Destination
  7. Top 20 Management Ways to Motivate People Without Money
  8. Differentiate between Success and Success Recognition
  9. The Ultimate: How to Do the Impossible (include game)
  10. Bonus: Dan Millman Peaceful Warrior Strategies 
  • Get new ideas for your work or business and career
  • Be driven to success
  • Set and Achieve All Your Goals
  • Motivate you and your team for years to come
  • Highly entertaining and lasting memories for years to come
For Who to Attend:
  1. Managers and People with Subordinates 
  2. Bosses and People in Leadership & Authority 
  3. Sales people and people who must be motivated
  4. HR/Finance & Operations Executives & Managers
  5. All Employees who want to secure their jobs in this economy
  6. Students and those nearing retirement
These are what some of our clients and past participants have to say:
  •  "I have gone through many similar courses before but none delivered in this interactive and interesting manner. AndyTheCoach at have made this course How to Wake People Up so impactful with the use of movie clips, thanks!"   Gabrielle Lee, HR/GA Manager, MEA Technologies Pte Ltd 
  • This is a highly inspirational workshop that uses movies as a main tool. My entire team are now highly charged, thanks AndyTheCoach at Asia Coaching Training"  James Lee, MD, A2000 Solutions Pte Ltd 
  • "I find the materials very down-to-earth and complete with many live examples. How to Wake People Up is truly an inspirational and motivational course, all my team should attend".  Roger Tan, Manager, Panasonic (FAC) 
Profile of Asia Coaching Training
  • Founded in 1996, Asia Coaching Training was the no. 1 Franchisee of Action International (AI) in Singapore. Action International has trained over 800,000 people in 26 countries since 1993. 
  • Andy Ng is a CA with MBA from UK. He has 28 years of work experience, including 16 years in training. 
  • Andy was the Director of HR, Finance and Admin of Allied Telesis International (Asia) Pte Ltd and Senior Consultant with KPMG Management Consulting Pte Ltd
  • Since 2001 till to-date, Andy has coached over 167 companies in 23 industries and trained over 81,131 people in 14 countries including China, Malaysia, Indonesia and Brunei. 
  • Read over 400 articles at 
Enquiries: This workshop can also be customized and done at your premise AT NO EXTRA EXPENSE.  Visit here for course listing or call Andy at 8201-4347 or email to  Related articles:

28 Sep 2014

Sell Yourself on These 9 Points First

Sales is a noble profession. You need to learn to do the right thing to get the right results. Learn from the experts, people who have trained 38,181 people in 13 countries.  

One truth that stands out: your best customer is always someone's else top prospect!  There are few virgin customers (customers that have not bought before).  So you need to ask questions to get people to switch their vendor to you.  Read this article at here.

Before you can sell anything to anybody, you need to sell yourself on these 9 points first:
  1. If you're not sold, no one else will be either
  2. If you have no prospects to sell to, you have no prospects in this trade. That's why you must prospect continuously
  3. Being trusted is more essential to being liked.  (Too bad Facebook has no 'Trust' button)
  4. The Sale is all in the questions (read this article on 'Questions are the Sale')
  5. Selling is about providing solutions, not providing people with your goods and services
  6. Every salesperson can minimize stalls and delay in prospects and reduce objections.  The key is to prevent objections and handle them before they appear
  7. Closing sales is not just about using closes.  Sales closing is about moving the sales process forward. There are 7 ways that you can close every sale at here
  8. Promise a lot, and deliver plus one. This is the safest strategy that will get you repeat business and raving fans
  9. You must master special situations.  Like new changes in market, difficult customers etc. 
By Andy Ng, Sales Trainer at Asia Trainers, details at  Related articles:

No More Saying the Wrong Things to Customers

A powerful command of words is the number one requirement for succeeding in the filed of sales. Whether you are cold calling a prospect, presenting to a group of decision makers, or dealing with price objections, you need to say the right thing at the right time.

Specifically, you need to do these 3 things well in sales:

  1. Build Trust and Cultivate Relationships
  2. Handle Objections effectively to close faster 
  3. Get past Gatekeepers and Reach Decision Makers faster than your competitors
Successful salespeople use a very effective sales process that wins business over easily. This process sells without selling as it creates the conditions for buyers to buy by themselves. The magic process is Asking Questions.

Asking questions helps you to find out what are the real needs of your customer to determine how much they are willing to pay for a solution.

But you cannot just ask a few questions and expect a sale. You need to ask the RIGHT Questions in the RIGHT ORDER.

This new course EFFECTIVE SALES PROCESS shows you how to use advanced questioning techniques to sell your products and services based on value to your customers, not price. It will increase your sales success rate. Over 50 questions will be shared, and the trainer will construct questions for your business free-of-charge.

Whether you are selling to large or small companies, if you too want to outsell your competition, this is just one sales course that you must attend.

Note: PIC 60% Cash Grant is available for this course. 

Date: 10 Oct 2014 Friday 9 am to 12.30 pm
Fee: $298 each, $199 each for 2 & above
         $149 each for 5 & above
         $129 each for 8 & above

Power-packed Contents Include:

  1. Winning Sales Process is to Win Sales without Fighting
  2. The Use of Questions as a more Effective way than Statements
  3. Seven Rules of Asking Questions and the Use of Softeners
  4. Power Listening and the 7 Hidden Things to Listen to
  5. Answering Questions in Ways that Move You Forward
  6. The Winning Question Process to get Yes answer everytime
  7. Questions to Get People to See their Future
  8. The Consultant Questions to make you a Problem Solver
  9. Questions that Make People Switch their Vendor to You
  10. Questions that Create the Strong Desire to buy NOW
  11. Show Me the Money: Create Value so that Price is not an issue
* Bonus: Follow-Up Questions that Get you the Sale
* Extra Bonus: Questions to Overcome Objections
As seats are limited, you need to register now.  Email to or text to 8201-4347 now. Related articles (courses are at here):

27 Sep 2014

How People Make Losses on Training

My previous article on how to make money on training drew a response from one person who commented that 'Isn't making money from training the norm?"  I replied him, "No". 

From our experience in training since 1996, most people lose money on training.  In fact many companies do training because the training fee is subsidised by the government's PIC scheme.  They just want to 'take advantage of government's money'.  Few of them know how to apply the benefits of training (click here for the 7 ways to apply benefits), left alone make money on training.  One may attribute this to the high stress that companies people have (unless they know how to reduce stress).  There are 5 reasons for this:
  1. Most companies do not consider training as an investment but just an expense.  Since they didn't expect to have any return, they are very happy to have spent money on training.  This is the same as some companies considering marketing as an expense and never expect to profit on marketing. 
  2. Trainees are not told that they must apply the training materials into the workplace. Without application, how to have returns?  Read our write-up on how to apply training into your workplace effortless.  
  3. Too High Training Cost.  Like my client who paid US$1,500 to learn a Sun Tzu Art of War course on management found it 'almost impossible' to apply the learning as the course was found to be not practical enough.  So the wise thing to do is go for those more affordable training, like these
  4. Training Cost Too Cheap. Ironically too cheap training makes people take training casually and not learn seriously and thus there will zero application. Some companies confided to us that the government's WSQ 90% funding make training too cheap!
  5. Do not Know How to Apply Learning and How to Make Money on Training.  We have created a simple 3-step way to make money, read here for details.  
Written by Andy Ng, whose courses have now travelled to Sri Lanka. Click here for lists of seminars.  Related articles:

25 Sep 2014

How to Make Money from Training in 3 Easy Steps

In response to an earlier article stating that training is one of the 5 costs that cannot be cut, 3 persons asked me to elaborate how we can ensure that our training is profitable.  There are 3 simple steps to make money from training:
  1. Know what you want to learn.  Like I want to learn how to negotiate successfully, so I source for such a training program
  2. Learn with an objective in mind. When I attend the course on negotiation, I am not interested to learn everything about negotiation, I just want to apply negotiation to my work situation now.  Assuming I am a buyer, I want to learn how to get a good deal from supplier without being fooled by them
  3. Apply the learning within the next 3 days.  Studies show that unless you apply what you learn within the next 3 days, you will not apply the learning at all.  In fact, people lose money on training in one of these 5 ways, application is the main reason.
To ensure that your training is profitable, you have to compare 2 things:
  1. What you gain from applying the learning. Like I will gain a 1% discount from my vendor when I apply negotiation tactics. Assuming I am purchasing $10,000 a year, that 1% savings translates to an annual savings of $100.  
  2. Net Training cost.  The training fee that I paid, less government subsidy.  Assuming I paid $199 to attend a negotiation course, with 60% government's PIC funding, my net training cost is $79.60.  
From the above comparison, there is profit of $21.40 (Gain of $100 less Net Training Fee $79.60).  This translates into an annualized return of 27%, very high as it is more than 11 times what I can get from a no risk fixed deposit interest. This return is higher than buying Alibaba shares on its IPO!

One more thing: if you are unsure that the training can yield you profits as you are afraid that you cannot apply the learning to your workplace, talk to the training provider.  Ask them to either give you a money-back guarantee or give you free advise.  If the training provider is unwilling or unable to give you this, don't take up the training. Source for another trainer that is able to do this. 

Note: Now you can get one or all of these 5 high value gifts from us, including the coveted iPhone 6 worth $1,888 when you invest in $6,800 training services with us, details are at here.   To avoid losing money in training, know these 5 elements.

By Andy Ng of Asia Trainers, details of our courses are at here.  Related articles on training:

24 Sep 2014

How You Can Be a Toast for Change

Many people confided to me that business is getting tougher, cost of doing business and living continue to go up while business is stagnant or even declining.  Guess what is the answer I told them?  Good!  Let's make a toast for change.

Insanity is defined as doing the same things over and over again and expecting a different result.  You need to make changes, and the following 7 changes that all employees must make if they too want to be successful:
  1. From Reactive to Creative, that is, no more waiting for things to happen and instead make things happen.  You can just start small, the important thing is to get going and the rest will follow
  2. From Routine to Surprise. You cannot go through the routine and expect customers to buy from you.  You need to make a surprise, like iPhone 6, which is actually bendable and won't break when you put it inside your pocket
  3. From Old Knowledge to New Knowledge. Everyone must acquire new knowledge everyday, and if you want to get at least 30 ideas a week, come for our weekly courses at here
  4. From Customer Satisfaction to Customer Loyalty.  Make your customer loyal to you and they will happily switch to you without you asking.  This course Customers As Raving Fans on 15 October 2014 Wednesday 2 to 5.30 pm will give you all the strategies to create Apple-like fans
  5. From Defined Boundaries to Uncharted Territories.  There is simply no limit to what you can do once you do Limitless Thinking.  Click here to read more
  6. From Blaming to Taking Responsibility.  Stop blaming the economy and instead pick up the phone and start taking action
  7. If you can do all of the above, you will change from highly stressed to highly successful.  But first of all, you need to learn how mindful strategies to reduce your stress. Come for this newest course that's worth thousands - Mindfulness for Stress Reduction
By Andy Ng of Asia Trainers, whose new management course How to Be a High Performing Manager is now being conducted in the Indian subcontinent's island of Sri Lanka.  Related articles:

23 Sep 2014

Mindfulness for Stress Reduction


Everyone is concerned about stress, for only with proper stress management, we can achieve higher levels of output. Unknown to many people, the centuries old way of mindfulness is still the one of the most effective way to stress reduction.

Mindfulness is about 3 things: Awareness, Attention and Remembering. If you are mindful, you will achieve higher levels of clarity, and with it come peace of mind and happiness.

A mindful person is not mindless or careless, he is very skillful with wholesome thoughts and behaviour. With mindfulness, you will become a better person and achieve inner calamity and bliss.

Whether you are working at a high level or working level, you need to get the best out of your work and life. This short but highly effective workshop gives you the necessary tools and strategies to achieve mindfulness for stress reduction.

Note: PIC 60% funding is available for this course. Call 6225-1784 for details.  Find out how to make money from training at here


Date: 26 March 2015 Thursday 2 to 5.30 pm
At: The Plaza 02-346, 7500A Beach Rd

Fee: $298 each, $199 each for 2 & above
         $149 each for 4 and above
         $129 each for 8 and above
Register 5 pax and get 1 FREE

Tel: 6225-1784 or email to
Note: You can choose to make money from training, not lose money

Power-packed Contents Include:
  1. Causes of Stress today and going to the root of Your stress now
  2. The 5 common ways to stress reduction: diet, lifestyle, exercise, medication and mindfulness
  3. What is mindfulness and myths and truths of mindfulness
  4. Achieving mindfulness in 3 easy steps
  5. Practising mindfulness in 4 positions: sitting, lying, standing and stretching (include exercise)
  6. Mindfulness at Work: 5 Ways
  7. Dealing with the top 10 hindrances to mindfulness
  8. Setting up your weekly or daily mindfulness routine 
  9. What to do if your stress level remains high
  10. The ultimate in mindfulness: non-self and bliss
Bonus 1: Use mindfulness to handle anger
Bonus 2: Mindful communication and leadership with HEART 

Note: This is a practical workshop. You will be participating with fun and love.
1. Reduce your stress now
2. Give you clarity and serenity
3. Rejuvenate and re-vitalize your body
4. Create a happy emotional state
5. Higher productivity and income for all
For Who to Attend:
1. Executives and people who are busy at work
2. People that have never done mindfulness before
3. People who want to achieve more with less
These are what some of our clients and past participants have to say:
  • Very powerful training that covers all the essential points in the corporate world. Asia Trainers and AndyTheCoach give very good programs. I rate this course full 10 points!
Huyen, Structural Engineer, PPI Engineering Pte Ltd
  • My team and I enjoyed the training done by Andy and his team at Asia Trainers. We especially like the movie clips that are very entertaining, enlightening and educational. This course on how to be a better manager is very worthy of our investment!
Rajendren, Operations Manager, United Italian Trading Corporation Pte Ltd
  • The role play and chance to present are great! Highly effective! AndyTheCoach is very good, we engaged him for our company twice in a year!
Juslene Aw, HR Manager, Koon Holdings Limited

Profile of Asia Coaching Training
Founded in 1996, Asia Coaching Training was the no. 1 Franchisee of Action International (AI) in Singapore. Action International has trained over 500,000 people in 26 countries since 1993. Andy Ng is a CA with MBA from UK. He has 27 years of work experience, including 14 years in high level management roles. Current one-to-one coaching client include ERS Industries,Plan N Learn, KCK Food Catering, MicroUsability Pte Ltd, Klassique Musik Pte Ltd and AA Pack Industries Pte Ltd. Since 2001 till to-date, Andy has coached over 229 companies in 23 industries and trained over 81,315 people in 14 countries including Japan, China, Malaysia, Indonesia and Brunei. Visit Andy and his blog at today!

Our courses are at

Register 5 pax and Get 1 Pax Free.  Get PIC 60% funding, that means your training cost is only $49.67 per person.  You can make money from this training easily, read here for the 3 detailed steps. Do not lose money like this.

22 Sep 2014

The 5 Costs that You Cannot Save

Basic Financial Intelligence: Know the difference between price and value. Save cost, not save value.  In business, there are 5 costs that you absolutely cannot save, for they are not costs but value: 
  1. Training: for if your people are not trained, they will do things the wrong way and this will cost you more than the training cost.  By far the biggest training cost is not the training fee you pay to external trainers like us, but on-the-job training.  Like your staff make a mistake and your company has to compensate the customer for this, this must be a large training cost!  But if your staff is trained to do the right thing, you would have avoided this large cost
  2. Marketing and Sales: even the world's largest consumer product company Apple has to incur hundreds of millions dollars on sales and marketing, what makes you think your company can save this cost?  Your sales would definitely drop if you cut you this marketing and sales cost.  The largest portion would be salespeople remuneration and sales incentives, and this too cannot be cut or you will have a sales team that under-performs
  3. Compliance with Legal and Safety Regulations.  This is obvious and needs no mention
  4. Staff Salary for the Right Team.  For the wrong team, you should not cut staff cost but simply get rid of the wrong people.  Please pay well for the right people for they are your profit generators, definitely not a cost
  5. Purchasing Cost.  If you cut your purchasing cost, like reduce remuneration for your purchasers and squeeze your suppliers, what you will get is high purchase cost. Purchase cost includes not just cost of purchases, but also stock-out costs, delivery costs and opportunity cost for not having purchased the right goods and services.  Click here to see how to have Successful Purchasing Strategies.  Related articles: (for courses see here)

21 Sep 2014

Be Financially Intelligent in 3 Simple Ways

Most people have high IQ, but low FQ - Financial Intelligence.  Just look at the many people who prefer freebies to discounts (like buy 5 get 1 free is more popular than 25% discount) and you'll know what I am talking about.

By the way, I think I am qualified to talk about this subject because I am a Chartered Accountant by training, and have a Second-class Honours Degree in Accountancy from National University of Singapore in 1988, in addition to a MBA from Scotland in 2000.  There are 3 simple ways that you too can be financially intelligent today:
  1. Know that Cash Flow is better than Profits, and Profits are better than Wages.  Cash Flow is money coming in and out whereas Profits are just what you make in a period.  Profits can be boosted by one-off events (like a big business deal) but Cash Flow is difficult to be manipulated because it is over a period of time (like 4 years).  Of course profits are always better than wages because you need to put in the hours of work to earn wages whereas profits can be earned passively (without active work) like collecting rental. 
  2. Understand that there is a difference between Long Term and Short Term, where Short Term refers to within a year.  Many transactions may look unprofitable in the short term but could be very profitable in the long term.  Like investing in your learning, in the long term you earning ability will rise and that will increase your earnings for a long time
  3. Financial Statements are the 'Report Cards' of how an organization has done in the previous financial year but they are NOT a way to health.  Nor are any awards received by the company on corporate governance.  The only way you can tell how healthy a company is today is to see how they are doing today and tomorrow.  A good example is this listed company called Eratat Limited,   As recent as November 2013, they received an award for corporate governance. Their financial statements for 2013 even showed healthy cash balance. But 3 months later in January 2014, the company's trading on the Singapore Exchange was suspended because the company defaulted on a interest payment of a bond.  As at July 2014, this company is virtually bankrupt as it has no cash but lots of debt.  (read here for more) To equip yourself with financial intelligence, come for this new course Financial Intelligence on 8 October 2014 Wednesday.  Readers of this blog can attend at a 50% discount, i..e at $199 instead of $398.  Email to us at for more information.  Related articles:

20 Sep 2014

Test on Are You a Salesperson or Conman?

A real salesperson is one that not only closes sales, but also get new customers and get customers to come back for more. They say a salesperson must have 3 Gs; Guts, Go-Getter and Go-All-The-Way. Here's the 5 Steps:
  1. Get them to re-connect with ex clients that are now clients of competitors. If you can get them back to become your customer, you are a real pro 
  2. Go to old prospects and close them without dropping your price
  3. Get them to quote at higher price and still manage to get the prospect's attention or a meeting
  4. By all means, make them set their own targets and if they can set targets that are higher than yours, you have a very ambitious salesperson. Quickly increase his pay and give him more work to do 
  5. Most importantly, get him to sell the impossible, that is, those sales that people say it is impossible, like poor market, product no good, prospects already bought and no stock. To find out how Selling the Impossible is done, come for this newest course by emailing to List of courses are at here or  Related articles on sales:

19 Sep 2014

5 Steps to Convert Followers into Leaders

A leader is one that not just communicates messages but also inspire and lead people with his messages. He is definitely not a 'forward email' person, or one that just repeats what the boss says. 

You know your manager is a leader when he can finally do the most important thing: make people better than themselves.  He can hire, inspire, admire and retain people.   

A good leader must have 3 M: Motivate, Morale-booster and Make Problems Go Away. Here are 5 Steps that you can make your manager become real managers:
  1. Get them to re-connect with staff that don't want to be connected. You know, those 'bo-chap' or 'can't be bothered' type.  
  2. Plan, organize and execute a project that involves different departments with conflicting interests
  3. Get them to offer lower salary and yet get people to join or stay in the company
  4. By all means, make them set their own targets and if they can set targets that are higher than yours, you have a very ambitious manager. Quickly increase his pay and give him more work to do
  5. Most importantly, get him to lead the impossible, that is, those people that know more than the manager.
By Andy Ng, whose course How to Be an Effective Manager is now conducted in Thailand and soon Sri Lanka. List of courses are at here. Related articles:

17 Sep 2014

The Only Reason They Can Reject Your Teaching

I'm sure many of you have this experience: you wanted to teach your child or staff something, or you wanted to send them for training for you think they lack certain skills.  Chances are that your child or staff will reject your teaching.  They will tell you things like, "I already know what you are going to teach me", or "Let's not waste time on things that we already knew".

Many bosses would accept such reason and conclude that the staff or child does not need the teaching.  Is that true?

The only reason your staff or child can reject your teaching is that they know more than you.  The only way to demonstrate this knowledge is from their doing and action.  So the next time when they reject your teaching, you can tell them, "I'm happy that you already know what I'm going to teach you.  Can you demonstrate what you know in your work?   If it is demonstrated that you know more than me, I would like you to be my teacher, is that okay for you?"

I'm sure 8 out of 10 times the staff or child would tell you, "I know but I cannot teach you".  You would ask, "Why?"  They will likely tell you, "Because I don't think I know that subject matter so well to be able to teach you".  At this time you would simply tell them, "In that case why not you let me teach you first?"   I'm sure they would answer you "Yes".

And so bingo!  You just have a new student.  You know that the only reason a person can reject a teaching or training is that they know more than the teacher or trainer.  There is no other reason. Any 'reason' provided (like no time, no money or no interest) are just excuses to avoid learning.  As an employee, it is your job to learn as much as possible so that you can contribute more to your company.  If you refuse to learn, you have to show your knowledge in your work results.  If you cannot show the results, then I would say you have a bad attitude as an employee for you refuse to improve your contribution. 

Written by Andy Ng, Chief Trainer Coach of Asia Trainers, details of courses at here.   Related articles on training:

How to Delegate Effectively

  1. Define the task, output clearly. Use this SMART criteria (specific, measurable, achievable, results wanted and timing)
  2. Delegate to a person with demonstrated competence (this is not training, you are delegating an important task, don't leave to chance)
  3. Explain the task clearly, preferably in writing (this will reduce misunderstanding & mistakes)
  4. Invite questions and feedback (Ask: "Can you show me how you're going to do it?")
  5. Give a schedule, deadline (Always leave some buffer in case of mistakes by giving a tighter deadline)
  6. Inspect what you expect (surprise audit is the best)
Remember, Delegation is not abdication, this means responsibility still lies with you and YOU are still answerable.

· Intended outcome
· Required resources
· Completion deadline
· Benchmarks (how can you measure progress)
· Accountability
· Consequences (for not completing)

Delegation Exercise for You now:

  1. List 3 low value tasks you can delegate?
  2. Describe the ideal person to delegate?
  3. Describe the exact result from this person? How will you know when the job is done properly?
  4. How much time will you save (In hours per week)?
  5. When do you intend to delegate?
By Andy Ng, whose training program on How to Be an Effective Manager has reached to KL Malaysia, Bangkok Thailand and Tokyo Japan. The next run is on 21 Jan 2015 Wednesday 9 am to 5 pm. Or if you prefer, there is a 2-day program How To Be a Better Manager starting from 19 Jan 2015 Monday 2 to 5.30 pm. It is on 4 Mondays. For details, call Idah at 6225-1784 or Ng at 8201-4347. For course listing, click here. Related articles:

16 Sep 2014

How Saving Money End Up Wasting Money

How many times have you selected the cheapest vendor only to discover later that you have just paid top dollar?  

Over the years the relationship between supplier and customer has focused hard on many of the wrong things. Price alone is almost always the most important factor in selecting any supplier.  

Yet we know that price can only account for out-of-pocket costs actually paid out to suppliers.  Other factors that are overlooked are more important in determining the overall cost of purchasing and its ultimate value to your organization.  The overlooked but important factors include Cost of Value-Added services (like customization and design), rework, returns, inspection, administration and inconvenience cost. 

More important, these costs exclude the opportunity costs of not doing business with suppliers who can provide significant benefits, which include:
  1. Joint Strategic Planning and Product Design
  2. Coordinated marketing
  3. Joint Customer Research
  4. Cross Selling
  5. Paperwork reductions
  6. Management Information Systems and Systems Support
  7. Increased Customer Goodwill.
Today the modern world has moved to a Customer-Supplier Relationship model, where you seek not only to find cost reductions and service enhancements for your company, but also similar benefits to your supplier.  More importantly, you find the supplier who is interested in your business because of its strategic importance.  

Whether you're working as a purchaser, management personnel or you want to learn more about the most overlooked function - purchasing.  This course will equip you with the tools and strategies that others paid millions to acquire:

How to Be a High Value Purchaser for Your Organization

Date   :  29 October 2014,  2 to 5.30 pm (Monday)
Venue : The Plaza 02-301 7500A Beach Road (inside Parkroyal Hotel building)     

Investment :1 pax $298; 2 pax & above each is $199; 5 Pax & above each is $149 ; 8 pax & above each is $129 (all no GST). 

Note: PIC 60% Cash Grant is pre-approved for this course. Call 6225-1784 to clarify if your company qualifies for this.

Power-packed Contents Include
1.  Top 18 Challenges facing all Purchasers in this world
2.  The 6 Rights to follow: View, Understanding, Speech, Action, Effort and Mindfulness
3.  Five Ways to Purchasing Success: Know what you Want, Know What is Available, Source from Known Sources, Source from Unknown Sources and Value Add to Get Value
4.  The Top 25 Strategies for the above (include your case study)
5.  Top 10 Things that All Vendors Love to See in Purchasers
6.  How to Communicate with Power in E-mails and Phone
7.  Follow-Up and Follow-through
8.  Five Ways to Bargaining Success: Prepare, Press, Pursue, Persevere and Pressurize
9.  Dealing with Difficult Vendors
10. How NOT to fall into the Trap of Salespeople and Vendors
11. The Ultimate of Purchasing: Toast for Change

To register, email to or text to us at 8201-4347.  Limit to 17 seats only!  Visit for more.  Related articles:

15 Sep 2014

Top 7 Ways to Sell on Higher Price

A good salesperson is one that sells on higher price, on higher frequency and with more repeat business.  Even if your selling price is higher than your competitors, you can still beat your competitors if you know how to add value to the customer.  The top 7 ways to sell on higher price include:
  1. Have Things that Few People Have - be it special service, better Technical Support, Longer Credit Terms or Higher Credit Limit or Unique packaging or limited edition versions 
  2. Totally Enthusiastic Salesperson Serving the Customer - fast prompt response, entertainment, listening, patience, problem solving, courteous service and go extra mile service
  3. Top Management Serving the Customer - imagine if the Prime Minister of Singapore serves you, price is no longer a concern, right?
  4. Novelty factor, like iPhone 6 Plus (click here to see how you too can copy from Apple even if you are not from Samsung)
  5. Strong Product Differentiation or Customization of your product, like Samsung Galaxy K Zoom that offers 10 times optical zoom on a smart phone
  6. Pioneer status - be the first in the market. Like we are now offering free iPhone 6 Plus worth S$1,288 if your company invests $6,800 in our training services (and get PIC 60% funding).  Click here to see details
  7. 100% Involvement and Inclusion.  When you involved people not just at the level of body and mind, but also the heart and spirit, you'll get a kind of loyalty and cult status that no one can replace.  
By Andy Ng, Sales Coach and Trainer at  Related articles:

13 Sep 2014

The 8 Habits of Highly Successful Salespeople

The 8 good habits of highly successful salespeople are:
1) Right Understanding
2) Right Thought
3) Right Speech
4) Right Action
5) Right Livelihood
6) Right Effort
7) Right Mindfulness
8) Right Concentration


Many salespeople work hard but cannot make it in sales because they have a wrong starting.

A good start in sales is to get RIGHT UNDERSTANDING.

RIGHT UNDERSTANDING means correct understanding, the best understanding, understanding that is true, understanding that is not half-true or half-false, but is the very best and most complete understanding you can get.

Unless you first get RIGHT UNDERSTANDING you cannot make right use of the other 7 good habits.

For example, salespeople who understand that it is to their own benefit to learn selling techniques would want to work hard to learn more and sell better. When you sell well, everyone will be happy, including your employer and customers.

A common wrong understanding of sales is to convince people to buy things that they don’t want to buy.

Right understanding: Sales is never to sell anything but to create the conditions for people to buy by themselves.

A highly successful salespeople sells nothing and yet earn everything.

Understand right and you will get the right footing. Also understand that people don't buy on price alone.  A good salesperson can sell on higher price by adding value (read here for the top 7 things to add value).

Good Habit # 2 – RIGHT THOUGHT

RIGHT THOUGHT means to think in the right way. Common wrong or unwholesome thoughts include anger, envy, greed, hatred, ill will, jealousy, laziness, lust, revenge and unkindness.

If you have the right thoughts, you will do the right things and success will come to you.

In sales, the RIGHT THOUGHTS means the customer is always right. Always ‘right’ not in an absolute sense but ‘right’ to have his opinion. The job of a salesperson is not to think negatively about the customer’s objections but to respect them, listen to them and solve them.

Common examples of wrong thought in sales:
· Our products are the best in the market
· Our salespeople know the best
· Our customers are very choosy and troublesome
The wrong thought is the inconsistency among the 3 thoughts: first 2 are positive while the 3rd is negative.

If you have the wrong understanding of sales, you will have the wrong thought. If you understand that sales is about hitting targets, you will think of tricks to get the sale. You don’t think much about serving customers.

The right understanding of sales is that sales is about professionally helping other people to buy. The right thought is to always serving and helping people.

Good Habit # 3 – RIGHT SPEECH

RIGHT SPEECH is the control of your tongue by right thought. Your speech must be free from abusive words, deceit, foul language, gossip, harsh words, idle talk, lies, offensive language, rudeness, slandering, swear words, tale telling, banter and vain talk.

You must speak in such a way that your professional and gentle words will bring happiness to all. If you cannot bring happiness to others by your words, at least you must not injure them with wrong speech.

Lying is one of the worst forms of wrong speech. Many salespeople think that you have to fake it until you make it and they lie on a daily basis.

The lie that causes hurt to someone else is worst of all.

At times, it is better you keep silence than to hurt another with one’s speech. Like criticizing your prospect for choosing another vendor.

Professional salespeople speak words that are TRUTHFUL, MEANINGFUL and with GOODWILL.

They know that the written speech in e-mails, once spoken, can never be retracted. Therefore they always put their e-mails in draft first and re-read before hitting the ‘send’ button.

Good Habit # 4 – RIGHT ACTION

RIGHT ACTION means to perform deeds which do not cause suffering to yourself and others.

RIGHT ACTION aims at honourable, moral and peaceful conduct. It is the abstention from taking any form of life, dishonest acts like stealing, cheating, corruption and sexual promiscuity and from taking liquors & drugs, both of which confuse your mind and cause much misery.

Successful salespeople act in a gentleman way. They do not hide under small print in contracts. They are upright and always act in the interest of the customers, not themselves. They are not selfish but selfless.

Before you make a promise, ask yourself if you are able to fulfill your promise. Those who fail to keep promises are soon not respected.

Successful salespeople do not drink or get people drunk. They do not bribe people. They also do not force people to buy or intimate their support staff to get the sale out.

Wise thought coupled with wise action bring the respect of others and keeps you from ever losing your self-respect and reputation.

Reputation is everything to a salesperson. So have the right understanding, right thought, right speech and right action.


RIGHT LIVELIHOOD means not to live on work that would in any way bring harm to living beings.

RIGHT LIVELIHOOD implies that you should earn your living by honourable means. Work that involves harming or killing people or animals, manufacture or sale of drugs, tobaccos, weapons, poisons, gambling, are all harmful to mankind and should be avoided.

You should choose an occupation that is the source of helpfulness and happiness to others.

If anyone suffers as a direct result of your work, then it is not RIGHT LIVELIHOOD. For example, a salesperson that sells pirated intellectual property is not having the right livelihood.

A good salesperson sells things that are of real value to the human race, not just to get them to spend their money.

If what you are selling is not helpful to mankind (eg selling membership to casinos), at least you must make sure that it will not be harmful to anyone (like not selling to people that earn below $100,000 a year).

Remember: do not earn your living by harming others. That is right livelihood.

Good Habit # 6 – RIGHT EFFORT

RIGHT EFFORT means to do your best to become a better person. When you are a better person, you will be a better salesperson. When you are a better salesperson, your sales and income will improve.

Examples of Right Effort include to work hard, and to drop bad habits such as using foul language, laziness, quick/hot temper, smoking and taking drugs & liquors.

A good salesperson needs to put in extra effort if the business environment is not positive. He should not be demoralized when he faces setbacks in bad markets.

In fact all successful salespeople work very hard when times are bad. That’s why they can reap huge rewards when times are good. Knowing this simple habit will make you millions.

Another example of wrong effort made by salespeople is procrastination: the habit of putting off until tomorrow what they ought to do today. The only time you can be sure of is today, yesterday has gone and tomorrow has not come. The best time to begin to put forth RIGHT EFFORT is this very day.

Another way of Right Effort is Right Trying. You cannot get success in sales or get any good thing out of life until you really try. That means must put in sufficient effort and strike until the iron is hot.


RIGHT MINDFULNESS means to be always aware and attentive. That is keeping your mind on what you are doing. It is not mindlessness.

If you fail to focus your attention on what you are doing, then it is very likely that the finished job will not be satisfactory.

The most successful salespeople are those who have trained themselves to give complete attention to whatever they are selling. They know the product inside- out and they understand buyer psychology.

When in front of a customer, they give their undivided attention to every line that is spoken by the customer.

They don’t multi-task. Have you ever noticed that when you are trying to do three or four things at the same time, you usually get them only partly finished or, at most, imperfectly done? Divided attention is never RIGHT ATTENTION.

It is almost impossible for you to be successful in sales and find real happiness if you cannot concentrate your attention on whatever you do from day to day.

To a salesperson the attention should be nothing but serving customers and solving their problems with what they are selling.


RIGHT CONCENTRATION means to keep your mind steady and calm in order to see clearly the true nature of things. To see things objectively and not with biasness.

It is the shutting out of your mind of all but only one thought.

You must concentrate on everything you do before you can do it well.

For instance, if you concentrate in your meetings with prospects, you would not miss anything the prospect says. You not just listen to the spoken words, but also the unspoken words from the prospect’s body language.

You must think only good thoughts. You must speak only good words and do only good deeds. You have ‘one-pointedness of mind.’ This means, training your mind to concentrate on one subject only without jumping from idea to idea.

The 6 areas to concentrate in sales include customer service, product knowledge, inter-personal skills, communication, numerical skills and soft skills like perseverance and critical thinking.

Remember, Right Concentration can make you become more understanding and a happier person. A happy salesperson is also a successful salesperson.


The above 8 good habits can help you prevent problems and deal with problems in your daily sales. The 8 habits are 1.Right Understanding. 2. Right Thought 3.Right Speech 4.Right Action 5.Right Livelihood 6.Right Effort 7.Right Mindfulness 8.Right Concentration

If you follow them, you are on the way to less suffering and more happiness.

These 8 good habits lead to a trained mind and only with a trained mind are you able to become a highly successful salesperson.

Violation of these 8 good habits means the introduction of obstacles on your path to progress and sales career.

Your conduct today will determine your future.


Note: Andy Ng is a Sales and Management Trainer with over 27 years of experience. He can be reached at Visit and be inspired at  Related articles: