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31 Jan 2015

How Employees Make Bosses Richer in 36 Ways

Employees are often considered a cost to their employer.  Most employers think that only the salespeople and top management make money for the company, with the rest just spending money.  "All employees are simply cost" as exclaimed by one senior management of a big organization.

Is this true?  We show employers in our training "High Value Employees" (details at here) that there are at least 36 ways for every employee to make more money for their employer.  (Note: Our "12-month Weekly Execution Training Program helps companies implement all the 36 strategies with ease).

Whether you are in sales, customer service, engineering, finance, administration, human resource, operations, production, warehousing, research, quality control or technical support, you too can make more money in 36 ways in the following 5 areas:

1.  Increase Sales without Spending a Single Cent 
  1. Serve customers better, leading to more repeat business, thus higher sales
  2. Always ask for the sale or offer alternatives. Never just say "Sorry no stock"
  3. Go the extra mile: pro-actively serve your customers and they'll reward you with more repeat business and referrals
  4. Increase the average dollar sale: refer to this article for the 36 Stratagems that make McDonalds' successful
  5. Go for Gold: serve high value customers in more ways and they'll serve you with more gold
  6. Close the sale.  If you're not closing sales for your company, you're closing sales for your competitor. (See here for how to close every sale)
2. Reduce Staff Cost (Staff cost = Staff Remuneration/Staff Output)
  1. Work with your hearts, and you'll it not hard to work hard . When you work hard, hard results will arise.  Staff cost will drop naturally.  Find out the various ways to work hard at here
  2. Focused, never get distracted when at work.  Work like the Germans with clock-like precision
  3. Have Better Team work, and productivity will rise naturally
  4. Resolve Conflicts better, and output will rise fast
  5. Reduce mis-communication and we can do more with less time
  6. Upgrade your skills weekly. Every week, invest at least 3 hours to learn something new.  
  7. Take ownership of your work.  Never blame, give excuses or worse still, deny your mistakes
  8. Share your rewards. Embark on profit sharing, and you'll find that people will go all the way to increase the company's profits. 
  9. Reduce Overtime. Studies show that overtime increase staff cost more as the incremental output is lower than the incremental staff remuneration.  Give staff incentives like profit sharing instead
  10. Lesser management.  Make people self-managed and self-lead and results will leap by bounds
3.  Reduce Operation Cost
  1. Cut down wastage of materials, and do the Toyota way of stretching each material to the fullest
  2. Streamline operations.  The lesser the input, the more accurate is the output. Work like a factory with clear lines of duties
  3. Move less. Movement cost (movement of goods, tools and people) prove to the be the largest contributor to cost. Make everything easy to access and you can cut down time wastage by 10% daily
  4. Automate. Use the Productivity and Innovation Credit (PIC) from the Government and Get $375,000 cash until 2017.  Read all you can on PIC at our blog
  5. Outsource if your cost is higher than others
  6. In-source if you need more precision and more flexibility
  7. Over-train your people.  When people know more than what is required on the job, their productivity leaps like a Ferrari.  Make money from your training at here
  8. Purchase Smartly. Successful purchasing strategies save you more time and more. 
  9. Engineer and Re-engineer your operations.  Never do things the same ways as before. Automate to the fullest and adopt the best engineering practise
  10. Improve your product or service quality by 1% every day
4. Finance
  1. Adopt Cash Flow Success strategies and be financially intelligent in 7 ways like here
  2. Reduce Accounts Receivable with credit and sales strategies
  3. Pay your suppliers faster than others and ask for better discounts and deliveries from them
  4. Get Free Money from the Government - PIC, SMART program etc
  5. Budget for everything and never spend anything that is not budgeted or exceed the budget
  6. Use Other People's Money - suppliers, customers, government, sub-contractors and agencies.  
5.  Management
  1. Hire, Inspire, Admire, Develop and Retain Talents.  Make your people better than themselves by becoming a better manager and a great boss
  2. Strengthen Accountability - everyone must account to someone, including the Chairman
  3. Reduce Stress and Make people Happy at work, refer to this guide for help
  4. Toughen your Culture. Copy how Google works with Unconventional Management Strategies, get a glimpse at here
Related articles:

30 Jan 2015

How Salespeople Make Customers Rich

Gone are the days where people will buy what you sell if you sell well.  Also, a long established brand may not bring in sales.  Look at the dismal sales of Windows Phone and you'll realize that what customers want is nothing but increase in profits.  (see here for winning sales strategies)

Profits to an individual could mean more convenience, faster productivity and reduction in cost.  If you are selling to a business, there are 36 ways a salesperson can increase his customer's profits:
  1. Increase in sales.  Like our sales training can help our clients achieve a 10% increase in sales in just 2 months
  2. Reduction in wastage
  3. Lower direct and indirect labour cost
  4. Lesser overtime and thus lower labour cost
  5. Higher and more predictable quality products and services, leading to more sales
  6. Cut down in repair and maintenance cost
  7. Faster turnaround, resulting in higher sales and lower overheads
  8. Lower overheads
  9. Higher productivity, leading to lower labour cost and higher profits
  10. Better risk management, resulting in more stable profits
  11. Improvements in cash flow
  12. Higher yield, resulting in more sales and profits
  13. Lower finance cost, due to lowering of labour and other costs
  14. Lesser management cost, as higher productivity arise from fewer labour used
  15. Better branding and image, resulting in higher sales and profits
  16. Ease of use, resulting in higher output at lower cost
  17. Happier team, giving higher team productivity
  18. Increase in staff rewards, as higher sales and profits will ultimately increase staff remuneration
  19. Better utilization or capital and other resources, resulting in higher return on equity
  20. Better compliance with government and other environmental regulations, leading to lower cost
  21. Stronger customer loyalty, leading to higher quality sales and profits
  22. Lower utility and other energy cost, arising from higher output per time
  23. More convenience for users and customers, giving rise to more business and profits
  24. More time for staff to do value-added activities, resulting in higher sales and profits
  25. Higher creativity and innovation resulting from higher output with less input
  26. Fewer customers' complaints and problems, leading to higher sales at lower cost
  27. Better profit margins, giving more payouts for all
  28. Increase in customer retention, giving you to more sales
  29. Better control and management, giving more time for business development
  30. Leaps in strategic management and leadership, resulting from the above
  31. Lowering of stress level, because the team can now handle more work with less resources
  32. More efficient use of human capital
  33. Better deployment of financial capital, leading to higher business value
  34. More free time to pursue higher value activities like strategizing
  35. Compete better in the marketplace, resulting in higher quality and lesser problems
  36. Do more with less
I could go on and on: but the point is all salespeople must able to increase the profits for their customers or they are just wasting customers' time and money.  Related articles:

29 Jan 2015

The Untold Reason Why I Don't Use Windows Phone

Sales built on relationships does NOT work. If relationship selling works, why do so many people who have over 35 years of relationship with Microsoft Windows operating system do not use Windows phone or Window tablet at all?

The undeniable fact is people don't care how long you have been in business or how long you have been serving them. What they care is do you add value to them NOW?

I called this value adding type of selling Profit Selling.

You don't want to be just a good salesperson.  You want to be an exceptional salesperson.  An exceptional salesperson is not measured by how well he serves his customers but how much profits he adds to his customers.  

Profits to the customer may mean increase in sales, reduction in costs, increase in productivity, improvements in cash flow, reduction in risk and most importantly, improvements in the name of the customer.  To other organizations, profit means improvements in teamwork, reduction of stress, simplification of work flow, cut down of down time, drop in working hours, lesser conflicts, faster response to problems or just plain improvements in productivity.  Some people consider profit to be just a feel good factor. 

I don't use Windows phone or tablet is not because Windows is no good, but because I find Android phones gives me better profits.  

If you can create profits for your clients, you will not just get regular clients but regular referrals from your clients. 

But understand that to the customer, life is more than just making more profits  At the end of the day, customers do not remember a salesperson for how much profits he make for them, but how he changes their lives. 

An exceptional salesperson is one that transforms people.  He makes their lives better and most importantly, he makes people better than themselves. 

For those that want to know how to do Profit Selling, come for Selling Ice to The Eskimos course on next Friday 6th February 2015 9 am to 12.30 pm.  


Power-packed Contents first time Covered in Asia: 
  1. What is ‘Selling Ice to the Eskimos’ and how does it apply to your situation now 
  2. Five Ways to Sell Ice to the Eskimos: Define your customer, Create a Need, Make them Heroes, Don’t do Research and 2nd Helping 
  3. Overcoming Top 3 Objections: See No Need, See No Differentiation, See No Hurry 
  4. Ten Ways to Differentiate like Apple Daily 
  5. Creating Loyal Customers like Apple Inc. 
  6. Get Famous with Your Weakness & Sell More 
  7. How to Widen your Target Market in 5 Ways 
  8. Making Profits for Your Clients in 5 Ways
  9. The 36 Stratagems to Increase Profits for Your Clients
  10. The Ultimate: Sell Eskimos Refrigerators
Benefits:
  • Sell against All Competitors 
  • Overcome Sales Objections Each & Every Time
  • Outsell without More Salespeople 
  • Reach out to Wider Market Faster 
  • Turn your Sales Staff into Sales Champions
  • Hitting all Sales Targets and Going on Holiday
  • Happier and more Fulfilling Life!
To secure your limited seats, email to andythecoach@gmail.com or text to 65-82014347 now. 

28 Jan 2015

The 7 Common Mistakes Made by Sales Managers

Everyone wants to earn more, but there are some people that cut their own income. I'm not referring to those employees that are lazy or incompetent, but salespeople that instead of doing limitless selling, do limited selling. 

We all know that it is not the market, nor is it the competition, or the marketing budget that is limiting your sales.  It is also not your boss, your manager, your supplier, your support departments and even the finance department that is putting a lid on your sales.  Of course it is never the market or the government that is putting any strains on your sales. The only thing that limits your sales is your own thinking.  Many salespeople I come across are doing limited sales instead of limitless sales.  The 7 most common situations are:


1.   Sales Targets.  

Going after sales targets that were themselves limited to growth from previous year's performance. In other words, your sales targets are determined by what you achieved last year.  If last year was a bumper year, no problem. Otherwise, your sales targets are too low.  I recommend to set a high audacious target, like 10 times of what the usual targets. 

2. Fixed routine.  

Like morning reply e-mails, after that have internal meetings at 10 am followed by order fulfilment tasks like checking inventory and logistics. When all the dust is settled it is already past 11 am, and the salesperson then goes out to meet prospects and clients.  By the time he reached the prospect's office, that prospect already has met up with other vendors and thus you the later comer is on the losing side.  Sounds familiar?

The solution?  Change the routine.  Go out and meet prospects early in the morning.  The early bird catches the worm.


3. Comfort Level.  

Many people are happy with take-home income of $6,000 a month, thus if they are already close to earning this level, they are not hungry enough to go out and get more sales.  In short, the comfort level is making the salesperson lazy.

The solution? Make salespeople hungry again by changing either the remuneration structure or send them for courses.

4. Going After 'Safe' Prospects.  

Such prospects are likely buyers but they are being pursued by too many vendors.  Unless you have a very special value proposition, don't ever think of getting a foot in the door of such hot prospects.  It is better to go after newer and lesser pursued prospects, where your chance of success is higher.

5.  Existing Clients.  

Many salespeople were taught, like what Microsoft did for years, to go after existing clients and sell them as many products and services as possible.  "Make them buy our new modified version, and if there aren't any, make them buy our new packaging".  That's why you see new Windows and Office versions coming up every 2 years.  

But we know that such approach is no longer working.  Customers are getting overwhelmed with 'new' products that are not anything new.  As a result, customers are not buying anything from you at all.  Just look at the dismal sales of Windows 8 and you'll know that I am talking about.  


The Solution?  Go for New Clients.   


6.  Old Mindset.  Like cannot do too many sales or you'll 'spoil the market' and make sales targets raised for all


7. Wrong Thinking.  Like thinking reactively, slowly, narrowly and even not thinking any more.  The solution?   Adopt new thinking, like Limitless Selling thinking. For details, see our previous article "How to Be Limitless in Your Selling".


By Andy Ng, Sales Trainer at Asia Trainers, related articles on sales:

  1. The 7 Successful Selling Strategies that Make Your Competitors Cry
  2. How PIC can benefit salespeople too
  3. The Magic Strategy that Increase Your Sales by 33% Instantly
  4. 5 Power Questions to Ask Yourself Today
  5. How to Present so that people will welcome you like a Present
  6. Win New Customers Effortlessly in 7 Easy Ways
  7. Successful Pitching with Hot Button Selling

No More Tomorrow and Yet Joe is Happy

Many people always tell me (as their coach) that they will start doing the right things when they are more ready tomorrow.

Some people say that because currently their career is doing fine, they don't need any coaching or upgrading.  Others claimed that their bosses did not intend to promote them (as there are no such promotion opportunities) and as such they have not started to think about learning on their own.  "I'll learn when I get there", is what they say. 

I'm sure you can recognize this: many people live day by day.  They will upgrade their skills when they're feeling confident and good.  Since currently there is too much workload to handle, they will wait until tomorrow when things are more stable to pick up learning.

Meet Joe - the person that lives as though there is no tomorrow. Joe makes use of each day to the fullest: he will grab opportunities as they come along.  He does not improve himself or embark on self-learning according to his whims and fancies but on a continuous basis.  

Joe knows that there is no such thing as a lazy learner, only such thing as an unmotivated learner.  How did Joe motivate himself to learn?   Joe knows that whatever he does (say read a book), the book does not give rise to anything, but it is what Joe reads in himself when he reads the book that matters.

There are dozens of things to learn in this world but it all boils down to this: just learn.  There is no perfect time to learn, just a time to learn.  You don't need to start big, you can start by learning from Ted or Youtube or blogs.  Or attend a course like this.   Related articles:
  1. How I learnt nothing and learn everything overnight
  2. Hard and soft structure in learning
  3. How to outsource your stress today
  4. Training your employees to be high value employees in 7 ways

27 Jan 2015

Terrible or Tough When You Handle An Under-Performer

Many managers avoid the handling of poor performers.  They are afraid to do anything for fear of losing that staff.  Some have no guts and zero assertiveness, that's why they do nothing.  Others went the other extreme and become a terrible boss and undermine the entire team. 

We know that a manager is responsible for what his team does, so if his people are not performing, that means the manager is not performing. Therefore it is imperative that a good manager must handle under-performers without undermining them.  There are 4 steps to do this:
  1. Identify and Agree on the Performance Shortfall.  You need to analyse the areas of shortfall (like not hitting sales targets consistently), obtain agreement from the staff and most importantly, let the staff know how that shortfall is affecting business in the whole organization.  
  2. Reason for Shortfall: The manager should not be crudely attach blame but jointly identify the facts that have caused the shortfall.  So no use saying that the economy is bad, but how we respond to the poor economy is the reason for our performance shortfall.  In other words, the real reason is always an internal one, not something from outside that is uncontrollable. 
  3. Action Required.  The manager and the staff will now have to decide and agree on the tough action required.  Most of the time it would entail changing behaviour, attitudes, skills, mindset and most importantly, managing expectations.  A good manager will use this chance to provide more support to the staff, yet let the staff know that he must put in the efforts or there will be no improvement.
  4. Monitor and Feedback.  This last step is the most critical: the manager must monitor the change in performance and give the right feedback.  If the shortfall is still not corrected, he must repeat the above steps. If there is still no improvement after an agreed timeline, the manager must make a difficult decision: how to handle that persistent under-performer?  Should he fire him or fire him up?  Read this in our blog.
By Andy Ng, whose course on How to be an Effective Manager has now reached Thailand, Japan and Philippines.  For list of courses, click here or visit www.asiatrainers.com.  Related articles:

26 Jan 2015

What Sun Tzu Deceived Us for 2,600 Years

In his military classic "Art of War" written 2,500 years ago, Sun Tzu taught us that to defeat the competition and achieve your goals, you must have foreknowledge or 先知.  Foreknowledge is not about the following:
  • Prediction based on the past
  • Unsubstantiated Hearsay
  • Analogy with past events
  • Derived from calculations
Foreknowledge is about 4 things:
  1. Detailed research and analysis from people who know the competition situation in details
  2. Knowledge of the personality and behaviour profile of people
  3. Psychology of things, why people do things in certain way
  4. Knowledge about the environment, including business climate
Foreknowledge does not stop at knowing your competitors.  The most important knowledge is to know yourself.  You must know where you are strong and where you are weak so that your weakness will not be exposed and instead positioned as strengths.  

Having foreknowledge will also help us to exercise Deception, which is simply not letting the enemy know your true situation as follows:
  1. When strong, appear weak; when weak appear strong.  
  2. To beat your competitor, you must first deceive them about the true nature of your plans.  If they do not know where you will attack next, they will be confused and unable to respond effectively
  3. When capable, feign incapacity; when incapable, pretend strong
  4. When active, feign inactivity; when inactive, act busy
  5. When near, appear far; when far, look near
  6. Offer a bait to lure your enemy, feign disorder and strike while he is weak
Other purposes of deception:
  1. Waste your competitor's resources
  2. Buy you time
  3. Gives your team members confidence about your strength
In summary, foreknowledge and deception give you the advantage in war.  Business is war.  Our goal is to defeat the enemy with dignity and integrity.  We never cheat or go low in our morals, instead of lying, we use deception as stated above.  Happy deceiving!

By Andy Ng of Asia Trainers, whose course Sun Tzu Art of War is coming back on 17 March 2015 Tuesday 2 to 6 pm.   Click here for other courses.  Related articles on Sun Tzu:

25 Jan 2015

Don't Hire When There's Vacancy and 9 Rules of Hiring

The 9 Dos' and Don'ts of Hiring from 'How Google Works' book by Eric Schmidt, Chairman of Google Inc:
  1. Hire people who are smarter and more knowledgeable than you are.  Don't hire people that you cannot learn from or be challenged by
  2. Hire people who will add value to your organization's business and your culture.  Don't hire people that cannot contribute anything to these 2 important elements
  3. Hire people who will get things done, not those who will just think about problems
  4. Hire people who are enthusiastic, self-motivated and passionate.  Never hire people who just want a job
  5. Hire people who inspire and work well with others.  Don't hire people who prefer to work alone. The worst is to hire people who will de-motivate and de-moralize people
  6. Hire people who will grow with your team and with your organization.  Don't hire people with narrow skill sets or interests and are only concerned with surviving, not growth
  7. Hire people who are well rounded (fat or not is irrelevant), with unique interests and talents.  Don't hire people who only live to work
  8. Hire people who are ethical and who communicate openly.  Don't hire people who are political or manipulative
  9. Hire only when you've found a great candidate.  Never hire for the sake of filling up a position.  If you have not found the right candidate, never settle for anything less. Leave that vacant position vacant and not filled with people of the wrong type.
HOW TO BE A BETTER MANAGER

If you are like most managers, you would probably find that you are lacking in certain skills. This lack is causing you delay in your career growth. Worst of all, your boss expects you to know all and your subordinates are watching you every day.   

The truth is that most managers and supervisors are promoted based on their technical skills, and yet it is the managerial and leadership skills that will make them more successful. 

In this Power-packed How to Be a Better Manager or Supervisor program, you will learn proven strategies to improve presentation, negotiation, and how you can manage your team & boss. Focused around Asia Coaching Training coaching and training materials used in 39,871 companies worldwide since 1993, you will find the strategies you need to implement significant changes in your career.  The 4 key areas covered are People Management, Teambuilding, Leadership and Communication. 

This management development program is for managers, bosses, directors, managers, supervisors and executives who want to implement tomorrow what they learn today. This is hands-on learning, conducted over 4 weeks, to give you the impetus and momentum needed. Best of all, you will get coaching from a seasoned Coach. 

Now you might be saying - Yeah, I have heard it all before - and maybe you have. But if you are serious about actually doing and implementing something that will improve your career, then invest some time and get the help you need.  Note: this course is spread over 4 weeks so as to allow time for implementation and to create momentum of learning. 

Power-packed Contents not covered in schools include: 

HOW TO BE A BETTER MANAGER 

Dates: 4 Mondays 2 to 5.30 pm in March 2015
Fees: $896 for one, $699 each for 2 and above
Venue: The Plaza 02-346, 7500A Beach Road (inside Parkroyal Hotel)
Enquiry: Miss Idah at 6225-1784 or email to hpa88@singnet.com.sg

Session 1: People Management Success (9/3
1. Psychology of employees at work - how to make the best of them
2. Top 20 ways to motivate people without money 
3. Inspiring Your People to Be their Best in 7 Ways
4. Concept of Filling Buckets
5. Anthony Robbins concept of 6 Human Needs in Management
6. Power of Validation per Paul Newman

Session 2: Team-building Success (16/3)
1. Blair Singer 6 Keys to a Winning Team
2. What is Perturbation and How to Push through
3. De-selection system of hiring people. 
4. What to Do When You have the Wrong Team
5. GROW Model on Coaching your team to success
6. Exercise on how Teamwork can increase output by 3 times
* Bonus: Test on Do You Really Have a TEAM or TEFB?

Session 3: Leadership Success (23/3)
1. How all Managers can be Leaders NOW
2. Top 10 Keys of Effective Leaders
3. How to lead in difficult environment 
4. Know what you want and get it
5. Five Ways to Effective Leadership: Have-to, Want-to, Body & Mind, Heart & Soul and Value Add
6. What to Do When Others Do Not Follow You?
* Bonus: Game on How to Do the Impossible (cut wood with paper)

Session 4: Management Communication and Negotiation (30/3)
1. Effective Communication in workplace
2. How to do High Impact Presentation and impromptu speeches
3. Influence People to Your Thinking
4. VAK Modalities of Communication (include Test)
5. Mastering the Art of Listening
6. How to negotiate for success. 
7. Case study: negotiate with your customer for 20% price increase.

At the end of this program, you will be empowered to rise above all management challenges. 

Benefits:
1. Get all your management challenges resolved.
2. Ask the coach for free
3. Learn how to manage people without pain
4. Get your team built
5. Turn all your normal employees into high profits partners
6. Make your boss happy
7. Realize your vision to be a GREAT MANAGER!

These are what some of our clients and past participants have to say: 
  • "The visual materials used are good, I will consider to send my staff for further training by AndyTheCoach"      Doreen Chai, MD, Van Der Horst Energy Limited
  • "I attended this program in 2007 and to-date, I am still applying the ideas and reap rewards. Thanks AndyTheCoach!" Vincent Ong, GM, New Independent Pte Ltd
  • "Andy Ng's flagship program How to Be a Better Manager course has opened my eyes to the possibilities. I am confident of hitting all my goals for the next 3 years. This is just the reward from the lesson Goal Setting from the Leadership module". Marcus Tang, Sales Manager, Telford Industries Pte Ltd
Profile of Asia Coaching Training and Andy Ng the Trainer Coach
A former Director of HR and Finance with Japanese MNC Allied Telesis, Andy has inspired many organizations including the Government. Master Coach Andy Ng (aka AndyTheCoach at www.asiatrainers.com) has 28 years experience: He started doing business at the age of 5. Since 1996, Andy has trained over 81,413 people in 13 countries. His DVD Successful People Management is selling in 3 countries. Asia Coaching Training was, from 2001-2007, the licensee for Action International in Singapore. The clients trained by Andy include SingTel, SIM, Manulife Financial, Walton International, DBS Group, M1, Yakun, BreadTalk, Hewlett Packard, IBM, Gillette, F & N Foods, Kaplan Asia and Teleperformance Asia. Visit articles on management and sales at www.AndyNgTrainer.blogspot.sg. Related articles:

To Make Every Day Better, Make Your Everyday Thoughts Better

Understand that things don't get better, we must get better.

Volitional or intentional actions generate their effects, even though you may not see them immediately.  If you don't have an action today, there won't be an effect.

But natural forces like winds and tides do create effects that have nothing to do with what you do.  They are not your intentions, so do things that you do unconsciously or without intention.  

It's not what happened but what you do to what happened that makes the difference. 

We can always choose to react or respond to what happened.  Know that our actions will have an effect. Like I responded to the strong winds by wearing more clothes, it definitely have effect on my health.  

The above is what we called Law of Cause and Effect, commonly known as Karma.  

Karma invites us to take responsibility for our own behaviour.  Our behaviour starts with our thoughts. So pay close attention to your thoughts, speech and action - above all, your intentions.  Think about whether your actions might cause harm.  If drawing cartoons that insult other faiths or religions have an harmful effect, be ready for any negative consequence.  

Karma is first created in the mind.  Negative karma arises from greed, anger and ignorance, and their cousins like envy, pride and aversion.  Actions rooted in positive qualities like compassion, kindness, understanding, empathy and generosity produce positive karma, making life happier and more peaceful for all concerned.

If you want to make your everyday life things better each and every day, start with your thought.  Do good and good comes to you.  The law of karma is operational, whether you know it or not.  Related articles:
  1. The 7 Truths of Karma
  2. The real law of karma
  3. Karma and You
  4. Create wonders in a blink of your eye
  5. Karmic Leadership and Management

24 Jan 2015

How to Be Rich and Happy by Working Less Hours

Yahoo News reported on 24 January 2015 that Singapore workers work the longest hours in the world. Based on their lower productivity levels this means they’re either doing the same amount or even less in a longer amount of time than their counterparts in other countries.

How can this nation that is among the most advanced in the world be actually less productive than many less advanced nations?  If we want to be rich and happy, how can we work not lesser hours, but actually less hours?  There are 5 ways that we can all work less hours and yet achieve more:
  1. Work with More Heart.  Many people work hard, but what they do are without any feel and they are just going through the motion.  As a result, there is little meaning in what they do.  Look at many of the silly meetings where people are just finger pointing and you'll know what I'm talking about.  To know how to work heart, not work hard, read this article.
  2. Be More Productive. There are more than 36 ways to boost productivity, see here.
  3. Automation.  Using the PIC cash schemes, companies can automate everything, including management and leadership, and workers will be working less but achieving more. To know how to use PIC legally, you need to be familiar with the rules, explained here.
  4. Better Teamwork.  Teamwork is something contrary to the achievement-oriented culture that Singaporeans are used to.  But if you use teamwork strategically, you can achieve more than you'll ever think of.  A good example of team work is found here.
  5. Have Better Bosses.  Bosses are the beginning of everything, so if the bosses are better trained, the staff would be more productive and don't need to put in long hours.  How to be a great boss?  Discover the secrets to be a tough but not terrible boss at here.
By Andy Ng, Chief Trainer Coach at Asia Trainers.  Courses are now listed at here.  Related articles:

22 Jan 2015

If You Want to Jump Down, Go to the Highest Floor

The little known secret from Sun Tzu's Art of War is simply Go High if you want to win big. There are 5 ways that you can go high:
  1. Reach customers at the highest level possible. Sometimes the highest level is the secretary.
  2. Pitch your product at a level that no other competitor can fight, like having a unique feature (eg Samsung flexible Yoom phone)
  3. Go beyond the benefits of your products and focus on your company's passion and strong belief, even if the market is not ready for it;
  4. Get the highest level in your company (eg MD) to approach the prospect, and look at the awe in their face!
  5. Instead of mentioning your strengths, mention all your weaknesses. Your prospect will be shocked that you're so upfront and he will think that the weaknesses will not pose much problems if you are sincere. Then show your confidence of resolving the weaknesses.
By Andy Ng, whose programs Sun Tzu Art of War for Sales was delivered also in Philppines, Malaysia and Chinatown. Whether you’re leading your sales team or working hard in your daily sales, come and join over 9,879 people in 7 countries and learn from 2,500 years of wisdom. The next run for Sun Tzu Art of War for Sales is on 5 Feb 2015 Thursday 9 amm. Hurry! Limited seats available. Get your entire sales team to attend for maximum effectiveness! Register via reply email or call Idah at 6225-1784. Or do it online at here..

21 Jan 2015

Pilot Your Business to New Heights with 8 Successful Selling Strategies

Yes, the lack of sales is not caused by the market, your competitors or even your boss.  Salespeople are the problems, and the big problem is that they don't even realize this.  By far the biggest problem is salespeople not realizing that they are the problem and justify their situation as 'everyone is also like that, right' thinking.  

There are 8 ways that salespeople make themselves the biggest problem. Know them, eradicate them, and you'll be on the path to greatness in sales...

  1. Lack of Selling Skills, especially in doing sales follow-up and overcoming of tough objections;
  2. Never Leverage on the Team, especially the customer's team and your company's support team;
  3. No Follow-Through and Follow-up on Leads, leading to no leads and thus no sales;
  4. Lack of Lead Generating Activities, resulting in no prospects to follow-up on and thus no prospects in sales;
  5. Never Listen to the Real Needs of customersthus missing on the big picture and cannot close sales;
  6. Stop Learning and Think that they Know Everything.  Like many of them still doesn't know how the PIC scheme can help them to increase their sales;
  7. Assume Too Much, and Do Sales based on wrong assumptions.  Like assuming people want lower price when they say that your price is too high, when in fact they are asking you to show them the value of what you are selling;
  8. Failure to Differentiate.  According to best-selling author Jack Trout in the book "Differentiate or Die", there are 5 ways not to differentiate and 8 ways to differentiate.  Read the summary at here
By Andy Ng, course schedule at www.asiatrainers.com/SeminarsList.php.  Related articles:

20 Jan 2015

If You Want to Be Rich and Happy, Outsource Your Stress First

In my over 14 years of coaching experience, I notice that all my coachees come to me saying that they are suffering some kind of stress at work.  There is never enough time to do anything, and targets are always being raised, yet costs are still rising and profit margins are shrinking fast.

Today I share with all how our coaching works, and how we have been using this method to coach people since 2001.  Feel free to share this with your friends, for the more we share, the more we have.

First, I have my client define to me what their stress is really about.  But I never make the stress bigger than what it really is, nor do I dismiss their stress as 'nothing, many people have worse stress than you'.  

Next, I will help my client discover the causes of his stress, which means he needs to examine some deeper, even unconscious, aspects of his working and personal life.  My purpose is to bring my client quickly into a mindful awareness of these causes and to accept them, not deny or pretend they are not there. Only when we can accept the stress causes can we look at how to overcome it. 

At this stage, I share with my client the importance of anatta, that is, non-ownership of his stress.  For stress is the outcome of work, not the definition of a person.  Once my client can see the distance between his stress and himself, he will not be overwhelmed by them and have clarity.

When my client has clarity, I would coach him to work out the various alternatives or possibilities of solutions to his work problems.  At this point, based on our coaching experience, I will be able to, on the spot, clarify why certain solutions would work better than others. 

I would also teach my client some lovingkindness, which is a unconditional self-acceptance of ourself and of others, of forgiving, of opening the doors of our heart.  Many a times my clients will realize that all his work problems are deeply rooted in his sense of self-guilt. When he can learn to love himself, he will free himself of all notions of guilt, lack of self-worth and fear.

By now the client would have reached a point of 'ah-ha' or 'blinding flash of the obvious'.  When he can let go of his fear, solutions and motivation would just come out like water from a running tap.  He will be motivated, energized, and even tell me that I just need to give him 'a week or two' and he will solve most of his problems. 

Notice that so far, I never used the word 'advice', as we coaches are not advisors or counsellors.  We are facilitators drawing out the good stuff from people to get them to solve their own problems by themselves.  This is the gem of coaching: the coachee will reach a level of self-actualization, not dependent on the coach, and this is real learning.  From here you can see that the special power of our coaching lies in the empowerment of our coachee.  As such most of them would need just 3 to 5 coaching sessions to reach to the next level. 

By Andy Ng, Chief Trainer Coach at Asia Coaching Training.  Our one-to-one coaching program runs once a week or fortnight, and there is a minimum commitment of 3 coaching sessions.  Coaching fee is the same as our training courses, details of which are at here.  Related articles:
  1. From Zero to No. 3 in 3 Years like Xiaomi Tech
  2. How people actually lose more money when they buy cheap
  3. How to Sell Anything to Anybody without Dropping Your Price and Intimidation
  4. How to be an Effective Manager easily
  5. If you want to be rich and happy, don't listen to your coach

How to Be Pound Wise Penny Stupid


Many people today are very wise, wise in pounds and foolish in penny. Check to see if you do any of the following 7 things.  If the answer is none, call us at 6225-1784 for a chat.  If the answer is yes to the 7 questions, congratulations and please forward this article to your friends. 

1.   Build Relationships with Suppliers by Not Squeezing Them.  Penny wise pound foolish Purchasers like to squeeze suppliers.  They often end up with very few choices as few suppliers would like to work with them.  As a result, they buy cheaply but didn't get the best choices in the market. In fact their purchasing cost went up!

2.   Train the Managers and Directors First Before Training the Staff. When things go wrong, the first thing managers do is to send their staff for training. For they feel that if the staff are better trained, there will be fewer problems.  Truth is the managers and directors should be the first people to be trained, because everything start and end with management. If you are game, come for this course How to Be a Great Boss on 26 Feb 2015 Thursday 2 to 5.30 pm.  You can also get us to come to your premise and do this training in-house at no extra cost. Text to Andy at 8201-4347 now.  

3.   Go for Quarterly Cash Claims for PIC instead of Yearly Tax Deduction.  Details on how to take advantage of PIC without breaking the law are at here.

4.   Conduct Internal Training and Claim up to $10,000 every year under PIC 'Internal Training'.   

5.   Over Train Your Sales Team. Because selling is based on emotions and if your salespeople are highly motivated, they can outsell the competition.  Acquire Sales Power on 27 Feb Tuesday.

6.  Sourcing More Important Than Purchasing.  The best source is always the vendor that you're not buying from them now.    

7.   Use Deception.  Adopt the Sun Tzu Art of War Strategies and 36 Stratagems to Win Without Fighting.   Change your company's culture like what Eric Schmidt did at Google, article at here.
In celebration of SG50, you can now send 3 staff for our training but pay for only 2 staff. That means get another 33% off the fees. Call Idah at 6225-1784 now.  For list of our courses, visit www.asiatrainers.com/SeminarsList.php