Instant Translate

26 Apr 2015

Bump Up Your Sales by 60% with 5-Ways Sales Leverage

Everyone wants to increase sales, but few have a structured and systematic way to do so.  We know that sales come from customers, and customers come from prospects. So if we increase our number of customers and number of prospects, our sales would increase, right?  

Wrong!  Other than number of customers, how often your customers buy from you and their average dollar purchase are also important. Just look at Nokia: it used to have the most number of customers in the world, but those customers now don't buy from Nokia anymore and thus Nokia's sales just nosedived. 

In this articles we shall share with you the 5-Ways leverage that you can increase your sales:
  1. It starts with your Target Market, the market that you are targeting
  2. Next, you need Marketing Conversion to convert that Target Market into Prospects
  3. With Selling Conversion, you'll now convert your Prospects into Customers
  4. When they become your customers, you need to get repeat business from them, we called this Number of Transactions
  5. The Average Dollar Sale that you get from your customers will be the last variable factor that complete the sales cycle
Using the following illustration, you can see:

How I Increase My Sales by 60% with Just a 10% Increase:
                                                  Start            Increase       Outcome
Target Market                              200                 10%                220
                  x                                 x                   x                    x
Marketing Conversion                    10%                 10%                11% 
                  =                                 =                                           = 
No. of Prospects                           20                                       24.2
                 x                                  x                                         x
Selling Conversion                         25%                10%                27.5%
                x                                  x                                          x
                =                                 =                                           = 
No. of Customers                           5                                        6.6
                 x                                 x                                          x
No. of Transactions                        3                   10%                3.3
                 x                                 x                                          x
Average Dollar Sale                       $125               10%               $137.5
                 =                                 =                                          = 
Sales                                        $1,875                                  $2,995

From here you can see that there is a leveraged increase in sales: with just at 10% increase in each of the 5 lines, we have a 60% increase in sales

How do we double sales?  Just increase by 15% as follows:
                                                Start            Increase       Outcome
Target Market                              200                 15%                230
                  x                                 x                   x                    x
Marketing Conversion                    10%                 15%                11.5% 
                  =                                 =                                           = 
No. of Prospects                           20                                       26.45
                 x                                  x                                         x
Selling Conversion                         25%                15%                28.75%
                x                                  x                                          x
                =                                 =                                           = 
No. of Customers                           5                                        7.6
                 x                                 x                                          x
No. of Transactions                        3                   15%                3.45
                 x                                 x                                          x
Average Dollar Sale                       $125               10%               $143.75
                 =                                 =                                          = 
Sales                                        $1,875                                  $3,769

For fun, what happens when we double everything? Sales will increase by 3,100%  as follows:
                                                Start            Increase       Outcome
Target Market                              200                 100%               400
                  x                                 x                   x                    x
Marketing Conversion                    10%                 100%                20% 
                  =                                 =                                          = 
No. of Prospects                           20                                        80
                 x                                  x                                         x
Selling Conversion                         25%                100%                50%
                x                                  x                                          x
                =                                 =                                           = 
No. of Customers                           5                                        40
                 x                                 x                                          x
No. of Transactions                        3                   100%                6
                 x                                 x                                          x
Average Dollar Sale                       $125               100%              $250
                 =                                 =                                          = 
Sales                                        $1,875                                  $60,000

For details on how to work on the above, come for this best-selling course Winning Sales Strategies: 


WINNING SALES STRATEGIES
Outsell Your Competition and See Your Sales Soar
Date   :  29 April 2015 Wednesday 9 am to 12.30 pm
Venue : The Plaza 02-346, 7500A Beach Rd (inside Parkroyal Hotel building)   
Fee: $298 each, $199 each for 2 and above, $149 each for 5 & above
As a Sales Manager, Boss or Sales Executive, you worked hard and pride yourself for achieving the impossible in your business. Yet you find that you always have to fight against price competitors and customer loyalty is difficult.

Successful companies know that having Strategies that Win More Sales is the answer to your woes.
Make no mistake: winning is not everything, winning is the ONLY thing. You must first have winning strategies and train your sales team to win each and every time.

Centred around Asia Trainers proven coaching and training success cases over 26 countries since 1993, this course will give you everything you need to increase your sales PERMANENTLY...

*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% Grant. This means your net investment is only 40%. Hurry! Limited seats, register now!
Power-packed Contents Include:
  1. Only 3 Strategies: Low Road, Different Road or High Road
  2. How to compete with Lowest Price or Highest Price
  3. Creating Your Unique Selling Proposition in 5 easy steps
  4. Asia Trainers 5-Ways to Super Sales: Target Market, Marketing, Selling, Purchase Frequency and Average Sale Value
  5. Creating the Desire in your sales team to earn more
  6. How to Prospect Your Way to Millions
  7. Turning Objections into Sales impetus
  8. How to Close and When 
  9. Top 20 Ways to Get Repeat Business
  10. Top 10 Ways to Up Your Average Dollar Sale
  11. The Ultimate: Invest with Unlimited Marketing Budget 
Bonus: Proven Scripts to Overcome the Most Difficult Objections

How to Double Profits with Your Existing Staff

Many bosses think of their staff cost as an expense, and some even think that if you cut staff cost, your profits will increase permanently.  

We know that whether something is a cost or revenue depends on how you make use of it. For example, my mobile phone is not a cost but a revenue generator for me because I use it to get business from WeChat, Facebook, Whatsapp, Gmail and Blogs.  Today I shall teach everyone the 5 steps that you can turn all your staff cost into profits:

Step 1: Convert All Your Staff into Low Maintenance Staff
Low maintenance staff are those that do not cost you money to maintain, like a low maintenance car. Common maintenance cost for staff include supervision cost, sick leave, correction of mistakes and discipline control.  

Step 2: Convert Low Maintenance Staff into Winning Team Members
A winning team member is one that is on the same side as you and wins for himself and the team.  One of the fastest way to make people work as a team is to reward them for participating and let them reap the rewards from team synergy.  For example, instead of getting individuals to achieve their own targets, I get them to work together. With proper team leadership and management, the team would produce more results than the sum of the individuals.  This is called team synergy

Step 3: Get Higher Quantity of Work from the Team
Instead of working at the usual targets, I set higher targets because the team now has synergy. 

Step 4: Get Higher Quality of Work from the Team
Once the quantity is there, I focus on quality.  This is like focus on profits instead of sales volume. 

Step 5: Get Higher Value Add from the Team
This is to go one step further: not only do we have quantity and quality of work, we go for higher value.  Like what Samsung is doing now for its mobile phones, Galaxy S6 Edge now sells at higher price than its competitor iPhone 6.  The 6 ways to go for higher value is to focus on these 6 things: higher margin sales, higher productivity, lower expense ratio, improvement in cash flow, reduction in waste and rework and happier work life for all.

The following illustration easily explains the above. 

Imagine I start with 10 Low Maintenance Staff.  If I convert 70% to Winning Team Members, I have 7 Winning Team Members. 

If these 7 Winning Team Members give me 10 units of quantity of work, and the work quality is 80%, I have 7 x 10 x 80% =  56 units 

If each unit is worth $10,000, my profits is 56 x $10,000 =$560,000

How I Increase My Profits by 61% with Just a 10% Increase:
                                                  Start            Increase       Outcome
Low Maintenance Staff                   10                 10%                 11
                  x                                 x                   x                    x
Team Conversion                          70%                 10%                77% 
                  =                                 =                                           = 
Winning Team Members                  7                                        8.47
                 x                                  x                                         x
Work Quantity                          10 units             10%              11 units
                x                                  x                                          x
Work Quality                              80%                 10%                 88%
                 =                                =                                          = 
Work Results                             56 units                               82 units
                 x                                 x                                          x
Value Added                            $10,000             10%              $11,000
                 =                                 =                                          = 
Team Profits                            $560,000                              $902,000

From here you can see that there is a leveraged increase in profits: with just at 10% increase in each of the 5 lines, we have a 61% increase in profits

How do we double profits?  Just increase by 15% as follows:
                                                  Start            Increase       Outcome
Low Maintenance Staff                   10                 15%               11,5
                  x                                 x                   x                    x
Team Conversion                          70%                15%               80.5% 
                  =                                 =                                           = 
Winning Team Members                  7                                        9.26
                 x                                  x                                         x
Work Quantity                          10 units             10%              11.5 units
                x                                  x                                          x
Work Quality                              80%                 10%                 92%
                 =                                =                                          = 
Work Results                             56 units                               98 units
                 x                                 x                                          x
Value Added                            $10,000             10%              $11,500
                 =                                 =                                          = 
Team Profits                            $560,000                             $1,126,664

For details on how to work on the above, come for this best-selling course How to Be a Better Manager
HOW TO BE A BETTER MANAGER 

Dates: 4 Mondays 2 to 5.30 pm on 16/5, 23/5, 30/5 and 6/6
Fees: $599 each (for 4 lessons), $399 each for 2 and above (33% discount)
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 (16 May)
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 (23 May)
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 (30 May)
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 (6 June)
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.

Your Business is Worth More Than What You Think

Note: The author Andy Ng is a CA (Chartered Accountant) and a member with the Institute of Singapore Chartered Accountants (ISCA) since 1988
The other day I received a call from a friend who wants to know how much should his friend asked for when another business wants to buy over his business. 

This subject is called Business Valuation, and it is taught in MBA schools.  Today in just 7 minutes, you an be an expert on this subject. 

A business is worth what someone is willing (and able) to pay for it.  So the only true way to value your business is to put it on the open market and see what offers you receive.

Having said that, there are some common methods to value your business which give you a starting point for negotiations and a rough idea as to what your business is worth. What’s more, knowing how to value your business can help you understand where the value lies and maximise your business’ worth.

The most common method is based PE or Price Earning Approach. This method is based on the amount of profit that your company generates. To value a business you multiply its annual adjusted net profit by a number, i.e. the profit multiplier.

Value = Adjusted Net Profit X Profit Multiplier

So if your company makes $100K profit before tax in a year, then an indication of its value if we use a multiplier of 4 is $400K.

Looking at this from a buyer’s perspective, if they spend $400K on your business they will get a return on their investment of 25% per year (assuming the profit remains the same).  This is not bad when compared to bank interest rates.

Other points to note:
  1. The profit figure used to value a business is based on profit before tax.   This profit can be the most recent year or forecast profit for the coming year. 
  2. To make sure that your final profit figure is truly representative, we use adjusted net profit.  Adjusted net profit is profit based on standard arm’s-length principles.  Essentially, this means you can’t just pay yourself a small salary in order to bump up the value of your business!  Even owners of established businesses commonly take salaries below market rate (eg Apple's Steve Jobs took only US$1 annual salary). This could be for tax reasons, or to improve cash flow. Buyers will understand this, but will also expect it to be taken into account – which is why adjusted net profit is used.
  3. Using EBIT or Earnings (or Profit) Before Interest and Tax.  The reason interest is excluded is different businesses use different levels of owners' capital. For those that use very little owners' capital but higher borrowings (eg from banks), their interest expense would be higher. Thus we exclude interest to have a fairer comparison among different businesses. 
  4. Another variation of this is EBITDA or Earnings Before Interest, Tax, Depreciation and Amortisation.  It works on exactly the same principle as EBIT, but also excludes any financial adjustments to your profit for depreciation and amortisation (similar to depreciation, but for intangible assets rather than tangible assets).
What profit multiplier to use. Below are some things to consider when deciding what profit multiplier to use:
  1. The lower the perceived risk, the higher the profit multiplier (and vice versa).
  2. The higher the perceived growth rate, the higher is the profit multiplier. This explains why a 4-year old upstart mobile phone company Xiaomi is accorded higher valuation than veteran companies Lenovo and Sony.
  3. The more sustainable the profit is (or is perceived to be), the higher the profit multiple (and vice versa).
  4. Small businesses typically have lower profit multipliers than publicly listed companies because they are seen as a bigger risk, and their shares can’t be traded as readily. This is one reason that large companies buy smaller companies; the small business will be valued at a higher rate once it becomes part of a larger organisation.
Valuation Methods Other than Profits or Earnings

1.    Price Over Book Value Approach 
  • Based on the number of times over the book value of the business, i.e. net tangible assets. Number of times depends on industry and market condition. 
  • Suitable for businesses that depend on tangible assets, e.g. banks (assets are the loans), telcos, property companies and manufacturing firms. Not relevant for businesses that do not rely on tangible assets like those in high technology, information and intelligence. 
  • Obviously the assets need to be revalued by a professional valuer or outsider 
2.    Cost to Create and Add a Premium
  • Look at how much it costs you to create this business and add a premium, which is usually a time premium. 
3.    Acquisition of Customer Base Approach
  • All businesses are in the business of acquiring customers and serving them to earn a decent profit. As long as the lifetime value of the customer is higher than the acquisition cost, the customer is worth buying. 
  • Acquisition cost typically are the marketing cost (e.g. advertising, salesmen, and exhibitions). 
  • Lifetime value of a customer is the average net profits that you can get from a customer that you acquired over a certain time-frame (say 3 years). Rationale is that you only make money when your customers come back to you again. Also, when your customers come back, you can sell him other things and get him to refer other customers to you. Thus the lifetime value of the customer that you acquired is more than what the sales you can get from the customer. 
  • Suitable for businesses where there is a fixed acquisition cost per customer and there is high retention rate, e.g. credit cards. Base on $40 per new customer, a credit card company with 500,000 customer base is worth $20 million. 
  • In reality, need to adjust for customer attrition, a rate of 10% to 20% per annum is normal. 
4.    Other Rule of Thumb Approaches
  • Sales – more for professional service firms where the profit margins are high and stable. Common multiple is annual sales. 
  • Gross Profits – for businesses where the gross margin is fixed and stable.
At the end of the day, whatever the value of your business, it is only worth what someone is willing (and able) to pay for it.  For list of our courses, visit www.asiatrainers.com

24 Apr 2015

7 Powerful Questions to Close Every Sale

Master sales closers ask one minute, one liner closing statements that close the sale instantly.  The top 7 such questions are:
  1. "What could I do to help you to go ahead?"  If the customer says, "Nothing" you say, "Why?"  The customer then answers, and you overcome the objection and close the sale
  2. "Do you see yourself getting into this?" If he asks you how to get into this, you give him the details and close the sale. 
  3. "Would it be okay if I outline what we need to do to get that under-way?"  This is the most direct way, you simply give him the details and close the sale.
  4. "Which choice fits in best with what you had in mind?"  Whatever choice the customer chooses you got the sale
  5. "If I could show you a way that will address your concern, you would go ahead, wouldn't you?"  This direct method addresses their concern.
  6. "How does that fit in with what you had in mind?"  This question forces him to give you his response to your proposal. If the response is negative, you address the concern and close the sale.
  7. "Why not you take it?"  This is my favourite as it is short and sharp. For list of our courses, visit www.asiatrainers.com/SeminarsList.php 
SELLING THE IMPOSSIBLE (new)
 
Master the Art of Selling and Achieve All Your Business Goals Easily
 
  
Date   :  06-May-15 ,  9 am to 12.30 pm (Wed)
 
Venue : The Plaza 02-346 7500A Beach Rd   
 
  
Investment :1 pax s$298.00 ; 2 pax & above each is s$199.00 ; 5 Pax & above each is s$149.00 ; 10 pax & above each is s$129.00
 
  
Note: This course is for people who are experienced and new in sales. Those doing sales support should also come.

Yes, everyone can sell when the going is good, but how many people can sell when times are difficult? The only way we can out-perform the market is to sell the impossible. On the surface, it seems impossible to sell a $1 million condominium to a low salary worker. But if you can touch the hearts of people, you can get referrals from anyone, and that too will lead you to sales.

In fact, Apple iPad and iPhones were considered expensive and impossible to sell not too long ago. Today they are hot products.

In our sales and marketing training, we coach people that impossible means I AM POSSIBLE. That means we can still change our tack and come in from a new creative angle. Since the world is impermanent, there is nothing that cannot be changed.

This course, taken from USA, will reveal to you the sales secrets that others paid a lifetime to master. Now is available to you as a public seminar at a very affordable fee too.

Note: PIC 60% Cash Grant is available for this, call 6225-1784 now.
 
 
Power-packed Contents Include:
 
  1. Why most salespeople are order takers and not salespeople as they can sell when times are not difficult
  2. The 4-Steps Way to Solving Any Customers Problems
  3. Selling to Hard to Reach Decision Makers
  4. How to Win the Price War without dropping your price
  5. Selling in Difficult Situations: Bad Economy, Customers No Money, Government Restrictions and Uncertain Future
  6. How to Sell to People that have just bought from your peers
  7. Dealing with Internal Problems: Team, Quality, Cash Shortage, Reputation and Lack of Selling Skills
  8. Strategies to Get People to Switch their vendor to you
  9. Limitless Selling strategy and tactics
  10. Dealing with Customers that do not play fair?
  11. The Ultimate in Selling the Impossible: Transform Yourself, Your Team and Your Product
* Bonus: Scripts to Overcome the difficult objections

23 Apr 2015

Selling With a Difference

Before you can sell anything to anybody, do you yourself have the conviction in what you are selling?  Will you buy what you are selling?

There is no difference in selling to a corporate or a consumer: we are all selling to human beings. The 8 basic principles of selling: 

  1. Never treat your customers as people that pay you, treat them as people that you pay them. Or course we don't pay customers money but we must definitely pay attention to their needs or we won't get paid.  
  2. Look at sales objections as points of concern and opportunities for you to help them: the customer is asking you for help.  If you have the compassion and kindness, you will welcome objections, for they give you a chance to serve them
  3. It's better to contact customers even if you have nothing to update them or sell to them. Out of sight means out of mind. In today's world, cyber contact is more prevalent than physical contact. 
  4. Whenever salespeople become complacent, introduce competition in the team. Competition makes people better and gives the young ones equal chance of success 
  5. A good salesperson leads his customers by inspiring them, not forcing them to buy 
  6. Good Salesmanship is not about who sells the most, but who that still sell when people say no. The problem is most salespeople don't even follow-up, and they don't even know or care if their customers say no. Most salespeople just give a proposal and have zero follow-up! 
  7. When you have a team of high performing salespeople, you either promote them fast or pay them big. If not they will exit fast 
  8. One of the fastest way to increase your sales is send them for sales training. For only in training will they be able to validate what they know and learn things that they may not know. 
CRACKING THE SALES CODE (new)
Outsell Your Competition and See Your Sales Soar
Date   :  29-Apr-15 ,  9 am to 5 pm (Wed)
Venue : The Plaza 02-346, 7500A Beach Rd (inside Parkroyal Hotel)   
Fee: $398 each, $299 each for 2 and above, $199 each for 4 and above (after PIC 60% claim is only $79.6 per person)
Yes, the market does not consider your products to be unique and must have. Many simply do not see a need for it. They say that your cost is too high and cannot see the value of your proposal. Should You Give Up or Give All You Have?

The above scenario was what Apple Inc. went through in 2010. Now Apples I-Pad is the world fastest selling computer. Experts say Apple has cracked the sales code and even sell ice to the Eskimos!

Apple knows it is not what you sell but how you that matters. Incorporating contents Matthew Dixon's book THE CHALLENGER SALE and other gurus, this course will give you the strategies and tactics that others take a lifetime to master. Focused around real life cases of selling, including your case studies, Sales Coach Andy Ng will reveal to you sales secrets that are worth billions.

Note: With effect from 1 Jan 2012, all our training programs qualify for 60% cash payout from the Government under the Enhanced PIC scheme. So take advantage of this Budget Goodie and train your team on selling and/or management skills. Call Andy at 8201-4347 for details
Power-packed Contents Include:
  1. Why most salespeople are having problems in selling and what to do about it
  2. Problems with Lone Wolf, Reactive Problem Solver, Relationship Builder and Hard Worker
  3. Cracking the Sales Code: what is Selling-Ice-to-the-Eskimos and how does it apply to your situation at your company now
  4. Needs and Wants focus and How to do Limitless Selling by meeting Unplanned and Non-articulated Needs and Wants
  5. Five Ways to Sell Ice to the Eskimos: Define your customer, Create a Need, Make them Heroes, Connect with them emotionally Give them a 2nd Helping
  6. Challenger Sale Method: The Assertive Way to Sell that Takes Control of the Sale

  • The 3 Steps in the Challenger Sale: Teach, Tailor and Take Control
  • First Step: Teaching for Differentiation: how to teach the prospect to buy from you so as to achieve real needs and wants of your prospect 
  • Second Step: Tailoring for Resonance: how to propose what decision-makers want
  • Third Step: Take Control of the Sale - how to be Assertive (not aggressive) to ask for the sale
7. Tom Hopkins 9 Ways to Ask Yes Questions
8. Overcoming Top 3 Objections: No Need, No Differentiation and No Hurry
9. The 69 Ways to Turn Objections into Buying Reasons
10. Closing more sales with Sun Zi Art of War and 6 of The 36 Stratagems
11.Get Famous with Your Weakness & Sell More
12.The Ultimate: Sell Refrigerators to the Eskimos

Bonus 1 : Overcoming Stuck Sales
Bonus 2: 5-Ways Leverage to Up Sales by 61%
Bonus 3: 25 Sales and Marketing Strategies

Being Tough and Feared are Two Different Things

For decades, businesses have been trying to discover the formula for the 'perfect' manager.  There are tons of books, blog posts and editorial articles out there, and even training courses on how to be a better manager.  While I cannot claim to have unlocked the secret theory of management, discussions with bosses and managers since 1987 revealed the following 5 traits of a 'perfect' manager:

1. Know How to Be Tough
Many managers are know to be tough to themselves, tough to their customers and sub-contractors and even tough to their families but soft on their team members. The reason is the lack of people working due to the tight labour market and the ban on foreign workers in many industries.  As a result, managers are too pleasing and let the subordinates climb over their heads. 

On the other hand, there are some managers that are too tough that they become abusive, aggressive and hated by people.  Such managers end up with zero staff and have to work till midnight.

The middle path is the right path: Tough on the Problem but Soft on the People.  This means that the manager must engage his team and love them. Yet when there is a problem he can be tough.  As a result, he is feared but highly respected by people

2.   Collaboration
I've met many managers that are very confident, but being confident does not give you the right to be a jerk.  Successful managers collaborate together and support one another.  A little bit of friendly competition is fine, but not office politics that kill people. One easy way to see if your manager is collaborative now is to see how he helps other departments achieve their goals.

3. Understanding of Human Psychology
To understand people is to know why the behave in a certain way and know how to influence them to your thinking without forcing them.  One way to tell if your manager understands human psychology is to ask him to organize training session to get all the staff to come back on Saturday (assuming Saturday is not a working day).

4. Know How to Sell
Selling is about persuading and influencing people and not just about selling products and services.  Negotiation itself is selling. If a manager cannot sell his ideas, how is he going to work?  Whenever we use force to get people to agree to us, people will use more force to defend their position.  Thus it's good that managers go for sales training to help them improve their managerial skills.

5. Research Skill
The ability to research and come up with solutions that people have not thought of before is a vital skill but seldom taught in schools.  Managers are supposed to be the expert and know how to answer tough questions, but if they don't do their homework they will look like an idiot or a conman. 


HOW TO BE A BETTER MANAGER 

Dates: 4 Mondays 2 to 5.30 pm on May 9, 16, 23 and 30
Fees: $896 for one, $699 each for 2 and above
* PIC gives 60% cash grant for this course *
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 May)
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 May)
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 May)
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 May)
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!