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28 Jun 2015

Strive to be a Nobody

Teamwork issues all arise from the individual placing his own self higher than the selves of others. The word 'team' has no 'i', yet people often feel that in a team they should be recognized. Because of the focus on self, people do silly things like sabotaging others, stealing credit, pushing blame and seeking attention. So the first lesson we should teach people is to be nobody.
Nobody refers to our deepest nature, our true self, which is what represents deep inside us. We know that deep inside, even for the most bad person, there are goodness in that person. Our true self is always good, ever-present and in no need of improvement. We just need to let the goodness in ourselves come out. 
Our greatest joy in life comes when we are so deeply engrossed in doing something that we vacate ourselves and give ourselves over to something or someone else. It is when we stand outside of ourselves.  
So being nobody means that we are willing to let go of our own self, our own ego, our own need to be right and our need to be validated by others. Being noboday is  to truly let people see and experience our true selves, which are often good. We don't need to put on a show, impress others or express ourselves because people are not blind, they can see the goodness in us. 
Wanting to be somebody special is nothing wrong. But if this drive for individuality and superiority keeps us aloof and forget that the team is larger than the sum of us, we will be selfish and do things that harm the team. If you are too want to be a good manager or good team player, come for this course...

HOW TO BE A BETTER MANAGER

Power-Packed Weekly Management Training
 
Date: 6/7, 13/7, 20/7 and 27/7 (4 Mondays)  Time: 2 pm to 5.30 pm
 
Venue : The Plaza 02-346 7500a Beach Rd   
 
Investment :1 pax for 4 lessons s$896.00 ; 2 pax & above for 4 lessons each is s$699.00 ; 4 pax & above for 4 lessons s$599.00 ; 8 pax & above each is s$499.00.
 
** This course can also be done at your premise at NO EXTRA Cost. 
 
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. 
 
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 qualifies for PIC(Productivity & Innovation Credit), where you will get 60% Cash Grant from the government. 
 
* Promotion until 31 May 015: Every $7,800 of training services will entitle you to the brand new iPhone 6 + worth $1,288 FREE. Limit to 2 sets per company. Call Idah at 6225-1784 to find out how to get this.
 

POWER-PACKED CONTENTS INCLUDE:

SESSION 1: PEOPLE MANAGEMENT SUCCESS (6 JULY)

  1. Psychology of employees - 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 (13 JULY)

  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 (20 JULY)

  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 (27 JULY)

  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. 

8 Ways to Speak Powerfully

As we know, power is the ability to act. When you behave in a powerful way, people will respect you and do what you say. There are 8 ways that we too can speak in a powerful manner:
1. When You Introduce Yourself, say, "Hi, my name is Andy Ng".  Include your surname will make you sound professional and important
2. When you're asked a question that you don't know how to answer, never say, "I'm sorry I cannot answer your question". Say, "That's exactly the question I'm working to answer". 
3. When people criticises you, instead of acting defensively, thank people sincerely for sharing their opinion with you, whether you agree with them or not
4. When you're asked to do something that you think is difficult, say, "Wow! That sounds challenging"
5. Learn to say no, but say it with gratitude and people will respect you more. For example, when you're asked to sponsor something, say, "Thanks for asking me. My budget is pleasantly full. I'm working hard to ensure that is it not unplesantly full, thank you for your understanding"
6. When people propose you something, ask, "What's next?", "What else?" and "Why not?" even if you want to agree with them
7. Whatever message you want to convey, frame your message as a story.  Be a story teller
8. People like people who are like them. Speak in a way that builds rapport with them. This will make you seem more influential and powerful.

HEART SELLING (NEW)

The Proven Way to Sell that Moves People
 
Date: 23 July 2015 Thursday 2 to 5.30 pm
 
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 ; 15 pax & above each is s$99.00
 
Note: This course can also be done at your premise at no extra cost. Call Andy at 8201-4347 to find out how...
 
Selling from your heart and with your heart is about loving your products, your business and your customers. Heart Selling describes the paradigm shift from push marketing to pull marketing. The oppposite of Heart Selling is Hard Selling which is nothing more than pushing customers to buy under the pretext of 'problem solving'. 
 
We know that nobody likes to be sold but everyone loves to buy. Heart Selling is about the science and art to foster and enhance your customer’s love to buy from you. Andy Ng, a Sales Coach and Trainer with over 28 years of corporate experience, will show you dozens of time tested strategies and tactics to activate the seven magnets of Heart Seling.  Whether you are a sales manager or sales executive, if you too want success in sales, this course will give you insights that others pay a lifetime to master. Do NOT come for this course if you prefer to do hard selling, otherwise book this course NOW and reap the rewards. 
 
*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% Cash Grant. This means that you will get back more than what you spent. Hurry! Limited seats, register now!
 

POWER-PACKED CONTENTS INCLUDE:

  1. What is Heart Selling and how does it differ from Soft Selling, Magnetic Selling and Solution Selling
  2. What is 'HEART': Hear them out, Empathize, Act on their concerns, Realize their Dreams and Take Action
  3. Your top 25 strategies on HEART (using 'Red Cliff' case study)
  4. Prospecting using Your Heart: how to attract people to want to meet you
  5. Heart Presentation: the use of Personal Stories and FORM-HD
  6. Sales Closing: an Inside Job and how to use your heart to close every sale
  7. Overcoming Objections with your heart: how to move people to say yes
  8. Service from the Heart: dealing with your weaknesses and difficult customers
  9. The Heart Way to Stay in Touch 
  10. Going to the bottom of all human actions: changing their beliefs and convictions
  11. The Ultimate in Heart Selling the Aloysius Way

7 Traits of Happy Employees

Happy employees make things happen and most importantly they do these things at work:
1. See Work as an Extension to their life experience
Happy employees see work relationships as the awesome extension of their lives. They are generally happy in life, and they extend such happiness to the workplace in their daily cheerfulness
2. Celebrate rather than compare themselves to the accomplishments of others
Jealousy is a killer. At work we are all capable of doing more, so when we find other employees doing better than us, our first reaction is to be jealous. Rather than compare to those who have accomplished, happy employees celebrate other peoples' success and use it as a motivation for themselves to accomplish the same or more successes
3. Work in the Present
Instead of reminiscing about the past or fantaziaing about the future, happy employees work on step-by-step to work success. In addition to being present, they are also capable of not disturbed by future concerns
4. Look within for Solutions
Happy employees operate on a basis of 'change starts within'. Instead of blaming others and demanding that people serve them, happy employees look at how they can be the solution, not the problem
5. Don't let Salary Dictate their Working Lives
We know that salary is important, but happy employees don't make salary as a basis for their work happiness. Instead of saying 'I'll be happy when I get a raise', happy employees are happy NOW doing their job. Such happiness at work translates into higher work effectiveness and lead to higher pay
6. Embrace Change
Working life is a constant change and happy employees that not only they must be open to change, they must be at the forefront of all changes so that they will be swept by the currents of change
7. Have a Dream
Happy employees don't dream at work, but they live their dreams. They know that whatever dreams you have in life can be achieved by your work. So they are not afraid of hard work as they know this will lead to their dreams

PROJECT MANAGEMENT SUCCESS (NEW)

YOUR NO-FEAR STRATEGIES TO DELIVERING ALL PROMISES
 
Date   :  8 July 2015 (Wed)  9 am to 5 pm
Venue : The Plaza 02-346, 7500A Beach Rd (inside Parkroyal Hotel building)   
 
Investment :1 pax S$398.00 ; 2 pax & above each is S$299.00 ; 5 pax & above each is S$249.00 ; 10 pax & above each is S$199.00.
 
No matter what business you are in, effective project management is a cornerstone of your success. Top performers understand not only how to get results, but how to draw a project to the right conclusion EXACTLY when it is needed. 
 
How to deal with project changes and changes in manpower? What to do when the project team loses steam half-way into the project? How to ensure that cost is not overrun when project costs go up unexpectedly?
 
The truth is that most executives and managers are well trained in the technical aspects of their projects, but at the end of the day, it is the soft skills on project management that will make them more successful.
 
Whether you are experienced or new in projects, if you too want to succeed in your projects, this high impact 1-day course will leave you miles ahead of your peers.
 
*** 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. Why most people are having problems with project management and what to do about it
  2. Importance of Project Management Success 
  3. 5-Ways to Project Management Success: Vision & Mission, Project Goals, Execution, Deal with Changes and Value Add
  4. Three Phases: Project Planning, Project Execution & Control and Project Close-out
  5. Overcoming Challenges in Project Execution
  6. What to do with Costs Overrun and Project Changes
  7. Dealing with Conflicts
  8. What to do when Disaster Hits the Fan - Risk Management, PERT and Cross-Risk
  9. Happy Endings - Closing a Project and leaving behind a legacy
  10. The Ultimate in Project Management - Rock principle per Socrates

STOP YOURSELF FROM LOOKING STUPID IN 5 WAYS

How do you lead people that know more than you?  Welcome to the real world: you are now a leader without knowing more, and that's the good news.  This is because the key to doing well today is not to know more but to be more.  There are 5 things that you can do if you are leading with less knowledge than your team members:
1. Resist the Temptation to Know More. Know that if you go into the road of knowing more, you are getting caught in this cycle of knowing more but doing less.  Instead of wanting to know more, ask more.  Asking allows you to listen, and when you truly listen, you will know the difference between who are willing to help and those that just want to put you down. 
2. Focus on Bonding. When you bond with people, people will feed you with more knowledge, and you will become more knowledgeble overnight.  Like we as trainers (at www.asiatrainers.com) often bond with our students at the beginning of a talk or course. Such bonding gives us instant feedback, and the trainees will help us to deliver a even better training
3. See the Big Picture, not the Small Picture. Many people who know more are just focusing on the details and ignoring the big picture. You as the leader know that the big picture today is not khow-how but know-why. The why of doing something will give you the what. 
4. Lead More.  Knowing more is not enough, we must do more. People are not incapable of doing more, they just are not wiling to step out of their comfort zone to do more. So focus on leadership and lead them more.
5. Being Out the Best in People. A leader is one that make people better than themselves.  By not knowing more, a leader can tap into this team's talents and empower them. This must be the surest way to bring out the best in people. 

Power of One

The number one, which is the smallest whole number, can have enormous power. One more product sold every day, one more percentage point added to your profits or revenues every week, or one more day gained from lesser work can yield astonishing amounts of improved profits for your business. Here's how we apply the power of one to our clients:

1. Just Take One Idea from our Course and Apply It Today and you'll see immediate improvements to your profits. 

2. One More Try, before you give up, is often the one step that turn failures into successes

3. The smallest change that produces the biggest impact in bottom-line, which is none other than your way of thinking

4. One compay concept, where there is no fighting among departments

5. One by one, or step by step, is surely the way to do big things in a sustainable way

6. One learning a day, unabated for 21 days, will make you an expert in any subject matter

7. One sharing, of this article, to just one person, will help your friends beyond your imagination.  In fact, Sun Tzu, in his classic book The Art of War, advocates to win with the least resources. Using the power of one will allow you to win without fighting. 

SUN TZU ART OF WAR FOR SALES 
Win Over Your Competitors with 2,500 Years Wisdom
  
Date: 28 August 2015 9 am to 1 pm (Friday)

Venue : The Plaza 02-346, 7500A Beach Rd
  
Investment :1 pax S$298.00 ; 2 pax each is S$249.00 ; 5 pax each is S$199.00 ; 10 pax each isS$149.00.
  
You are a Manager, Executive or Director in Sales, Marketing and Customer Service. You work hard and are very committed to hitting the targets set by your bosses.

Yet you cannot help but feel that competition is getting very fierce today. You also realize that unless you change your strategy, you will be eaten up by new competitors who are all out to kill.

How to have winning strategies like Sun Zi Art of War? How to apply the 2,500 years wisdom of the Chinese that led them to win wars after wars? How to apply Sun Zi inspired 36 Stratagems in your sales and marketing easily?

Whether you are new or experienced in business, management and sales, if you too want to make this year a year of winning, not whining, come for this course that has taken 2,500 years to make.

*** This course qualifies for PIC (Productivity & Innovation Credit), where you can get 60% Grant. Hurry! Limited seats, register now!

POWER-PACKED CONTENTS INCLUDE:

  1. Sun Zi Art of War De-mystified and Simplified
  2. The 36 Stratagems reduced to only 6 Strategies
  3. Stratagems when you are in Superior position
  4. Stratagems when you are in Inferior position
  5. Real life cases: Apple, Google and Samsung 
  6. Handling Customers Objections using Sun Zi Way
  7. How to Win in Price War without dropping your price
  8. The Ultimate in Sun Zi Strategies: Touch their Hearts and How
  9. Your Case Study 
  10. Bonus 1: List of 180 Stratagems from the new popular e-book SUN ZI FOR SALES
  11. Bonus 2: The Sun Zi Way to Overcome Objections Effortlessly

ENQUIRIES:Ms Idah at 6225-1784 or Andy at 8201-4347 

5 Things to Reflect Upon Tonight

If you are like my clients, you don't don't like to reflect upon your past. This is because most people find it painful to reflect upon their past unsuccessful stories. But we know that you can only live well if you reflect well. There are 5 things to reflect upon when you look at the rear view mirror:

1. How close you have been to success and what make you miss your success. This will give you guidance on how to take advantage of future opportunities

2. The friends and family people that went through thick and thin with you, this gives you instant motivation that support is always there.

3. What you did exceptionally well, even though there may be little successes. This reflection gives you confidence that you are already good

4. The difficult decisions that you have to make, but you make them anyway, and now you are enjoying the success of that decision

5. The joy and laughter that sound like yesterday. Such happiness reflection gives you instant smiles now

Remember, you have not wasted any single minute of your past, you just have not reflected upon them well to build upon them for current and future success

Why No Problem is a Problem

1. It's Not Fair
Everyone knows that life is not fair. Say 'it's not fair' simply suggests that you think work-life is supposed to be fair, and you are unhappy with the way things are.  Instead of saying "that's not fair", you should stick to the facts, stay constructive, and leave your interpretation out of it. For instance you can say, "I noticed that you gave bigger budget to Alan. Would you mind telling me what goes into that decision? I like to know why you my budget is smaller, so that I can work on improving my work in future."
2. No Problem
When your boss asks you to do something and you say no problem, you're implying that his request is a problem by itself. This makes your boss feels that he has been imposing on you. Instead, say "I'll be happy to take care of that".  It's a sublte acknowledgement that you have positive attitude and you take your work seriously.
3. I'll Try
This must be the worst, for 'trying' implies that you will work hard until it becomes difficult and give up.  Nobody can try at anything and be successful. We have to take full ownership of our capabilities.  If you're asked to do something, either commit to it or offer an alternative.  Say "I'll give my best" will surely lead you to success. 
4. It's Not My Fault
Casting blame on someone means that you are not accountable. Instead stick to the facts and and never finger point. Offer solutions, not blaming. This is because finger pointing is often the start of office politics and will invite retaliation. 
5. I Can't
This is similar to "It's Not My Fault", for it signifies that your capabilities are limited. Bosses don't like to hear "I can't" for it means "I won't".  If you think that you lack the skills or resources, ask for help instead. 
6. I hate this job
This is the last thing anyone wants to hear at work for it is nothing but just complaining. Doing so labels you as a negative person and brings down the morale of the group.  Bosses hate such people, so don't say this unless you want to lose your job now!
7. We always do things this way
This must be the most stubborn phrase of all. It means that you are not willing to try new things and prefer your way to your boss' way. It is suicidal. 

Power of Coaching at Work

Whether you are leading a group of companies or a team of people, you know that you the manager and leader play a big role in your organization's success.  Unfortunately most managers and leaders are promoted based on their technical skills and they seldom attend any training on leadership and management. 
   We know that when the manager does not do the right things the following things happen:
  • Staff are not working at the level as they should be. Targets get missed and the manager has to end up doing all the work to ensure that targets are hit
  • Staff turnover is low, but the people that resigned are usually the high performers and it is almost impossible to replace such talented employees.  New people hired are often performing way below the staff that left
  • Working environment becomes more control centric and everyone becomes risk averse. They make no mistake but also no progress
  • Customers are complaining that the level of service is below that of the past, and this is primarily due to the lack of people working
  • Investors are always looking at ways to maximise profits by reducing cost. With rentals and staff cost on the rise, that means to employ fewer people to do ever more work. The result is fatigue and a sense of withdrawal
  • If one or more of the above describe your situation now, you belong to 53.68% of the companies that operate in Singapore.
  • The solution is not just to work hard, but work smart. This means more skills and do things more skilfully.  One of the ways is to coach and mentor people, for people will rise to their potential when you coach and mentor them. 

Managing People that Don't Want to Be Managed

Yes, managing a sales team is not the same as managing the operations team. Salespeople that got promoted into sales managers may not know how to manage salespeople effectively. This is because salespeople are not normal employees. They cannot be controlled, coerced or managed like anyone. There are 5 things to know to manage sales people:
1.  It is NOT all about Hitting Targets
Many people think that if we hit targets, we are doing well.  Unknown to many, hitting targets is easy.  It is how they hit the targets that makes the difference. 
Do they hit targets in ways that enhance future business, or do they hit targets in ways that create bad debts?  Do they hit targets with good teamwork, or are they just lone wolves?
2. Is Your High Performer Earning More than the Boss?
When you have a high performing salesperson earning more than his boss, you know your company will go far. The opposite is true
3. Are Low Performers given coaching, inspiration and training?
We normally assume low performers are not performing because they are lousy. Often it is due to lack of clear directions and motivation from the management
4. Is there a Sales System to Begin with?
To many companies, a sales system means a good corporate brochure and impressive email signature. Others say it is about having weekly sales meeting and reports. When you ask them is there a systematic way to follow-up with prospects, they shake their heads. No wonder sales is not doing well!
5. Do They Attend Training Together?
Often bosses send their staff for training but experience shows that if the boss attends the training together with the staff, their bonding is stronger. Leadership by example follows. 

ATTACK BY STRATAGEM IN SUN TZU ART OF WAR

Sun Tzu said in The Art of War that in the practical art of war, the best things of all is to take the enemy's country whole and intact; to shatter and destroy it is not so good. So, too, it is better to capture an entire army than to destroy it, to capture a regiment, a detachment or a company in its entirety is far better than to destroy them.

Hence to fight and conquer in all your battels is not supreme excellence; supreme excellence consists in breaking the enemy's resistance without fighting.

Thus the highest form of generalship is to balk the enemy's plans; the next best is to break up the enemy's alliances. The next in order is to attack the enemy directly in the field. But the worst policy is to beseige walled cities.

The skillful leader subdues the enemy's troops without any fighting; he captures their cities without laying seige to them; he overthrows their kingdom without lengthly operations in the field.

With his forces intact he will dispute the mastery of the empire. Without losing a man, his triumph will be complete. This is the method of attacking by stratagem.

If you too want to know how to apply this "Attack by Stratagem" method in your leadership and sales, come for this best-selling course Sun Tzu Art of War for Sales...

To be Rich and Happy, Give Up These 7 Things

1. Give up your need to be always right

Would I rather be right, or would I rather be rich and happy? From Wane Dyer

2. Give up your need for control

By letting it go, it all gets done. The world is won by those who let it go. When you try and try, the world is beyond winning. Lao Tzu

3. Give up your need to impress others

Don't try to impress others. Let them have the fun of impressing you - James Fisher

4. Give up labels

The highest form of ignorance is when you reject something you don't know anything about - Wayne Dyer

5. Give up attachment

The wise individual doesn't get too attached to any of life's pleasures, knowing that wonderful science is hard at work proving it's bad for him - Bill Vaughan

6. Give up the past

Forget the mistakes of the past and press on to the greater achievements of the future. Christian Larsen

7. Give up living your life to other people's expectations


The world is a mirror and reflects back on your expectations. What you get is what you see. You create your own reality - Denis Waitley

15 Jun 2015

THE 6 FOUNDATIONS OF TRUST

Salespeople have to recognize that resistance many customers show is not resistance to what you are selling but resistance to You the salesperson.  Prospects often create objections to cover up for their resistance to you the salesperson. Recognize the following 6 facts and you will be able to sell better:
1. Do You Have High Conviction in What You Are Selling?
A salesperson must believe 110% in what he is selling is GOOD FOR THE CUSTOMER.  He cannot have an waver in his conviction.  Note that having conviction is not necessarily having supreme product knowledge
2. Do They See Eye to Eye With You?
If two people want to do business together, the details will not stand in the way. On the other hand, if two people do not get along well and do not see eye to eye, no detail will pull it together and make the sale happen
3. Is there a Foundation of Trust and Mutual Agreement?
The sales process must be built on a foundation of trust and mutual agreement.  Relationships that are open, honest and free of tension create long-lasting business associations that pay off in many ways for many years
4. Do You Prescribe After Diagnosis?
In medicine, prescription before diagnosis is malpractice. In sales, many salespeople are so caught up in pushing what they have without first understanding the prospect's situation.  A good salesperson is like a doctor, the customer trusts him 100% because he does not offer solutions before he completely understands his customer's business.
5. Do They Feel Understood and Appreciated?
People buy because of good feelings and solutions to their problems.  So they must feel understood and appreciated, not because the customer was made to understand the salesperson's product or service
6. Do You Impose Decision on Client?
People like to make their own decisions, regardless of how wise or unwise those decisions are.  If a salesperson impose solutions upon clients, they will resent both the salesperson and his solution.  You can help the customer make a decision by doing in a way that makes the customer a partner in the solution, not your servant in the solution. 

SALES POWER

MASTER SELLING STRATEGIES AND INCREASE YOUR SALES INCOME

 
Date: 25 June 2015 (Wed) 9 am to 5 pm
 
Venue : The Plaza 02-346 7500A Beach Rd   
 
Fee: $398 each, $299 each for 2 & above; $249 each for 5 & above; $199 each for 10 & above (with PIC 60% grant)
 
 
You and your team have been working very hard and your company products and services are quite well accepted in the market. Your company has also invested heavily in marketing and systems. Yet you find it a challenge to keep up with the ever rising customer expectations and sales targets.
 
Make no mistake: all sales activities must have power or you will lose business to your competitors. Whether you are new or experienced in sales, if you too want to make this year the best of your career, come for this high impact 1-day course...Sales Power...
 
Note: With effect from 1 Jan 2012, all our training programs enable you to get 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. Problem with Most Salespeople and What to Do about it
  2. How to Take Inspired Action by Setting Goals that Drives You
  3. The Five Most Elements in Sales - Prospecting, Marketing, Selling, Transactions and Wallet-Share
  4. How to Double Your Sales by just 10% Increase in Each Line
  5. Top 25 Strategies on the above (include your case study)
  6. The Sales Process from Needs to Closing 
  7. Selling differently to different VAK and DISC people
  8. Building Rapport with NLP Match & Mirror
  9. Overcoming Objections in 15 Key Ways and another 68 methods
  10. Sales Negotiation and How to Negotiate without compromising too much
  11. Jeffrey Fox Power of Dollarization
  12. The Ultimate in Sales Power: Enjoy the Journey and How
 

Bonus: Sure-win Scripts to Close Every Sale and Service Customers

14 Jun 2015

7 Things to Avoid Saying Tomorrow

Like many of you, I am a direct person and like to speak my mind. But I know that if I speak the following 6 things I will be shown the exit door. Chief among them is this phrase called "No Problem", which by itself is a problem.  The 6 things to avoid saying are:
1. It's Not Fair
Everyone knows that life is not fair. Say 'it's not fair' simply suggests that you think work life is supposed to be fair, and you are unhappy with the way things are.  Instead of saying "that's not fair", you should stick to the facts, stay constructive, and leave your interpretation out of it. For instance you can say, "I noticed that you gave bigger budget to Alan. Would you mind telling me what goes into that decision? I like to know why you my budget is smaller, so that I can work on improving my work in future."
2. No Problem
When your boss asks you to do something and you say no problem, you're implying that his request is a problem by itself. This makes your boss feels that he has been imposing on you. Instead, say "I'll be happy to take care of that".  It's a sublte acknowledgement that you have positive attitude and you take your work seriously.
3. I'll Try
This must be the worst, for 'trying' implies that you will work hard until it becomes difficult and give up.  Noboday can try at anything and be successful. We have to take full ownership of our capabilities.  If you're asked to do something, either commit to it or offer an alternative.  Say "I'll give my best" will surely lead you to success. 
4. It's Not My Fault
Casting blame on someone means that you are not accountable. Instead stick to the facts and and never finger point. Offer solutions, not blaming. This is because finger pointing is often the start of office politics and will invite retaliation. 
5. I Can't
This is similar to "It's Not My Fault", for it signifies that your capabilities are limited. Bosses don't like to hear "I can't" for it means "I won't".  If you think that you lack the skills or resources, ask for help instead. 
6. I hate this job
This is the last thing anyone wants to hear at work for it is nothing but just complaining. Doing so lables you as a negative person and brings down the morale of the group.  Bosses hate such people, so don't say this unless you want to lose your job now!
7. We always do things this way
This must be the most stubborn phrase of all. It means that you are not willing to try new things and prefer your way to your boss' way. It is suicidal. 

HIGH VALUE EMPLOYEES

Become High Value Employees and Win More for Yourself and Your Company
 
Date   :  26 June 2015 Friday 2 to 5.30 pm
Venue : The Plaza 02-346 7500a Beach Rd   
 
Investment :1 pax s$199.00 ; 2 to 4 pax each is s$149.00 ; 5 to 9 pax each is s$129.00 ; 10 pax & above each is s$99.00 ; 15 pax & above each is s$90.00.
 
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Note: You need to bring your entire team to attend this course to get the maximum benefits **
Note: This course qualifies for PIC 60% Grant, i.e. your net investment is only 40%. Hurry! Last seats left! Register now by calling Ida at 6225-1784

POWER-PACKED CONTENTS INCLUDE:


  1. Problem with Most Employees and what to do
  2. The Ultimate Secret: Clarity of What You Want
  3. Five Ways to Increase Profits by 61%: Low Maintenance, Teamwork, Quantity of Work, Quality of Work and Margins
  4. Passion at Work and How to Have It
  5. Top 10 Ways to Be More Efficient at Work
  6. FISH Philosophy of Fun at Work
  7. Handling Stress and Overworked
  8. How to Go the Extra Mile for Yourself
  9. The 36 Stratagems to Make More Money for employers in 7 areas

11 Jun 2015

4 Leadership Challenges and Their Solutions

Who is a manager and who is a leader? Is there any difference?  What differentiates an effective leader from an ineffective leader?  How do leaders motivate their team members to take initiatives and make things happen?  How do we get the best out of the people that we lead and manage?   Finally, how do we create a well-functioning team?  These and other questions can be addressed in the form of the 4 leadership challenges as follows: 

1. Unable to Make Things Happen

Many managers are very good in getting things done and complying with stakeholders' requirements. However, they are mostly process-driven and not outcome-driven. Because they cannot deliver the outcome, they are not able to make things happen.

Solution: To make things happen to reach an outcome, a leader must first get people to enroll in his vision. A vision is an outcome that is difficult to be seen today. If you can see the outcome now, it is not a vision but just a forecast. When people are enrolled into the leader's vision, they leader can use this vision to inspire and motivate them.

For example, we often get our clients to see the vision of having their entire workforce trained in 3 key skills: people, money and time management. We use track records of successful clients that have their entire workforce trained to enroll and inspire them. That's how we can make things happen with our training programs.


Notice that when people are enrolled into the leader's vision, they will work towards achieving that vision, for they see the leader's vision the same as theirs.  Taking initiatives will be natural.  For example, if the leader enrolled people into his vision of "wild wild west dinner and dance", people will take their own initiative to dress up to the theme.

2. Ineffective Leadership

Often leaders can make things happen, but at a high cost. Like they overspend the budget or cause tremendous trouble to other people. I nail them down to ineffective leadership, which is due to 3 main causes: failure to communicate objectives clearly, poor planning and control, and lack of accountability and responsibility.


When you don't communicate your objectives clearly, people will be busy with their own objectives. Politics will be common. If there is no proper planning and control, things do not get done in time and the leader has to devote plenty of time and resources to rectify things. When there is a lack of accountability, people will not be responsible. How often we hear people saying "that's the responsibility of our leader, my role is to just do this".

3. Unable to Get the Best Out of People

Often leaders are happy with the current levels of performance from their team. This is because they are afraid that they themselves will be reflected as bad leaders if they are not happy with their team's performance. In front of their bosses, such leaders will justify their team's performance instead of asking for me.  If this prolongs, such leaders will seldom expect the best from them. 

For example, many sales managers are happy with their sales team hitting the sales quota and ignore larger issues like building of future pipeline and establishing relationships with new market. 

When leaders are happy with their team's performance, they will not stretch their people and instead put them in a comfort zone. We called this 'misplaced compassion' or soft leadership. A good leader must be tough and get the most out of people.

How to get the most out of your people?  The leader must first be hungry to get more. He cannot be complacent and rely on past successes. 

4. Failure to Lead Beyond the Current Teams

Even if a team can lead his team well, he needs to lead other teams well too. If not, he is just a department head and not a real leader. Real leaders are leaders that can lead anyone, anywhere and any time

Often managers dare not over-step their areas of responsibility, for they are afraid of being seen as aggressive. As a result, they are passive and only care for their own department things. Even if they see something wrong with the company's business or other department's issues, they dare not bring this up for fear of being bad-mouthed by their colleagues. This is a classic example of failure to lead beyond the current team: the leader is happy with his own team's results and not concerned with the bigger picture.  

When the leader is unable to lead beyond his team, he is just a complacent leader. 

By Andy Ng, Chief Trainer of Asia Trainers, details of articles at www.asiatrainers.com