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26 Nov 2015

Top 10 Business Secrets from the Roman Empire

1.     Determine the most powerful benefit or advantage you can offer – your unique benefit so that it is irrational for them not to choose you.

2.     Don’t have to change your product – position it as having a unique benefit and communicate this to them that you are now offering this unique advantage.

3.     Eliminate the risk for the client; offer a risk-free opportunity.

4.     Add-on and cross-selling – you have an obligation to demonstrate to them the differences in performance and outcome they can expect to receive and to make them an offer that gives them an incentive for trading up.

5.     Clients stop buying for 3 reasons: out of sight, out of mind, dissatisfied and client’s situation has changed (but still can give you referrals).

6.     Send a sales letter ahead of a phone call can increase the effectiveness of a call by 1,000%. – you are not calling cold, you are calling warm.

7.     Achieve breakthroughs – make twice or 3 times results from the same effort or less.

8.     How to have a soul in your business:

·       Give more value than you take;
·       Become an agent of change;
·       Get involve in the client’s dreams, needs, hopes, complexities, families etc;
·       Be a trusted friend – identify what your client really needs;

9.     Host beneficiary is the most powerful business generator with the least cost.

10. Re-activate old clients and leads – leave your pride at home.  Start with the most recent in-actives.


19 Nov 2015

First 3 Scrolls from Ancient Syria

The first 3 scrolls from "The Greatest Salesman in the World" book by Og Mandino
Scroll Number 1: Today I Shall Begin a New Life
  1. Failure is man’s inability to reach his goals in life, whatever they may be
  2. The difference between those who fail and those who succeed lies in their habits
  3. I shall form good habits and become their slave
  4. An act becomes easy through constant repetition
Scroll number 2: I will Greet this day with Love in my heart
  1. I will remain no more a peddler in the marketplace
  2. My reasoning they may counter; my speech they may distrust; my apparel they may disapprove; my face they may reject; and even my bargains they may suspect; yet my love will melt all hearts
  3. Love is my weapon to open the hearts of men, love is also my shield
  4. When I confront each whom I meet, I address him and say in silence and to myself, “I love you”
  5. Most of all, I will love myself and love all mankind
  6. With love I will increase my sales a hundredfold and become a great salesman
Scroll number 3: I will persist until I succeed
  1. I am a Lion and I refuse to talk, walk or sleep with the sheep
  2. Always I will take another step. Because the prizes of life are at the end of each journey, not the beginning
  3. I will remove from my vocal such words as quit, cannot, impossible, unworkable, hopeless and failure
  4. I will ignore the obstacles at my feet and keep mine eyes on the goals above my head
  5. Each failure to sell will increase my chance for success at the next attempt
  6. Each obstacle I will consider as a mere detour to my goal and a challenge to my profession
  7. I will persist. I will win
By Andy Ng, Chief Trainer Coach at Asia Trainers, details of courses at www.asiatrainers.com

16 Nov 2015

Why Coaching is Expensive

People in Singapore are willing to spend $3,000 to attend a 2-days course but unwilling to invest $300 for a 2-hour coaching session. Is coaching really just a MNC thing and local companies consider coaching as a waste of money?  In reality, people know the value of coaching, they just have not found the right coach...

Common Questions and Answers on Coaching:

1. What is the difference between coaching and mentoring?

To me, ignoring academic definitions, I go for the practical approach. Coaching and mentoring are the same except that the mentor is a person that is more senior, more knowledgeable and more experienced than the mentee. But a coach can know less than a coachee and still coach him.

This is because coaching is not about teaching people what they don't know but digging out what they know and getting them to take action on what they know. For example, we all know about the benefits of regular exercise. So we don't need a coach to tell us why exercise is good for us. But we need a coach that can inspire us to exercise on our own. 

Because of this, a coach can also be a non-human, like a book, movie, dog or just a quote. But a mentor has to be a human being.

2. Why has coaching not taken off in Asian corporations?

The concept of corporate coaching is common in MNCs like Alphabet and Google but not common in Asian corporations. This is because many governments  (Singapore and Malaysia included) do not recognize coaching or mentoring as a value-added activity. They prefer training, that’s why they have grants for training but no grants for coaching.  

Like the popular PIC (Productivity and Innovation Credit) scheme specifially prohits companies from claiming 60% cash back for coaching and mentoring.  

Also, the Asian mentality is more on tangible stuff, and coaching being more intangible than training, is considered less value than training. You can see people willing to pay S$3,000 to attend a 2-day course but unwilling to fork out $300 for a 1.5-hour coaching session with a coach.

3. Who can benefit the most from coaching?  Why only high level people get coached?

Coaching can help the most if the person is coachable. That means willing to take action on what the coach coaches him. This is the one and only barrier to coaching.

Most companies are willing to invest in coaching for their management people because they sell more leverage in coaching a manager than a worker. 

4. Is it true that coaching does not work because many Asians see coaching as an intrusion to a relationship?

For coaching to work, there must be trust and respect for the coach, then the coachee will open himself up to the coach. Asians are willing to open up to a master or ‘sifu’, so for coaching to work in Asia, the coach must position himself as the master, guru or ‘sifu’.

think that intrusion is not a barrier to coaching as many Asians are willing to open themselves up to a feng shui master or fortune teller, even though they hardly know them.  Asians are open to counseling so for coaching to work in Asia, it has to be packaged as counseling or learning from an expert.

To know more about the power of coaching at work, come for this newest course:

POWER OF COACHING AT WORK 

Bring Your Team to Greater Heights with Coaching Strategies
Date: 17 December 2015 Thursday 9 am to 5 pm
Venue : The Plaza 02-346, 7500A Beach Rd   
 
Fee: $398 each, $299 each for 2 & above; $199 each for 5 pax & above (all with PIC 60% Cash Grant)
 
Statistics show that up to 55% of the employees are disengaged at work. What to do when your team performance is below expectations? How to coach people that are skilled but lack motivation? How to handle high flyers? What to do when the going gets tough? 

This rare workshop demystifies coaching. It shows how you can coach anyone about anything in 6 easy steps. Plus, you will be equipped with Coaching Toolbox & Strategies that you can use for life.

Note: PIC Bonus 60% cash back is available for this course. You will get back more than what you spent. Call 6225-1784 now.

POWER-PACKED CONTENTS INCLUDE:

  1. Myths and Truths of Coaching and Mentoring
  2. Benefits of Coaching: 6 times return
  3. Going to the root cause: Capability and Thinking Deficiency
  4. 5-Ways Coaching Success: Uncover Inner Drive, Discover Answers, Facilitate Doing, Audit and Ask Tough Questions
  5. Key Values and Skills of a Good Coach
  6. Six Steps to Coaching using GROW and GEUNIS models
  7. The Ultimate in Coaching: Changing the Being and How
  8. Giving Feedback and Turning Around Under-Performers
  9. The Toolbox and 6 Tools of Coaching
  10. Goal Setting and Helping people to Achieve their Goals
  11. Overcoming Difficulties and Stress
  12. What to Do When Coaching Does not work
  13. Self Coaching: 5 Power Questions to Ask Yourself
Bonus 1: Facing the Giants and Peaceful Warrior Strategies 
Bonus 2: 50 Power Questions to Coach Yourself
Bonus 3: Weekly Coaching Questionaire

Register at here

13 Nov 2015

Calling The Bluff in Negotiation

We teach people how to call the bluff in negotiation, but don't expose the bluff. The following 7 are the most common ways people bluff you in negotiation. Know the true meaning and be smart today! 
  1. "This is absolutely non-negotiable"  Deng Xiao Ping said this in 1979 to UK's Prime Minister Margaret Thatcher. This of course is a big bluff, for if nothing is negotiable, why do they come to the negotiating table?
  2. "We are not ready to discuss" Same obvious buff as above
  3. "We need to go back and study this and cannot commit to you now"  This bluff is actually to ask you to change your proposal. If I were to propose selling to them at $1, would they need to study and not commit now?
  4. "We understand your concern". This means they want you to understand their concern first 
  5. "We like your proposal very much..." What follows is a big bargaining!
  6. "Seems very far from what we expect"  This is a good bluff for they indicate to you they are going to negotiate and the difference is manageble
  7. "We need to leave now and let's fix another time for discussion"  What they mean is please give us a good proposal and we can agree immediately!
For those that want to learn more about how to negotiate in your sales, come for this newest course from USA:

SALES NEGOTIATION SUCCESS

WIN MORE DEALS AND BUILD LONG TERM RELATIONSHIPS
 
Date: 19 November 2015 Thursday 2 pm to 5.30 pm
 
Venue : The Plaza 02-346 7500A Beach Rd   
 
Fee: $298 each, $199 each for 2 and above, $149 each for 5 pax & above (No GST but with PIC Grant).
 
Are you still trying hard to close sales? Is matching the customer price your main sales negotiation method? How many times have you given up something without asking value in return? 
 
In this new Sales Negotiation Success workshop, you will learn proven strategies to overcome objections, increase acceptance to your proposal, and most importantly, open long term relationships
 
Focused around case studies taken from our business coaches in 26 countries, this course will impart you with powerful strategies that leap you miles ahead of your competition.
 
*** 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. The one blunder that people make in negotiation and how to avoid that
  2. What is Sales Negotiation vs. Sales Closing
  3. Concept of Win-Win-Win and exercise on how to get that
  4. ACT 5-Steps to Successful Negotiation: Preparation, Setting Limits, Process, Trading and Closing
  5. The top 25 strategies on the 5-ways negotiaton
  6. Dealing with Hot Button Issues
  7. What to Do When Negotiation Fails
  8. Andy 5 Keys to Winning Negotiation: Influence, Question, Trust, Subconscious Mind and Higher Purpose
  9. Calling the Bluff in Negotiation
  10. How to Negotiate when the price is fixed
  11. Quantification in Negotiation
  12. The ultimate in sales negotiation: living your dreams
 
* Bonus: 4 Case Studies
 
BOOK THE COURSE: SALES NEGOTIATION SUCCESS

1 Nov 2015

The Success System that Never Fails

(Find out the 6 keys to business success at here)
Have you ever asked yourself these questions, 
  • "Why do I have so much work?"
  • "Why is this happening to me?"
  • "I am not good enough, why they don't know this?"
  • "Why is my life so hard?"
  • "I should just give up, shouldn't I?"
If you are like most people, you have asked yourself the above questions many times in your life. Scientists said that we have over 60,000 thoughts every day, and 90% of our thoughts are repeated thoughts. So if you are repeating negative thoughts, you are telling yourself you are no good 54,000 times!
Doesn't it make sense that we should practice positive thoughts until they become a habit? Then we would have repeat success 54,000 times a day!
There is only one way that you can repeat positive thoughts every day - Ask yourself empowering questions EVERYDAY.  This is because your brain will find the answers to your questions without fail. Use the power of positive questions to direct the thoughts in your mind and you will take a huge step towards self mastery. The following 9 questions will empower you, repeat them EVERY DAY:
  1. What am I really grateful for and why?  This question will give you a sense of gratitude and serenity and calm any feeling of anger, hatred and delusion
  2. Who do I really love and why do I love them so much? Dwell on the face of someone that you love and you'll find that whatever you are going through now is worth it
  3. What is something that I am really excited about and why? Find something that you are excited about and imagine what it will feel like when that experience happens. This gives you instant motivation and inspiration. Your negativeness will disapear instantly
  4. What am I really proud of and why?  Think of something that you have accomplished that gives you a big sense of pride. Or think about people that are so proud of you and why they think so highly of you when you think lowly of yourself?  They must see something in you that you don't, or they must be more stupid than you
  5. How did I get to be so lucky? This may be a fake question for many, but if you repeat it enough, it will become real. The more you ask this, the more you will find evidence of how truly lucky you are.  For if you are stil alive, you are lucky enough
  6. What can I do today in order to create the future that I want?  This question is the key to opening the door to your dreams and keeping you focused on your goals. It is also your instant roadmap to success
  7. What will be great about today? Start every day off with this question and you will set yourself in a motion of greatness. Plant the seeds of greatness in yourself every day by asking yourself how will this day be great
  8. What are the best things that happened to me recently?  This question will remind you of the good things that happened to you and make you realize how lucky you have been
  9. How can I give of myself so that I can increase the joy of others?  This is truly a serving question. For the more you serve others, the more you will feel yourself useful.
By Andy Ng, Chief Trainer Coach at www.asiatrainers.com

The 6 Keys to Business Success

All businesses must have these 6 keys or they will not be successful and may just fail. The 8 keys are:
  1. Growth Mindset, not just meet the monthly cash payments. True entrepreneurs have a growth mindset which says, "Let's make this a 10 billion-dollar company", even though now the company is making only 1 billion dollar in sales now. 
  2. Passion for the Business. You have to love the business, your business products, your business partners and what your business stands for. Businesspeople run business to make money, while entrepreneurs run business because it their life's passion and they cannot don't do it!
  3. Look for New Opportunities. This means making waves and not becoming stagnant. Often the best opportunities come in the form of problems, and true entrepreneurs welcome problems. Like now the biggest problem is pollution, and true entrepreneurs sell products that make people healthier to cope with the pollution. 
  4. Have a Strong Why. Entrepreneurs do not just run a business to make money. They have a strong why, which pulls them forward.  A strong why is the gel that glues the team. Without a strong why, you have no strong reason to succeed. A common strong why for entrepreneurs is to make a difference and create waves that nobody has done before
  5. Vision. A vision is a far picture, usually more than 5 years. Because of the far picture, entrepreneurs can see beyond the current pitfalls and problems. They know that any decision make today will impact the business long term. That's why entrepreneurs are so far-sighted, they don't just look at the quarterly or yearly profit or cash flow. A good example of a business with long term vision is Jeunesse Global. The founders, Wendy and Ray, have a vision to do charity, that's why they make big profits and donate the huge profits to charity.
  6. Leadership. True entrepreneurs are leaders. They don't just follow the fad or do what's hot now. They lead the market, the industry, customers, suppliers and team members. Most importantly, they lead by example. 
If you too want to succeed in your business, come for a free seminar where you will be taught on how to start and succeed in your own business with less than S$300 capital. The coming talk is on Tuesday 3 November 2015 7.15 to 9.30 pm. Venue is at Suntec City Level 4, Room 404. Text to Andy at 65-8201-4347 or email to hpa88@singnet.com.sg now!