Instant Translate

25 Apr 2016

How to make $1.68 million extra profit from One Employee

The Unbelievable $300 Training that Gives $1.7 million profit in a year

everyone knows training pays, but is the return really infinite? I design this '4-Ways Training Leverage Chart' to illustrate how training pays:

(the highlighted lines are the areas that training works on)
No. of hours work
        x
Output per hour
        =
Output
        x
Quality of output
        x
Value Add
       =
Employee Value

Now let's put in some numbers:
No. of hours work is 40
Output per hour is 100
giving me output of 4,000 units
If the quality of each output is 80% and the value add is $10, the employee value is simply 4,000 x 80% x $10 = $32,000
Suppossing the training increases this employee's productivity by 10%, all the highlighted numbers above will increase by 10%:
No. of hours work              44
x                                         x
Output per hour                110
=                                        =
Output                             4,840
x                                         x
Quality of output               88%
x                                         x  
Value add                         $11
=                                        =
Employee value               $46,851
As can be seen, there is a 46% increase in employee value if the training merely increases each area by 10%
What happens if the training increases each area by 20%?  The result will be:
No. of hours work              48
x                                          x
Output per hour               120
=                                         =
Output                            5,760
x                                          x
Quality of output             96%
x                                          x
Value add                         $12
=                                         =
Employee value            $66,355
There is an increase of employee value by 107%, i.e. more than double. Note that the Employee Value increases by $34,355. If your training costs you $300, your Return on Training is $34,355/$300, giving you 114%. Isn't this return huge? 

But bear in mind that we are only talking about a week. If there are 49 weeks in a year, your return in a year is $34,355 x 49 = $1,6833,395.  Your Return on Investment is $1,683,395/$300, giving you 561,113%. Isn't this return close to infinite? 

Written by Andy Ng, Chief Trainer Coach at www.asiatrainers.com.  Andy specialises in success-basis traning in the areas of sales, customer servie and leadeship. Contact him at 65-8201 4347 or email to andy@asiacoachingtraining.com now! 

24 Apr 2016

How to Live Wholesomely in 7 Wholesome Ways

When we say that a food is wholesome, we mean that it is healthy, conducive and generally sound.  Same for thoughts and actions, for they can wholesome or unwholesome.  

It is not the act that is good or bad, but it is the act's wholesomeness that will determine if that act is good or bad.  

For example, if you are sleepy and tired, sleep is wholesome.  But if you sleep whole day, sleep will become unwholesome and thus no good.  If we hurt someone and regret it, that regret is wholesome.  But if your regret leads you to a guilt complex that colours whatever that you do in future, that regret is unwholesome. 

In the same vein, when our thinking helps us to see clearly, thinking is wholesome.  But if our thinking is clouded by prejudice and inhibits us from seeing clearly, that thinking is unwholesome.  Here are 7 ways that we can can live more wholesomely everyday:
  1. Start with the right intention: is it only for our own good and not for others?  For example, if you scold someone, is it for you to vent your own anger or is it to get that person to wake up?  Intention determines everything.
  2. Eat wholesome foods and avoid unwholesome foods
  3. Breath in and out wholesomely, which means have slower and more calm breadths
  4. Expose your mind with wholesome things like positive words and phrases, uplifting stories, inspiring experiences and healthy ideas.  Be on the guard for unwholesome thoughts so that they will never enter your mind.
  5. Appreciate what you have now instead of complaining what it should be now.  Appreciation allows us to see the good in what we have now and from here we can develop wholesome thoughts and actions. 
  6. Work on improving yourself everyday.  One of the best way to do this is reflection: what have I done today that is better than yesterday?  If by 9 pm you still cannot find it, start doing it now.  This could be a new learning, care and love for someone.
  7. Serve or Help others.  Service to others is life's highest purpose, for the inner happiness that you derive from helping or serving others is second to none.  This must be the wholesome act that is beyond yourself. 

23 Apr 2016

SkillsFuture 2-days Negotiation course with zero cash

A Simple Way to Handle Rejection

We human beings are social animals. Although we like to focus on ourselves a lot, we actually focus on other people a lot. Not that we notice and care for other people, we only care about how other people think about us. So if we are liked by people, we feel great. On the other hand, if we were to be disliked, ignored, hated, rejected or even dejected by others, we have a end-of-the-world feeling. 

In short, we live in communities and socialize with others. We yearn for recognition and acceptance by others.

What happens when we are rejected? You know the scenario: your great idea got rejected by the people that you love the most, your closed friend. You are now lost. How can you turn this rejection into an injection of confidence?

Learn this tactic and you will never have any rejections in your life again. 

See the rejection as a way of negotiation and you can always negotiate anything you want in your life.

Negotiation is simply taking the rejection as a request for us to give people something. You just give them something and ask a question: how does this fit in with what you had in mind?

For example, my customer said no to my proposal. I ask him a 'what if' question.  If he still says no, I ask another question: what would it take for you to say yes to me?  He will now be hard pressed and have to give me a non-no answer, like "give me some time to think about it". And we simply fix the time and follow up with him using the above process all over again.

By Andy Ng, Chief Trainer at www.asiatrainers.com

22 Apr 2016

How effective is using Aggressive Rewards to Ramp Up Sales?

Without lowering your price and spending more advertising, we coach and teach our clients how to increase their sales by 79% in a year with the following 7 Winning Sales Strategies:
  1. Tiered Incentive for the Team, whereby the sales team will be incentivised for their efforts, both direct and indirect efforts. Their manager too will be rewarded when their team does well, like given a matching commission.  For example, if the salesperson earns 4% commission, the managers is getting 20% of that 4%.  If the sales team achieve a higher level of sales, their commission too will be step-up.
  2. Step-up Incentives for Customers for staying with the company (Loyalty bonus), pre-pay bulk purchase (but delivered over time) and incentives for introducing customers
  3. Weekly Training for the Sales Team, coupled with mid-week one-to-one coaching
  4. Increase Average Dollar Sale, primarily with bundled selling, up-selling, cross-selling, add-on sale and down sell.  For the 36 stratagems on this, read this article
  5. Aggressive Prospecting ,whereby each prospect will be asked to refer 3 prospects if they do not end up as a customer
  6. Regular Promotions, whereby customers will be pleasantly surprised with the perks and extra discounts they can get on a regular but not fixed intervals
  7. Big Bang Events, which will create a wave of interests in the company's products and bring in new prospects.  The sales team will also get a chance to meet up with the customers and serve them with food and drinks.  

SALES AND CUSTOMER SERVICE POWER

COMBINE EXCELLENT CUSTOMER SERVICE WITH SALES STRATEGIES AND ACHIEVE UNBELIEVABLE SALES

 

Date: 25 May 2016 Wednesday 9 am to 5 pm
 
Venue : The Plaza 02-346 7500A Beach Rd   
 
Fee: $398 each, $299 each for 2 and above, $199 each for 5 and above (with PIC 60% grant)
 
Your team has 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: Lack of Service
  2. Problem with most customer service and technical support staff: never sell
  3. How to Achieve Unbelievable Results when you combine customer service with sales
  4. The Five Most Elements in Sales - Prospecting, Marketing, Selling, Transactions and Wallet-Share
  5. How to Double Your Sales by just 10% Increase in Each Line and top 25 Strategies
  6. Top 10 Customer Service Strategies on the 5 Ways
  7. The Sales Process from Needs to Closing 
  8. Service From the Heart: what it Means using the Law of Connectioni
  9. Overcoming Objections in 15 Key Ways and another 68 methods
  10. Dealing wth Service Challenges
  11. Jeffrey Fox Power of Dollarization
  12. Ladder of Loyalty from Suspects to Raving Fans
  13. The Ultimate in Sales: Transform Your Customers' Live
 
Bonus: Sure-win Scripts to Close Every Sale and Service Customers
 

BENEFITS:

  1. Higher Sales without Lowering Your Price
  2. Better Service without Increasing your Cost
  3. More Motivated Team without Increasing their Pay
  4. Higher Profits and Happier Team without Fuss
 
*** 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!
 

FOR WHO TO ATTEND:

  1. Managers and Directors in Customer Service and Sales
  2. Executives in Sales, Bus. Dev. and Sales
  3. All Support Functions Executives and Managers
  4. Self-employed people in Insurance, Banking and Real Estate
  5. Retail Industry personnel
 

THESE ARE WHAT SOME OF OUR CLIENTS AND PAST PARTICIPANTS HAVE TO SAY:

Interesting and refreshing, a wake-up call. I now know how to get more sales without incurring higher cost. AndyTheCoach at www.asiatrainers.com is the best in this topic!
David Lum, GM, Francois Marine Pte Ltd
 
I learnt about how to identify gaps and capture opportunities for growth. Thank you AsiaTrainers.com and your 368 strategies!
Patrick Koh, Manager, Leong Hin Foods Pte Ltd
 
Learning about AndyTheCoach concepts and strategies has helped me to increase my sales by 41%. I have attended 12 courses this year!
Wan Siew Onn, Sales Director of a software company
 

PROFILE OF ASIA COACHING TRAINING

Sales Coach Andy Ng has 28 years experience: He started doing business at the age of 5. Since 1996, Andy has trained over 81,413 people in 14 countries. His Magnetic Selling DVD and e-book SUN ZI FOR SALES have sold hundreds of copies in 5 countries. Asia Coaching Training was, from 2001-2007, the licensee for Action International in Singapore. The clients trained by Andy include SingTel, SIM, Manulife Financial, Walton International, DBS Group, M1, Yakun, BreadTalk, Hewlett Packard, IBM, Gillette, F & N Foods, Kaplan Asia and Teleperformance Asia. Visit our blog atwww.andyngtrainer.blogspot.sg and see him in action at www.youtube.com/AndyNgCoach
 

ENQUIRIES:

Ms Idah at 6225-1784 or Andy at 8201-4347 Email to hpa88@singnet.com.sg.

BOOK THE COURSE: SALES AND CUSTOMER SERVICE POWER

13 Apr 2016

Give Me More Salary And I'll Be Happy

Surveys after surveys showed that more than half of people at work are unhappy.  Just look at the many gloomy faces on the morning MRTs and it's obvious what I'm talking about. 

Many people work just for money, and some work to support their mortgage, families and the ever rising expenses.  To me, people are unhappy due to 3 mis-understandings:

1.  Conditional Happiness  
"I'll be happy if I get promoted or I get the job at Google".  In this thinking, the grass is always greener on the other side. People will, instead of making the best of what they have in their current career and enjoying every moment of it, look for the next happiness.  Because of this, they are distracted from the present and thus cannot do their best.  Without doing the best, how can they produce good work and have a rewarding job?  

We know that such pursuit is futile because the perfect job does not exist.  Even if it does exist, it cannot last. 

The Solution?  Make Your Current Work a Reward, Not a Place for Rewards.  Find Happiness in whatever you're doing and you'll be happy at work.

2. Regret for the Past 
In Singapore, people often regret not buying property earlier.  Many regret choosing their life partner. My friend even regrets buying Samsung Galaxy S6!  

The most common regret at work is not taking the right courses earlier and thus lose out on promotion opportunities due the lack of skills and knowledge.  (For what a good training program should cover, visit www.asiatrainers.com).   

We know that regret brings tears, for we cannot do anything to things that have happened, good or bad. It makes us guilty, makes us miserable. It is useless to regret because we cannot turn back the clock.  This is because time is like running water, we cannot touch the same water twice.

The Solution: Stop Regretting.  Start Doing. 

3. Worry for the Future
Interview any management personnel and they'll tell you that job security is at its worst for people at the top.  In fact, many executives  also have to worry for their organizations' worries, like cash flow, profits and staff leaving.  No wonder they have so much white hair and wrinkles on their faces! 


After doing something, we are anxious about the outcome.  We are afraid of losing what we have, and if we don't get what we want, we suffer. The constant worries include the state of the economy, terrorism and China's economy hard-landing.

Statistics show that out of 100 things that we worry about, only 5 or fewer will actually turn out badly.  Is it worthwhile worrying?  Since worry cannot solve any of our problems, why worry?  Worry only cause unhappiness and bring fear.

The Solution: Stop Worrying and Start Working. 

So my friend, you too can be happy at work from now onwards.  As what Dale Carnegie said, “Happiness has nothing to do with who we are or what we have. It is related to our thinking and perception.”  Happiness is a state of mind, it has little to do with what we have or who we are now. So if you want to be happy, just be happy. It's that simple.  Period. 

6 Apr 2016

Hot Button Selling

Find their hot buttons, press their hot buttons, we have heard these thoughts before; but what do they mean? Is it to say that as a salesperson you should try to discover their primary areas of interest? How do these hot buttons help you close sales?  What is a Hot Button?

Hot button is not to be confused with Benefits or Emotions, nor is it about Fear and Force. In sales, a Hot button is a Trigger that once activated, the person will not go back to the original state of mind. This means that when you press the hot button, a sale will result. You do not need to close the sale as the sale is already yours.

Note that different people have different hot buttons, and they too differ at different time. Also note that You as a Salesperson is also a hot button, the same goes for your company marketing, branding and positioning.  As I learnt from Barry Feig: author of best-selling book Hot Button Marketing, there are at least 14 hot buttons:

#1: Hot Button, The desire for control
Control is one of the strongest Hot buttons. People want to make their life better. Loss of control is synonymous with a fear of the unknown.

Companies like control as well. They prefer to stay with suppliers they can trust rather than shopping around. They feel like they are in control.

#2 Hot Button, I’m better than you
People are willing to pay dearly to enhance themselves in the eye of their peers.

People won't admit that they buy a product on status appeal. As with most hot buttons, consumers aren’t aware that they are buying products based on snob appeal.

#3 Hot button, The excitement of discovery

#4 Hot button, Revaluers

  • Revaluers are a segment of the market that is self motivated, self-directed, and self focused.
  • Don’t sell to them, Allow revaluers to make their own purchasing decisions.
  • Revaluers focus more on the experience of buying a product rather than the products. Whole Foods is an experience.
#5 Hot button, Family Values
The hottest of hot buttons: Disney World and the entire Disney brand sells family values.

#6 Hot button, The desire to Belong

  • People are social animals. Emotional connections are critical.
  • We all long to be accepted. This need to belong is all wrapped up in our sense of personal and physiological well-being and our sense of personal worth.  Athletes when they retire never talk about their accolades that they will miss. It is always about the camaraderie in the locker room that they will miss. Being with the others.
#7 Hot Button, Fun is its own reward
  • People have a fear of boredom. People want to be stimulated.
  • Most sales are made when the sales people take the clients out. The feeling people get when they have fun is more important than the product. People want to have fun.  More deal are done on the golf course than in the boardroom.
#8 Hot button, Poverty of Time
People have more time than ever before, but they tend to use all the time they have.

#9 Hot button, The need to get the best that can be got

  • Harley Davidson motorcycles have a tendency to breakdown, but people still covet them. Same as jaguars.
  • Self satisfaction is most important to this person since it fulfills a private dream and the reward is inner gratification.
  • The best that can be got is beyond money, beyond power, it is a feel good thing.
#10 Hot Button, Self Achievement
  • People always want to become better. Feeling good is the heart of success. It’s the ultimate in self achievement and success.
  • Self achievement is a major goal for people. Find out what the deepest desire for your product is.
  • Psychologists know that as adults we seek praises from our bosses as much as we seek a good paycheck.
  • The strongest word in the human language is a person's name. The second strongest is you.
#11 Hot button, Reinventing Oneself
Most often people don’t change unless thy are uncomfortable.
Dissatisfaction with who people think they are, their role in life, or economic dissatisfaction forces people to take inventory of themselves. They want to fix it.

#12 Hot Button, Make me smarter

  • People want to think they are smart. People want to know more than their peers, neighbors, and friends
  • Knowledge brings a feeling of empowerment and enables consumers to make better buying decisions.
  • Does your product do one of these things for people? How many of these does your product do for your customer? Entertain, To make better choices, To improve ones life, To learn something new, To keep ones mind sharp, To hope, To build self-confidence, To discover alternate plans that can be followed when Plan A doesn’t work.
#13 Hot button, Power, dominance, and influence
  • In middle management you sell by what's in it for the middle manager (secondarily the company). It could be a promotion, more money, or an in to more power. It’s up to the sales person to make the middle managers look good. Middle managers tend to buy things that increase their personal dominance and may help them look good to higher-ups. 
  •  Upper management usually wants products that are good for the company, because in their minds they are the company.
#14 Hot Button, Wish Fulfillment
  • Find out what your prospects want and how to fit that into their dreams. Help them get what attainable.  The advertising industry exploits wish-fulfillment by suggesting an association of their product with a specific desire (good health, attractiveness, or power)
  • Sell the results of the dream not the dream itself.  The most common wishes are for friends, happiness, health, marriage, money, success, self-improvement, and to help other people. More men than women wanted sex and power. More women wanted happiness, a better appearance, and greater health.
HOT BUTTON SELLING (new)
Learn how to Use Triggers to Get People to Buy Happily NOW
Date   :  22 April 2016 Friday,  2 to 5.30 pm
Venue : The Plaza 02-346 7500A Beach Rd   

Fee: $298 each, $199 each for 2 & above; $149 each for 5 & above (with 1 Free Seat)

In this new but highly impactful course, we will reveal to you the secrets of hot button selling. Centred around successful sales to over 81,131 people in 14 countries, we show you the step-by-step process to get you to the sale, Plus, you will also learn how to NOT let your prospect hit your hot button.

This sales course is for salespeople who want to get the sale RIGHT NOW and HERE. It is not for people who want to just learn and do not put into practise. Come for this course if you too want to achieve success in your sales.

Note: PIC 60% Cash Grant or PIC 400% Tax Deduction is available for this course. Call Nisa at 6225-1784 or text to Ng at 8201-4347 for details
Power-packed Contents Include:
  1. Problem with most salespeople: lack of trigger
  2. Definition of Hot Button, how it differs from Features, Advantages, Benefits, Fear, Emotions & Logic
  3. The 3 Types of Emotions that Trigger People to Act
  4. 5-Ways to Trigger Hot Buttons: Uncover Problems, Trigger Pain, Intensify Pain, Create the Heaven and Give them the Pay-off Now
  5. Top 25 Strategies on the above, including role play and case study
  6. Dealing with Prospects that hide their emotions
  7. The Importance of Dao in Hot Button Selling
  8. The Ultimate in Hot Button Selling: Creating Raving Fans 
  9. Bonus: Using Lee Kuan Yew Strategies to Sell the World

3 Apr 2016

Surprised! These 7 Skills Trainers Don't Teach

Trainers teach trainees many skills but as a full-time trainer since 2001, I realize that the following 7 skills are not taught in most training programs, including SkillsFuture courses. But they are so important that if you know them, you will turn yourself from stress to success.

1. Be Lovely
People teach you to love others, but if you are lovely, people will love you and this will make your life much easier.

To be lovely is not just to be cute, it is also about being open and generous in receiving love. Like I always enjoy being praised because people think I am lovely from the pictures that I post on my Facebook.

2. Sleep at Work
Sleeping at work means knowing when to let go and be 'not conscious', and pretending not to know when you know everything. That to me is mastering work! 

3. Time Squeezing
Effective time squeezing is in, time management is out. Time squeezing is to make use of tiny pockets of time (less than 2 minutes) to do useful things like updating your Linked-in posts, congratulate people on WhatsApp (I am at 65-8201 4347) and posting a short 1 minute video in 2 minutes using Magisto app.

4. Asking for help
Knowing when you need help and ask for help is surprisingly difficult to learn and do because no one wants to be perceived as weak or incompetent.

But a recent study from the Harvard Business School suggests doing so makes you look more, not less, capable. According to the study authors, when you ask people for advice, you validate their intelligence or expertise, which makes you more likely to win them over.

5. Shut up
There are many instances when keeping to yourself is the best course.

Keeping your mouth shut when you’re agitated is one of the most valuable skills to learn, and of course, one of the most difficult.

6. Resisting gossip
One of the easiest ways to lose trust in relationships is to gossip about people behind their back.

Learning not to gossip is hard because it means distancing himself from influential people, and awkwardly having to tell people, “Hey, sorry to interrupt but I really don’t need to know that, could we talk about something else?”

7. Mastering your thoughts
All that we are is the result of what we have thought. If a man speaks or acts with an evil thought, pain follows him. If a man speaks or acts with a pure thought, happiness follows him, like a shadow that never leaves him

The mind is everything. What you think you become. In order to live rightly, you must fill your mind with “right” thoughts.

Your thinking determines your actions; your actions determine your outcome. Right thinking will grant you everything you desire; wrong thinking is a vice that will eventually destroy you.

By Andy Ng, Chief Trainer Coach at Asia Trainers, visit him at www.asiatrainers.com and watch him in action at www.youtube.com/AndyNgCoach/videos