Business and Money Tips

Mention the words 'hot buttons' and most salespeople who have gone through the usual sales training will tell you, 'emotional hot button'. But we know that human beings act base on emotions 80% of the time, the other 20% of the time we act on logic.   So hot button selling is not just emotional selling.  Three Steps to Finding Your Prospect's Hot Button  1. Let the prospect talk Just let people talk. Be patient. Be interested in listening to them.  It is easy to find your prospects' hot buttons once you have gained their interest. Let them enter the conversation and invariably, they will "spill" the hot button of the moment. When someone walked into my education centre, I do not ask them "What course do you have in mind?"  I just simply say, "Hi, welcome to our centre, how's your day?"   Once the exchange of names is over, I go straight into the point by asking them a simple question, "If you have one...

"I want you to train my salespeople to become powerful closers better than the insurance people." "Can you train my sales team and get them to increase their closing rate?"  "Andy, I want you to come and train my sales guys on how to hit and exceed their sales targets"   The above are the three most common requests I hear from my clients and prospects.  It seems that in this weak economy, every company wants to focus on sales and they think that sales training is the fastest way to increase sales.  But is this true? As a full-time trainer, consultant and coach since 2001, having trained tens of thousands of people in 15 countries, my answer to the above questions is simply, "Yes".   But we know deep down inside that sales training is just one aspect in sales. For a company to increase its sales, there are 5 major factors. Macro environment: Is the industry going up or down? What stage of the product or industry cycle are we in? Are w...

Whenever we work on something important, something that is out of the ordinary, or something that is not our daily routine, we will encounter one and only thing - resistance. Regardless of how experienced or prepared you are, you will bump into this wall of resistance. With resistance all of a sudden your fire blows off and you are back to where you started - no progress. Sounds familiar? Many people hate resistance and think that resistance is the cause of their failure.  However, if you understand Yiqing, you'll know that resistance is a natural thing. Like a magnetized needle, resistance will unfailingly point to the north, meaning that calling or action it most wants us to stop doing.  That's why we can use this resistance as a compass. Instead of letting resistance stops us from achieving what we want, we can let resistance guide us to our calling or purpose.  Today I shall share with everyone the proven 8 ways to make resistance work for us: Don't thin...

By now the Pokemon Go craze has swept the entire world except Iran. For those that may not be familiar, Pokemon Go is a free mobile game available since July 2016 that integrates your location service with your camera.  To play Pokemon Go is very easy: you just have to look for Pokemons that could be hidden in your everyday life, like your garden, park or even office.  When you find and catch them, you will be recognized in the world. You will be motivated to go to the next level and find further joy!  In short, Pokemon Go combines social interaction with individual patience and alertness to win not points or money, but recognition. I had my very first game on Saturday 6th August 2016 in Singapore. I only played for 5 minutes but on Sunday, I caught a Pokemon sitting at the 7th month dinner table that I was attending. The strange thing is that when I moved across the table, the Pokemon was gone!   Three Reasons Why Pokemon Go is So Popular and How ...