Business and Money Tips

Most salespeople are very good in solution selling.  They find out what customers want and give them exactly what they want. For example, if the customer wants to hang a picture on the wall, they will sell them a drill.  A very good drill.  That is the problem.  The customer does not want a drill. He wants a hole.   Apple did not in 2007 give us customers exactly what we want. If so, we would be using iPhones with keypads with detached batteries and external storage cards. Instead Apple challenged its customers and give them beyond what they need. Apple used the Challenger Sale Method to create limitless enjoyment for its clients, and in turn make limitless money. To find out more about how you can dominate, not compete in the market and embark on 25 sales strategies , come for this newest sales course Cracking The Sales Code... Cracking the Sales Code (new) Date: 29 April 2015 Wednesday 9 am to 5 pm Venue: 75...

You as the manager must help your sales team overcome their challenges or they will be drown by them.  The top 10 common challenges in sales include: Prospect has just bought from your competitor  Your pricing is too high to be considered  Your people are not aggressive enough to close the sale  Prospect has no money  Prospect has no time and mood to take a look at what you have Your supply is a problem: how to look for new customers?  Other than pricing, your delivery lead time is too long, specifications unattractive and credit period too short  Your sales team lacks motivation  Prospect only look at price and sees no value  Why Bother? Either Resign or Resigned to fate! Now these and other challenges are all overcome in our newest course: Cracking the Sales Code Date: 29 April 2015 Wednesday 9 am to 5 pm Venue: The Plaza 02-346, 7500A Beach Road (inside Parkroyal Hotel building) Fee: $398 each, $299 each for 2 ...

(Watch all FAQs on Sales at www.youtube.com/AndyNgCoach)  Latest: Challenger Sale method (details at here ) outsells the other 4 methods by a factor of 3 to 1: How do I sell to people that don't want to buy? Do I have to match the customer's request for lower price? How to sell when the market is down? What are the ways that I can do sales follow-up successfully? What to do when I don't know how to answer customer's questions? How to reach the decision makers? Since selling is about adding value, how do I add value when the customer knows all? Where do I get new customers?  How do I do prospecting? Since sales is about adding value by solving problems, how do I solve their problems and still make my sale? Which is more important: knowing what I sell or know about my customer? These and other seldom asked questions are answered in this newest course:  Cracking the Sales Code  (new) Date: 29 April 2015 Wednesday 9 am to 5 pm Venue: 7500A B...

Most sales trainers centred on one core teaching: you must understand customers' needs and sell them solutions to their needs.  Many sales training in Singapore and Asia teach people to ask better questions, like probing questions, financial questions, hypothetical questions, follow-up questions and open-ended questions so as to get the sale.   The idea is that if we just dig deep enough, we will find gold. This sounds very good, but does it work in real life?  Do people buy based on needs?   What if customers don't know what they need?  Like before Apple launched iPad in 2010, you cannot get anywhere if you ask questions on what type of tablet they need.   To me, the customer's single greatest need is to figure out exactly what they need.  So a better sales technique is to tell customers what they need.   Sales champions win not by understanding their customers' needs but by knowing customers' needs better than the customers thems...

According to best-selling book "The Challenger Sale" author Matthew Dixon, most salespeople are very hard-working, some are relationship builders and the rest are passive problem solvers.  But few of them are able to out-perform over a sustained period. (You can read a 5-minute summary of his book at here) As we know, pure consultative selling based on relationship building does not work anymore for large sales, complex sales and sales to MNCs. This is because of corporate governance. Other than that, most buyers now little power for the actual decision-making is vested in a committee that does not even want to see the salesperson. Those that were trained in consultative selling often end up providing free service to their prospects as they lose control of the sales situation and the prospect end up buying from another vendor.  The hardworking salespeople do close many sales, but they often get burnt out beca...

Often during our sales courses people ask me what's the number one skill of a successful salesperson.  It must be assertiveness. Assertiveness is not to be confused with aggressiveness.  When you push your customer to buy based on your own reason (like you have to hit your target), you are aggressive. But when you push your customer to buy because it is in the customer's interest to buy, you are assertive.   There are 3 steps to be assertive in your selling: Step 1: Teach Here you teach your prospect not just about your product's features and benefits but challenge his assumptions .  You also teach him how to take action base on what he desires. Your teaching must offer an unique perspective and must be a two-way communication .  That means asking questions and listening Step 2: Tailor After the prospect is taught on what is the right way to do things, you tailor what you have to what he desires.  It means that you have to a...