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...

Two biggest headaches in sales: how to overcome sales objections and where to get new customers? Your company can advertise heavily and send your team to a multiple-day or weeks long business school. Smart companies know that the reason why the sales team is not performing is not due to lack of education but lack of push.  How to push your salespeople everyday? Wouldn't they sick and tired of the same message from the company? Why not out-source to us. (see video at here ) We at www.asiatrainers.com   have been doing business coaching and executive coaching (on a one-to-one or small group basis) since 2001. Typically people start with training. This training, which was last conducted to Vitagen in February 2016, has received raving reviews. You can check us out at www.youtube.com/AndyNgCoach/videos   For a limited time until 14 March, if you register 5 pax, you will get 50% fees reduction, plus 1 pax free. Check us out by calling 6225-1784 Idah or v...

Why people hate salespeople? Because they always do the following 7 things: They talk about their products and services without first finding out what customers need and want They use proof sources (like case studies, testimonials, white papers and even demonstrations) when the customer feels that his situation is very different from those they cited Their values and visions are out of sync with the customer, e.g. talking about saving money when the customer’s priority now is not enough time They like to talk down to customers by saying that their should not have bought from other vendors They are always so nice before the deal is closed. After collecting the money, they are always so busy Salespeople are money minded, they think in terms of how much they themselves earn and not the client’s interest They think they know a lot, and seldom go for training, for they see training as a waste of time and prefer to sell to earn money. They did not realize that by not improving on th...

Imagine your company has just launched the newest product that has killer features. You were so excited and went out all the way to inform everyone about this. Yet one by one, your customers started to give you objections and rejections. It seems that your customers are only interested in price and nothing else! Should you give up or go back to improve your product further?  Or do you improve the way you sell? If the above scenario describes you and your company, you are doing what my mentor Andy Ferrari Norman said, hard selling.  As much as 80% of salespeople do hard selling. We all know that hard selling only produces hard rejection or hard objection from your customers. What you need to do is Heart Selling. How to sell from your heart?  Do you have to go out and cry to get sympathy buys?  Truth be told, the best way to do heart selling is to simply consult the customer, that is, do consultative selling. Consultative Selling is defined as heart selling ...

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.  Relat...

One of the most crucial job of a sales manager is to ensure that the business has a constant supply of new leads or new clients.  This is because we know that there is a natural attrition rate of 20% every year,  that is, 20% customers going away every year even if we do nothing wrong.   Chasing new business is often thought of by many as something to be done by marketeers and bosses.  In reality, getting new business is easy.  But it is even easier not to get any new business.  This means we get our customers to do the selling for us, or use referrals.   You see, the difference between a promotion and a business is simple - when you have to go out and find yourself another customer, what you have is a ongoing marketing promotion, not a business.  A business is where you buy a customer and then sell them many things over and over again, that is, you have an ongoing income stream. How to have an instant Referral System?  There are 5 elem...

Latest news this week: Samsung's 3rd quarter 2014 sales and profits plunged by more than 60% from the previous year, and has basically given up all the gains the company made in 2012 and 2013.   The rate of Samsung's drop is exactly the same as Nokia in 2009: its sales and profits drop by more than half when the overall market size is growing at least 30% annually. According to Samsung, its market share for smartphones now stands at less than 24%, compared to 35% in 2013.  Samsung attributed the drop in business to the onslaught of cheap smartphones from China (like Xiaomi and Lenovo) and the success of Apple's iPhone 6 on the higher end of smartphones.    So is it true that your competitors take away your business?    We know that even if you half your price, you may still not able to beat your competitor.  (read  here  for explanation) The fact is if you look at the models introduced by Samsung in 2013 and 2014: they are all  ite...

You work hard and give your prospects good presentations. You also go the extra mile and put customers' interest first.  Yet to your dismal you discover that no matter how hard you sell, they simply won't buy.  Why? The reason is people don't buy what you sell, no matter how good or special your goods and services are.  People don't even buy the benefits of what you sell.  People buy base on one and only reason: their reasons.  Until you can satisfy any of the following reasons, they just don't buy.  This is the biggest secret you're going to learn.   The reasons that customers buy may not be the reasons that you sell .  Know them, and you will be able to even Sell Ice to Eskimos (click here for details).  The reasons customers buy include: They buy from you because they need to diversify their supply base You offer On-time delivery or just-in-time delivery They buy to fulfil their needs (internal or external)  You sell Quali...

You see, 99.9% of businesses are organized in this way: get the product or service and work out how best to sell them. At Asia Trainers, we coach our clients on a different platform: Sell what you have in a very  different context , like Ya Kun Kaya Toast. Many bosses train their people on a 'as needed basis', if they find that they are lacking in negotiation skills, they will send fhem to a  Sales Negotiaton Success  course.  Smart bosses train their people on a 'get ready' basis.  They over-train their people, and yet they know that they are making good money from training, because of PIC 60% cash back from the government. To find out how to make 27% ROI on your training, read this  article . Many sales courses today focus a lot on motivational aspects, they teach people how to get high and do the impossible.  At Asia Trainers, we get our participants to  not go high but go low: go to the lowest common factor and see how you...

Sales is a noble profession. You need to learn to do the right thing to get the right results. Learn from the experts, people who have trained 38,181 people in 13 countries.   One truth that stands out: your best customer is always someone's else top prospect!  There are few virgin customers (customers that have not bought before).  So you need to ask questions to get people to switch their vendor to you.  Read this article at here . Before you can sell anything to anybody, you need to sell yourself on these 9 points first: If you're not sold, no one else will be either If you have no prospects to sell to, you have no prospects in this trade. That's why you must prospect continuously Being trusted is more essential to being liked.  (Too bad Facebook has no 'Trust' button) The Sale is all in the questions (read this article on 'Questions are the Sale') Selling is about providing solutions, not providing people with your goods and services Every s...

A good salesperson is one that sells on higher price, on higher frequency and with more repeat business.   Even if your selling price is higher than your competitors, you can still beat your competitors if you know   how to add value to the customer .  The top 7 ways to sell on higher price include: Have Things that Few People Have - be it special service, b etter Technical Support,  Longer Credit Terms or Higher Credit Limit or  Unique packaging or limited edition versions  Totally Enthusiastic Salesperson Serving the Customer - fast prompt response, entertainment, listening, patience, problem solving, courteous service and go extra mile service Top Management Serving the Customer - imagine if the Prime Minister of Singapore serves you, price is no longer a concern, right? Novelty factor , like iPhone 6 Plus (click here to see how you too can copy from Apple even if you are not from Samsung) Strong Product Differentiation or Customization of...

The 8 good habits of highly successful salespeople are: 1) Right Understanding 2) Right Thought 3) Right Speech 4) Right Action 5) Right Livelihood 6) Right Effort 7) Right Mindfulness 8) Right Concentration Good Habit # 1 – RIGHT UNDERSTANDING Many salespeople work hard but cannot make it in sales because they have a wrong starting. A good start in sales is to get RIGHT UNDERSTANDING. RIGHT UNDERSTANDING means correct understanding, the best understanding, understanding that is true, understanding that is not half-true or half-false, but is the very best and most complete understanding you can get. Unless you first get RIGHT UNDERSTANDING you cannot make right use of the other 7 good habits. For example, salespeople who understand that it is to their own benefit to learn selling techniques would want to work hard to learn more and sell better. When you sell well, everyone will be happy, including your employer and cust...