Business and Money Tips

Everybody has their own mountain to climb.  For some, it is to reach the top of their career, for others, it is to become rich and famous.  Whether you are working for others or working for yourself, learning how to sell is one of the fastest way to climb your own mountain.  For if you cannot sell your idea, how are others going to help you succeed?   Selling skills is not just for those who sell for a living, we all sell for a living, for selling ideas is the most common form of selling. Even animals like dogs and cats do sell, otherwise how would their owners know when they want to eat?  Now you can learn how to sell like a professional with skills like "Asking Yes Questions" and "Objections as Impetus" methods.   SALES POWER (1-day) Master Selling Strategies and Increase Your Sales Income Date   :   29 Jan 2015 Thursday  9 am to 5 pm) Venue :  The Plaza 02-346 7500A Beach Rd    Fee: $398 eac...

You see this all the time: the salesperson does his job well in the sales presentation.  The prospect too showed much interest in what he has.   Everything seems to be smooth, until the prospect said "No" and the salesperson simply freeze.  This is the Frozen moment . Fret not, because an objection is not the end of the world.  Unknown to many, a sales objection is simply an indication that the prospect has interest in what you have. Otherwise, why would he want to object you?  It is also a sales negotiation process, and you need to win it over with tact. The way to handle the sales objection is to take it easy, using our EASE method: E mpathy, A sk Questions to clarify, Serve the S olution and E xcite them of the rewards of going forward. Empathize with their objection and never argue with them . Empathize means that you feel what they are feeling now.  If they say it is expensive, you can say, "I understand how you feel, most people felt the sa...

As a salesperson, you must behave like a consultant so that your prospect will see value in you.  Otherwise, you are seen as a peddler who just want to make the sale.  We all know about sales conversions: how to convert a prospect in to a client and convert a client into a life-long customer. However, there are 3 other Conversions a salesperson must make: 1.  They Must Convert Their Selling Price into an Investment  Price is a cost.  As such, it has a negative value that people will try to pay as little as possible to obtain.  On the other hand, an investment connotes a return.   People are willing to put in money into investment as they know there is a 'Return on Investment' or ROI. How to Convert your price into an Investment?  You must always show what they can get from using your product or service.  As long as that return over the investment gives a double digit return , it is considered a good investment. 2. They Must Conver...

Let me go straight: You need to Know What's Most Important so that you can focus your resources on this, otherwise you would be losing focus and getting less than what you want.  No matter what, don't turn back, just keep on moving forward... 1. If You're a Big Company (with more than 100 staff): ENTREPRENEURSHIP . The bigger the company, the less risk adverse are the people as most of them would be concerned with their own career rather than the company's growth. Also, the company's structure makes it difficult to do things that are outside the company's policies and procedures.  Hence most employees would play it safe and inside their comfort zone.  Thus the company's management would need to lead the staff in comfort zone to be more entrepreneurial, take risks and try different things.  Otherwise, the company would end up like Nokia, Blackberry and Motorola - all former top 3 in mobile phones now occupying less than 15% combined market ...

Whenever I ask business owners the question, 'What is the purpose of a business?' I often get the following response: 'To make a profit!’ That answer pinpoints why so many businesses struggle to survive, let alone grow. That answer is centred on the desires of the business owner, not on the needs and desires of their customers. Imagine walking up to a potential customer and saying, 'Hello. My purpose is to make a nice, big profit from you today!'   That would be what we call a 'repelling' action, not an 'attracting' action.  Here's a much more powerful and profitable definition of the purpose of a business: To attract and serve the needs of as many customers as possible at an acceptable profit. Did you notice where the profit came in? Not at the beginning where most people put it, but at the end. Profit is the 'result' of how well you serve your customers needs. Focus on serving your customers better than your competition --...

Selling is base on nothing but needs and wants. A need is something that is basic and cannot be done without with, i.e. a necessity. A want is a preference , something that can be done without with but because it is preferred, it is considered important and often become a necessity, i.e. a want becomes a need. Like smartphones, it is not a need but a preference, but who can live without a smartphone nowadays?  If you sell base on both needs and wants, you have a customer. If not, you have a prospect. There are prospects in prospects. Using SNAP Selling, you can sell anything to anybody with the following 4 steps: 1. Situation . Find out what is the situation of the prospect now, what are his concerns, problems and issues that need to be addressed now. Like my prospect now has high staff turnover that is bothering him. 2. Need . From the situation, you uncover his need. So my guess that my prospect needs to learn how to hire the right people and retain hi...

To sell is human and everyone is a salesperson, because selling is about not selling but moving people. Most people are in non-sales selling, that is, they are not defined as salesperson but their job involves communicating, influencing and persuading people. We call these Moving People. Moving People is not about getting your way with others but helping others to get their way. And when others get their way, you'll get your way too. Moving people is not about how much conviction you have but about conveying your conviction to people. Moving people depends more on the creative, heuristic, problem-finding skills than the reductive, algorithmic, problem-solving skills. From Caveat Emptor to Caveat Venditor. We've moved from a world of cavet emptor (buyer beware) to caveat venditor (vendor beware). This is because of the information age we're living right now, buyers have more information than vendors and thus buyers will mislead vendors more often than the other ...