Business and Money Tips

Yesterday I met a Sales Director from a Fortune 500 company. He commented that many of the so-called sales training in Singapore and Asia are actually motivational and goal setting training disguised as sales training. They often get people on the high during the course but leave them unsure of what to do after the training.  Most of the sales training do not have adequate sales strategies and techniques. They often teach things that even 10-year old kids know: ask questions, overcome objections and close the sale.  We teach people more than that. We often cover situations that people consider impossible - how to Sell the Impossible. Many people consider the following 10 situations to be selling the impossible: 1.      Prospect has just bought from your closest competitor 2.      Your product pricing is way too high to be considered 3.      Your salespeople have little knowledge to close the sale 4.      Prospect has no money to buy 5.      Prospect has no time to ev

Master sales closers ask one minute, one liner closing statements that close the sale instantly.  The top 7 such questions are: "What could I do to help you to go ahead?"   If the customer says, "Nothing" you say, "Why?"  The customer then answers, and you overcome the objection and close the sale "Do you see yourself getting into this?" If he asks you how to get into this, you give him the details and close the sale.  " Would it be okay if I outline what we need to do to get that under-way? "   This is the most direct way, you simply give him the details and close the sale. "Which choice fits in best with what you had in mind?"   Whatever choice the customer chooses you got the sale "If I could show you a way that will address your concern, you would go ahead, wouldn't you?"   This direct method addresses their concern. "How does that fit in with what you had in mind?"   This question forces h

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 & above, $199 each for 5 & above (with

Note: The next 'Selling the Impossible' is on 12 March 2015 Thursday 2 to 5.30 pm.   Details at  here .  Yesterday I met a Sales Director from a Fortune 500 company. He commented that many of the so-called sales training in Singapore and Asia are actually motivational and goal setting training disguised as sales training.  They often get people on the high during the course but leave them unsure of what to do after the training.   Most of the sales training do not have adequate sales strategies and techniques.  They often teach things that even 10-year old kids know: ask questions, overcome objections and close the sale.   We at www.asiatrainers.com teach people more than that. We often cover situations that people consider impossible - how to Sell the Impossible.  Many people consider the following 10 situations to be selling the impossible: Prospect has just bought from your closest competitor Your product pricing is way too high to be considered Your salespeople h

The first thing that comes into people's mind when you ask them to increase sales is "Where do I advertise?"  Next is to increase the salaries of salespeople.  After that, you've got to increase the marketing budget and so on.  They are all costly ways with no sure guarantee of success.  No wonder they say many people would prefer to not increase sales for fear of wasting money!  It doesn't have to be this way.   Companies can always increase their sales without incurring a single cent.  In fact, many of them have realized that not only there is no cost involved, you can actually make money from increasing sales .  Here's how it works: You send your salespeople for trainin g that teaches them how to increase sales by say, 61.1%.  Since the Singapore government funds 60% of the training cost under PIC Productivity and Innovation Credit, your net cost of the training is 40%. But under the PIC Bonus scheme, your company will receive another 100% of the

Sales training in Singapore and the region: people have asked me what topics must a good sales program cover?   To me, there are at least 9 things that all sales training must cover: How to Look for New Customers without spending on expensive advertising Getting repeat business from customers Increasing the average spending of customers Converting all sales objections into buying reasons How to Sell the Impossible so as to sell ice to the Eskimos How to Present your product and service so that your product features make sense for the buyer Getting past gate keepers and reaching decision makers effortlessly Service from the heart and how to go the extra mile to serve customers Asking questions so as to elicit information from buyers and lead them to a sale On top of that, sales training must also cover the 3 soft skills: How to set your own sales targets and motivate yourself to work towards your goals Persuasion, Influence and Negotiation skills Reading a person lik

A good salesperson is one that can sell in difficult situations, that is, selling when people don't want to buy.  There are 7 situations when people don't want to buy: You are selling something that they already have aplenty - like selling ice to the Eskimos Your customer has just bought the same thing that you're selling Overnight, the number of suppliers increased by 200% while your target market shrinks by 50%.  In other words, there is a massive over supply, much like the PC market here now Your product or service has a bad record - and no matter how attractive you make them, no one wants to buy. This is much like the Windows Surface RT now There is little demand for what you sell now as people can get it for free on the internet - much like DVDs and CDs now Your prospect has been approached by over 10 vendors from your trade in one week - how would you expect him to buy from you? People just don't want to buy because there is no mood - much like Thailand

Note: Next "Selling the Impossible" training is on 16 March 2018 Friday 2 to 5.30 pm. Details at here Following our article on Selling The Impossible where we listed the 10 situations, there are another 7 situations developed from ideas with our readers as follows: Your top salesperson has now joined your competitor, and he pulled with him all your regular and good clients.  Your prospect has a very small budget, and at this price, you are making a loss. A bad apple has spoilt the reputation of your industry. Although your pricing is not high, your company suffers from poor quality reputation. Your prospect likes what you have, but his boss prefers to deal with another bigger and more established vendor, even though their offer is worse than yours. Your company's management has just restructured and now prefers to work with self-employed resellers instead of salaried salespeople like you.  A new competitor has just emerged out of nowhere, and you are at a

Note: The next 'Selling the Impossible' is on 16 March 2018 Friday 2 to 5.30 pm.   Details at here .  Today's article is about advanced selling strategies - how to Sell the Impossible.  Many people consider the following 10 situations to be selling the impossible: Prospect has just bought from your closest competitor Your product pricing is way too high to be considered Your salespeople has little knowledge to close the sale Prospect has no money to buy Prospect has no time to even look at your offer Prospect has just suffered a financial loss, thus no mood to talk about anything The Government has just introduced additional taxes to discourage your trade Other than pricing, your delivery lead time is too long, specifications are too uncompetitive and your credit terms are totally unattractive The morale of your sales team has just plunged to new lows due to corporate changes A new very aggressive competitor has just entered your market with a 50% price cut