Sunday, December 23, 2007

Life is contradicting

One of my recent participants in an advanced sales training class observed that gurus often contradict each other.

I totally agreed.

For those who have attended a lot of training, have you noticed there were a lot of contradictions in the teaching among trainers and speakers?

On one hand you are asked to focus single-mindedly on your goal. On the other hand you are told to feel what the universe (or your creator) has arranged for you and evolve with it.

There are many wealth creation seminars that are available around the world today. Some will tell you to focus, concentrate and be really serious about money, others will tell you money is only a by-product of you living your passion and beliefs, never focus on it. Instead focus on developing your passion.

Some companies survive better than others because they are able to learn and change faster and better than their competitors. Some survive because they preserve what is fundamental and important to them.

Some career counselors advise you to discover your passion and go for what brings you joy in life, others said you must discover what you are best at doing - that is the path of least resistance.

Some theories of leadership said you must lead with love, others asked you to govern with rules.

Even when you were young, your parents taught you to be honest. You later learn that if you are truthful to the bad guys, you will get into trouble.

I guess you know where I am driving at.

Sometimes, if you are already confused, training will make you even more so.

If you asked me, both are correct.

Life is about balancing. It is not one or the other. It is one AND the other.

An intelligent mind is one that can hold 2 opposing ideas at the same time and yet function properly. This was what one of my favorite authors - Jim Collins - said. (I suspect he learn it elsewhere too)

I have to be cruel, in order to be kind
- William Shakespeare

Thursday, November 8, 2007


Just want to share another article that I wrote 2 months ago ... has been published in more than 20 sites ....


Yes, I’m talking about YOU – you can create wealth.

In the first place, it would be useful to understand the definition of wealth.

To the bankers and accountants, wealth simply means money in the bank, properties or shares investments.

I would like to give you a different perspective.

Donald Trump, who was in millions of debt, flipped his position over night.

Mother Theresa, who walked the streets of Calcutta with zero dollars in her pocket, can call for millions in donations.

So what exactly is wealth?

Wealth is a form of energy - energy you emit if you have the right thinking and association with the right people.

Let me explain further.

Right thinking means having the right mindset. It starts from believing in yourself and your idea.

Remember the saying “you reap what you sow”. What you sow in your mind, you reap in your life. Your outer world is a mere reflection of your inner world. The reason is simple: You take action based on you what believe; you get the results based on what you act on.

Knowing this simple logic of belief, action and result, it is apparent that our belief system plays a vital role in our success – whatever success means to you. If you believe that you can be successful, if you believe you can be rich, than you will take action to work towards your goals. Though the result is not guaranteed, your effort will improve your chances of getting it.

The reverse is also possible. You believe you cannot be rich for whatever reason (maybe you did not have a great education). Hence you will not work on your goals and because of the lack of effort, the likelihood is that you will not get what you wish for.

Therefore, the first step to wealth creation is having the right beliefs, or changing your beliefs if your existing beliefs are not serving you. Although most people easily understand this, it is perhaps the toughest step in practice. A belief system takes years, if not decades to build up. It takes great determination to change what has been ingrained in our minds, and more often than not, many will not persist, especially if they do not see immediate results.

Right thinking also means having the right attitude, including being grateful for what you receive in life. Start by having gratitude for little things, such as having the food on your table.

Life is kind. The more grateful you are, the more you will receive.

Association with the right people means making a decision to be in a community of people with positive mental attitude. These are like-minded people; they are ready to support you in your quest for bigger things in life.

The right people will also inspire you, both with their results and lifestyles.

They inspire you because you see that your limit is not your limit. From what they have achieved, you realise there is so much more you can do. You realise that you can get what you deserve if you don’t compromise but instead set high standards for yourself.

You will also learn their habits – habits for success. You begin to develop routines that bring you closer to what you want.

Being in a circle of successful people means you can model after them. Some of them may even become your mentors or coaches. Success leaves clues. You can observe carefully what brings them success, and duplicate their formulas into your life. In other words, you don’t have to re-invent the wheel. You can learn from their mistakes as well. Anyway, life is too short for you to make all the mistakes by yourself!

When you have both the right thinking and association, you have what it takes. You will begin to see results. As you advance, it becomes easier because success breeds success. At this point, the law of attraction comes into play. You become a magnet, not only to money, but also to other successful people and good things in life.

Yes, you or anyone can create wealth, BUT, only if you have both of these – the right thinking and association with the right people. Start by making the decision to take that path... and you will be surprised what you will attract into your life. It’s your life – LIVE IT TO THE FULLEST!

Saturday, October 6, 2007

5 Business Rules I live by....

... and I encourage all my students and seminar participants to do the same.

1) Build relationships ... and this takes time. Do not sacrifice long-term relationships for short-term profit.

2) Show sincere appreciation to every business opportunity you receive - no matter how small it is. Never forget to say "Thank You".

3) Communicate with your partners, suppliers, customers and friends as often as possible. If they are talking to you, they can't be talking to your competition.

4) Don't over complicate things. All things in life can be condensed into simple principles and all problems can be solved using commonsense. Business is the same.

5) Manage conflicts within your team and within yourself well. Never let clients be the sacrifice of such conflicts.

(Myself developed none of these wisdoms. Most of them were from the books that I have read ... as the saying goes: Who you are and what you will become is dependent on the books you read and the people you mix with.)

teck beng

Saturday, September 29, 2007

How are Customer Service and Selling related?

As an experience sales trainer, I include an element customer service training in my materials. Often, people asked me why must a sales professional learn customer service.

I shall use a quote from Masushita to answer this question.

“After sales service is more important than assistance before sales. It is through such service that one gets permanent customers” - Konosuke Matsushita

It is obvious that as a sales profession, while knowledge in customer service is not really necessary during the sales process, it is crucial after the sales.

Satisfied customers become loyal customers and give you referrals. That gives you new prospects.

Satisfied customers are also your testimonials. They are your "sales team" that goes around to promote your product or service. This also solves the biggest problem to most sales professionals - prospecting - finding your potential clients.

Last but not least, relationship takes time to build. Customer service helps to strengthen relationship.

teck beng

Thursday, August 30, 2007

Change is Nature

Wow! I have not updated my blog for almost 2 months already. How time flies! No excuses!

This month, I had the privilege to learn from Philip Kotler when he visited Singapore. Before I met him, I was wandering what a 75 years old professor, whose books are used by many universities around the world, will address in his classes.

Not surprising, he devoted a fairly large amount of time to discuss marketing through New Media, such as blog and U tube. Like what the title of one his books say: "Marketing Moves".

I respect him for his great insights and more importantly his willingness to keep up with times, despite his success.

Change is Nature. Marketing must change to keep up with time.

Changes can be due to many reasons ... globalisation, emergence of new technology or government policy change.

As a result, taste change, new fashion evolves and new products are developed. If you can catch the trend, you will get a chance to sit on the nose of a rocket. A fine example will be

Western clothes with flavors of the East. Something truly unique.

teck beng

Friday, June 29, 2007

Announcement! Do you know of any Sales Champion?

At Asia Sales Academy, we want to recognise the best people in our field who have contributed and make a difference to the lives of others.

Thus if you know of any great sales professionals ... insurance, real estates, MLM, automotives, or corporate (B2B), let us know. Tell us about his or her achievements. We appreciate them for their exemplary performance.

You can let us know via the comment page, or leave us a note at the web site address after my name. Help a friend who has been outstanding!

teck beng

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