Do you have a System for Success?

‘Good result comes about with systematic study.’ This is what I remembered my Chemistry teacher telling me some 20 years ago.

I believe that it applies not only in schoolwork, but also in all aspects of life.

Ask any sales champion, he or she will share with you that there is a systematic way of winning the game.

For example, in prospecting, different telephone techniques or scripts can bring different results – depending on the industry that you are working on. If you work on a script that produces a 20% success rate of getting appointments, than you need to work out what is the number you should target to get the income you desire.

You also need a separate system to follow up and keep in touch with the other 80% who did not give you an appointment.

Systems are great. It is a way to scientifically manage your result and move yourself towards success.

There is no ideal system for everyone. What is good for me may not be good for you, depending on your personality and preference. However, from my years of working with top sales professionals to sales directors, from different industries, I found that there are systems that are fairly generic that can apply to the vast majority.

That’s why in our training, participants will learn our system of selling, together with all the necessary tools. At the same time, we train them to customize the system for themselves.

Thus, I strongly urge you to look at your income today. If you are not getting what you truly deserve, isn’t it time to develop a system for yourself?

teck beng
www.coachme2sell.com

How is your Emotional Quotient (EQ) affecting your success?

I had an interesting lunch with 2 wonderful ladies in the training industry today. One of them manages an established training institute funded by the Singapore government, while the other is a professional trainer who has done a lot of work in the field of EQ. Both of them are very knowledgeable in their respective area and have positively impacted many people through their work.

While we chat and share our journey of helping people, we noticed how human beings are all the same – adults and children. We all think, act, react and defend in the same way, though some of us behave in a more controlled manner. In any case, we all experience the same emotions every day – happiness, sadness, anger, fear, excitement, anxiety …

What most people did not realize is how these emotions are affecting their work, and ultimately their success. Like what I teach in NLP classes, how you feel about something will trigger how you respond, and how you respond will determine what results you are going to get.

Emotions (feelings) => respond (actions) => results

For example, if you are irritated (emotion/feeling) with someone, you tend to raise your voice (respond/action). As a result, you may end up with a sour relation or an angry customer.

According to Wekipedia, EQ is “an ability, capacity, or skill to perceive, assess, and manage the emotions of one's self, of others, and of groups”.

Any experience customer service officer will be able to tell you this: The most important thing about managing an angry customer is to 1^st manage yourself.

Unfortunately, most people walk through their days mindlessly, not to say managing their emotions.

The fundamental of all change is awareness - Awareness Before Change (ABC).

In order for us to manage our emotions better, we must 1^st be aware of our feelings. That’s why in class, our participants are taught to slow down and observed themselves before anything else.

Hope this information Help. Do you have any sales techniques to share? Please do not hesitate to leave comments in this Blog

teck beng

www.coachme2sell.com

Is your Income Suffering due to the Festive Seasons?

In 2 days time, in many countries within Asia, we will be celebrating the Lunar New Year. Traditionally, it’s one of the biggest annual celebrations among the Chinese within and outside China.

Sad to say, during these time, many self employed sales professionals lament to me how their income have suffered since the holiday season has began last December Christmas – many deals that were to be closed were postponed, few new deals in the pipeline as most of the prospects were busy celebrating.

Many did not realize that instead of complaining how their finances has dipped, this is a great opportunity to create the foundation for the many good months to come.

This is what I teach at my personal and group sales training – design mainly for real estate agents, insurance advisers and network marketers. However, it applies to corporate sales as well.

1)Festive seasons are good times to catch up with “long lost” clients. Visit them and offer to service and support them again. Ask them for the reason why they no longer do business with you. If it is something you have done wrong, apologize and offer something in return.

2) It’s a season to give. Thanks those who have given you their continuous support. Send a gift to tell them how much you value the relationships. Thank those who have helped your business in any other ways – people who gave referrals, people who gave you a hand when you were most busy.

3) It’s also an occasion to strengthen relationships. Go to your principal (or supplier) to let them know how grateful you are for the opportunity to work with them. Thank them for making all these possible for you.

Remember this, the above recommendations will not bring you immediate results. The results will only come weeks (or sometime even months) later. On the other hand, if you don’t do it, you will never get the results.

At the same time, never forget to give some time to the ones you love.

teck-beng

www.coachme2sell.com

Is Selling a Science or an Art?

Over my past years as a sales trainer and coach, this is one question I often encountered.

Is it a science, with laws and principles?

Or is it simply an art, which involves feelings and emotions?

I think both are correct.

Selling is a science because if you follow certain procedures, you will get the results (although not all the time) . Selling can be called the "science of influencing". For example, if you have done all the steps in a typical sales call correctly, chances are you will get the appointment.

Selling is an art, because in the process of execution, you need to feel yourself and your prospects. You need to feel your own words and action to ensure that they are in congruent and convey care and concern for other party. You need to feel your prospect to know the state of his or her mind. I believe everyone reading this will have the misfortune of meeting a sales person who is insincere, pushy or insensitive.

That's why top sales training focus on both these areas. In the sales training process, you are taught both the steps (science), and how to develop your sensory acuity to feel how your prospect is feeling.

teck-beng
www.coachme2sell.com