How do you know you are learning?

There are more than enough writings around the world that discuss the importance of learning.

Learning is often the key to winning in today’s world. Our competitive edge is for us to learn faster and better than our competition.

You also need to learn to keep up with times. Change is the only constant and what use to be the way of doing things in your job will no longer be applicable tomorrow. You need to learn new skills and technologies.

Or you may need to learn to embark on an alternative career. Unlike the good old days, things are faster and business cycles are getting shorter. In the event that your industry or sector is not growing, you will have to change, before someone decides that you need to change.

The Singapore government is pouring millions (or maybe more?) to promote this concept call the “life long learning”. As Confucius said “learn as long as you live”.

Of course, the catch is: how do you know you are learning?

This is what I normally teach participants in my sales training.

“You know you are learning when you can do something that you previously can’t.”

As simple as it may sound, it has deeper implications.

1) It puts the focus on “doing”. In other word, while new knowledge is meaningful and important, it is not enough. You must translate this knowledge into practice.

As you already know, knowing and doing are entirely different. Most of us know that we need to floss our teeth everyday. In reality, sometimes even dentist don’t do it everyday.

It takes discipline – a tremendous amount of it.

What if you pick up some new knowledge, but couldn’t make the transition into practice?

Well, perhaps you have not fully internalize the knowledge. In this case, repetition is crucial. That is also why I always encourage my participants to make time to come back for refresher course.

2) This definition of learning focus on result. It isn’t just doing. It means achieving certain success that you have not done before.

Thus, like what we teach our participants, learning a closing technique and able to do it in the classroom setting is not sufficient. You must be able to get the desire result from a real prospect through the use of this technique.

So let me ask you again: Are you learning everyday?

teck beng
www.coachme2sell.com

The Difference that make a Difference

Other than conducting sales training, one of those things I love to do is platform selling, or more commonly know as stage selling.

As at today, I have done almost 200 sessions in many cities in South East Asia for many different products and programs.

This is one form of speaking which most professional speakers find it extremely pressurizing. This is because, within a short span of 2 to 3 hours, you have to teach, entertain and promote, all at the same time. You are doing this to a audience, which means you sell to many simultaneously and there is no chance to build individual rapport.

Selling to a large group of totally unrelated people also means that you must have the ability to build trust quickly and command the respect of the crowd.

However, the secret to successful platform selling - an important lesson I learnt after doing so many sessions - is really ............ sincerity.

I could still vividly recall my 1st preview years ago. I was nervous. I fumbled; I tripped over my own words. However, the audience received my message. They bought what I was selling.

Great learning lesson.

Until today, I still tell my students:

Never forget how you closed that 1st sale. Remember how you were afraid. Remember how you leave your house worrying about your presentation.

It's ok.

It was your heart that closes the sale, not your skills.

teck beng

I am getting lazier these days, how about you?

I have not been writing very much for the past few days. Getting really lazy.

Like what one of my mentor said: Anything that is easy to do is also easy not to do.

Unfortunately for many self-employed – which include many sales professionals - discipline is one issue that is stopping them from getting what they want in life.

While training is important, if the participant do not have the discipline to follow through what was taught in class, don’t expect to see result.

My advice to all participants who comes to my sales training is this: Discipline is not just about doing the necessary or right stuff, it’s about knowing what you want. If you stay focus with the end in mind, it is easier (I say easier, not easy) to commit to the little things everyday that creates a huge difference later.



Exercising 3 times a week will give you a healthier body. Likewise, communicating with your clients regularly will bring you more repeat businesses and referrals.

I advocate a number of mechanisms to help to enforce this, including keeping in touch with my participants after the training.

teck beng
www.coachme2sell.com