Archive for the ‘Sales Success’ category

What You Can Do To Boost Your Sales, Negotiation and Persuasion Techniques

January 6, 2009

What I truly love about full day trainings on Sundays is that the streets are so peaceful whenever I travel to the workshop venue. And it always gives me newly energized perspectives to share differently. Hence for the recent Sunday training, I decided to add even more value to provide more concepts taught.

This was a customized training on “Selling Skills and Persuasion Techniques” for a major company in the industry. The large group of audience was highly participative and massively added to the fun and laughter. While sales techniques were practiced, I was also glad when I showed them how to further create more strategies that work.

Let’s explore how you can boost up these vital techniques of yours:

1. Be willing to experiment with different variations

Understand that there are no absolute fixed techniques that will work perfectly. You have to mesh the techniques with your personality and your mannerisms. As a result, varying circumstances do call for an invented strategy sometimes. While impromptu techniques may not work all the time, it adds to the fun of selling and negotiation.

2. Learn to be observant of your potential customers

Your customers, when you are observant, will give you plenty of clues to know how to sell to them. There are always signs and cues that will somewhat provide you hint as to whether you are ‘colder’ or ‘warmer’ to getting the sale. However, your part is to train yourself to be observant enough to detect these all-important, profit-generating, quota closing signals. Experience through interaction does count very much in this case.

3. Work with a persuasion mentor by sharing your encounters

Your mentor for persuasion should be competent enough to detect, highlight and analyze your various blind spots during your interaction with your customers or colleagues. This will certainly help to accelerate your learning curve on this skill. In addition, your sharing allows you to further encapsulate your thoughts through your expression, giving in greater reflection and learning.

When you conscientiously work on these pointers, you will, over time, experience a greater sense of understanding towards applying addition sales and persuasion techniques. These hence, become an integral part of you eventually.

Wishing you the results that Excel Beyond Excellence in this New Year!

(Source: wekie.com)

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5 Truths You Must Know About Winning The Inner Game OF Negotiation And Deals Making

October 18, 2008

Yesterday saw the completion of the 2 day Negotiation and Conflict Resolution training for a very popular multi-national corporation. I’ve always enjoyed conducting such trainings and handling the questions because they are usually challenging, tough yet so prevalent in our lives.

It’s never an easy task especially when negotiation skills seem to be needed almost at every turn and nearly every facade of our life. This requires us to raise our game of bargaining to a much higher level, especially for the ambitious. For it is through negotiation that many productive and profitable deals can be made. Progress is therefore dependent on your bargaining success.

To set you on a winning negotiation advantage, you’ve have to know the truth in playing the inner game:

1. Negotiation is a test of your mental strength and dexterity.

2. Negotiation requires you to compete on thinking speed and pushes creativity limits.

3. You have to possess superior sensory awareness and acuity to win the game.

4. Negotiation demands of you to attain emotional balance.

5. The one who can exercise greater linguistic fluency wins the game.

(Source: wekie.com)

How Neuro-Linguistic Programming Helps You To Manage Your Human Resource Matters At The Workplace

September 27, 2008

I was invited to give a talk to a number of human resource mangers and leaders from various companies yesterday. The talk entitled, “Neuro-Linguistic Programming (NLP) Skills” enabled me to introduce to them the origin of NLP as well as sharing with them the various concepts and techniques that will empower them to become better HR managers.

The participants were highly interactive, fun-loving and made further enquires about this practical technology of human excellence. I was glad to provide the information which can direct them to what they are looking for. And their commitment to their jobs in implementing effective HR policies for their staffs earned my respect and salutation.

Similarly, when you apply the understanding of NLP technology and concepts unto your human resource matters and issues, you will discover that NLP:

1. Gives you specific strategies to build rapport and deepen relationships with the staffs at work, influencing them faster than before.

2. Guides you to better avoid, deflect and handle conflicts and tough situations arising from work.

3. Provides you the practical tools and relevant technology to better formulate human resource policies. It also takes you into effective implementation strategies that let your staff ‘buy-in’ to these policies or directives.

In short, NLP enables you to Excel Beyond Excellence!

3 Simple Ways To Improve Your Persuasion And Influencing Skills With People

September 24, 2008

What I liked about yesterday’s training was the depth of the understanding on human psychology, the behavioral concepts and the discussion of the Persuasion Principles. I especially designed this intensive 2-day course, “How To Persuade And Influence People” to highlight how people can be persuaded as well as ways to get faster and intended influencing results than ever. I’m glad all the participants took something away from the training various ideas that they can use for greater advantage in their work and their lives.

Here are some of the ways you, too, can work towards improving these essential skills in persuasion and influence.

1. Talk to new people everyday and reflect through the interaction process.

2. Pay attention to your communication and its impact unto others’ behavior.

3. Be receptive to the outcome of human behavior and beliefs, whether they are intended or unintended. Accept that each one of your action affects the next reaction of others around you.

How You Can Negotiate For A Long Term Win? 5 Ways To Achieve The Long Relationship Through Negotiation

September 20, 2008

It’s an intensive weekend for me today as I conducted a full day of the in-house “Effective Negotiation Skills” training for a company. I admire the fact that despite today being Saturday, an official non-working day for most, they turned up in full force. And this is still Day 1. In exactly one week’s time next Saturday, I will be conducted Day 2 of this workshop, where I will teach them the various negotiation strategies and the advanced techniques of bargaining.

When you are in business, you should aim to see things through for the long term. After all, not many people want a fly-by-night business relationship if constant cash flow and profit is the ultimate aim.

Therefore, here are some ways you have achieve the long term relationship with effective negotiation:

1. Aim for win-win and appreciate this position of interest bargaining.

2. Ensure that both find value in working with each other.

3. Maintain that relationship, and make it special.

4. Create a constant compromise that allows both party to gain continuously, hence there is always incentive to keep working together.

5. Take the intangibles into account. It’s not just about money. It often beyond the cash.

Discover The Dynamics Behind Your Win-Win Negotiations

August 25, 2008

It was just two days ago on Saturday where I competed conducting the customized training on “Effective Negotiation Skills” for a corporate client. The managers, who were the key participants, took an active role in applying the concepts taught. In the midst of it, plenty of jokes and fun abound.

Within any interaction, there are different forms of dynamics to be found. Negotiation situations present another form of dynamics because you aim to strike a deal where both parties can win.

Some of the key dynamics include:

1. You must speak and craft your words in a way that appeals to the other party. Hence selection of words and mannerisms are crucial.

2. You must pay attention to the flow of the conversation because it can truly change gears at any time.

3. You must be most mentally prepared because negotiation taxes and challenges your mind.

4. You must be able to be creative enough to propose that balancing point where both will win.

5. You must be aware of the quality of relationship, trust and credibility between both parties.

What Sales And Negotiation Are Not…

August 17, 2008

Yesterday was Day One of the Effective Negotiation Skills training. Although the full day training was being held on a Saturday, I was pleased that the participants were enthusiastic with the training and understood the importance of negotiation in their work and daily lives.

All of them, who were managers of the same company, took an active role in making the learning in-depth, interactive and introspective. They had also added to the fun behind the teachings and the joy of training. This is definitely most admirable. While Day Two of this training is one week away, I trust that they will practice as much as possible wat they have learnt thus far during this whole week of work.

A part of the initial training deals with taking on a more useful understanding and paradigm of sales and negotiation. I often help the participants to better comprehend and appreciate the real nature of these important skills and their true meanings within

Hence here are some points on what sales and negotiation are not:

1. It’s not just about getting what you want, it’s about first helping your clients or other party to get what they want.

2. It’s not just about price, it’s also about the other intangibles within the deals.

3. It’s not just about facts and numbers, it’s about the way you present them.

4. It’s not just about talking, it’s your personality, your impression and your presentation skills that count.

5. It’s not just a mere listing of items, it’s really about the negotiation strategies and tactics within that play a big part of your success.

When you begin to experience a shift in the paradigm regarding sales and negotiation, you will begin to notice how sales and negotiation can be much easier and effective. In this way, your success level in selling and negotiating will Excel Beyond Excellence!