5. Sales & Marketing Secret No. 2

It's 2011......
Are You Ready To Speed Up Faster?

IT'S NO LONGER THE BIG THAT EAT THE SMALL

I have been teaching this subject originally inspired by Jason Jennings and Lawrence Haughton, both of them US business consultants,  since 2000 and I have never looked back on this belief that many of the biggest digital companies at present have once, despite started small ......... moved at lightning speed in reaching t0 the mass consumer market.

The latest sensation for most digital consumers is, you read my lips, Apple's iPad introduced in the late 2010.

A Washington article on the " Digital Decade" featured on The Star (30 Dec 2010) , quote, " It's been an amazingly vibrant decade for the Internet and for digital things in general... People simply don't exist in a non-digital world at all, said John Abell, a New York bureau chief of Wired Magazine. ......David Pogue, a personal columnist for the New York Times, pointed out that Apple's iPod , introduced in 2001, as among the most influential devices of the decade."

Google Inc, which started in 2003, has had a humble start from the garage and now is a global giant who owns YouTube and Blogger. The trend of SPEED has never been so evident now that WiFi ( wireless infidelity) technology prevails in most airport, hotels or cafe offering the free internet connection for people to get wired to worldwide business and friends faster and easier.

Today's business landscape in connecting with people has taken a big Quantum Leap  with the birth of more social network sites such as Friendster (2002), LinkedIn (2002), MySpace (2003), Hi5 (2003), Facebook (2004), Bebo (2005) and Twitter (2006). Cable TV celebrity mogul , Oprah Winfrey, recenty launched on New Year Day her own TV cable network called OWN (Oprah Winfrey Network), which has at least 1 million viewers in US alone. These are some of the best examples of even how small people and company were, can still leverage on the concept of speed to create faster, better and bigger results in accessing to their customers and propects. When you are FAST, you are BIG.

Is your current business making a presence online , or are you still using outdated marketing technology to sell your products and services that may take slower speed to reach your prospects and customers?

On the eve of New Year Day, I asked myself, how much better I want 2011 to be? How much better you want 2011 to be? There is no room for being sorry about 2010 and the past. 2011 will ONLY get better than 2010 if YOU MAKE IT BETTER.  As my sales guru, Jeffrey Gitomer, recently wrote, " You are the recovery, you are the bailout, and you are the stimulus." In my 2010 New Year message, I wrote the same thing, " There is ONLY recession in your mind."

So here it is, 2011....are you ready to speed up your marketing effort to reach out to your target market as quickly as possible? Learn from Mark Zuckerberg, Steve Jobs, Oprah Winfrey....  master the social media for your business, improve your Google ranking, take a course in sales & marketing. And do it now.

You have only 360 more days left to make an impact in your market this year before your competitors do.

Watch out for my next Power Tip #6. Good luck to your 2011. Remember, attract your customers with speed, not price!


Cheers To Your MARKETING SUCCESS!
TK Chan
Certified NLP Trainer (ABNLP)
Certified Time Line Therapy Trainer (TLTA)
Corporate NLP Sales & Negotiation Trainer
Motivational Speaker in Sales & Leadership, Life Coach

Visit http://www.4qctraining.com/ for more exciting course details NOW!

About TK , 4QC & QLT
He is the founder and principal consultant of Fourth Quadrant Communications (4QC), and Quantum Leap Technology (QLT), an internationally certified NLP & Time Line Therapy expert and Life Coach. TK leads his training consultancy with great passion and has been engaged as a motivational speaker for many local companies and multinational organizations worldwide via his workshops and seminars for the last 18 years, mainly focusing in the key areas of Neuro-Linguistic Programming(NLP) & Hypnosis, sales motivation & managing change, psychological sales & negotiation, advanced neuromarketing, high-impact presentation and cutting-edge self-leadership. You can consult him at 6013 -3954754 or email him at tk@4qctraining.com and info@4qctraining.com .

4. Sales & Marketing Secret No. 1

The 3 Secrets of Getting More Sales in a Low Market

IS THE WORST RECESSION OVER?
As you are evaluating what this topic is all about, you may be wondering if the global financial meltdown is finally over for good. You may be curious whether the global competition in price is slowing down. And you are thinking: “ How are you going to get more sales when the market has barely recovered from one of the worst recession in years since The Great Depression? “

You may even think: ” I’ll be lucky to even stay in business so far.”

I constantly ask my participants in my seminars and workshops how they are coping with the drastic change in the marketplace since the beginning of the last decade. Most of them don’t carry a very positive mindset about the way their business grow and the direction they go. In fact, most of them do not know what they want and what the company want, except the so-called aim is to get more sales, more profit and more customers!

Well, that’s easy, if you know the secret. But before I share that secret, you need to know one thing.

And that one thing is : “ Is it true that the market out there is quiet and low? Sales are at an all-time low and there is just no way you can penetrate any market segment without looking at the price factor.“

I am a firm believer that there is NO complete recession. There is ONLY recession in your mind. If you believe that the market is low and difficult, you have just decided that it is difficult to sell and market anything you have right now, and may ultimately resort to price cutting measures in order to get a piece of the action .

As far as price cutting is concerned, the more discount you give, you more competition you create for yourself. Wonder why? It is simple. You are doing exactly what the rest of your competitors are doing. Competition is created when most salespeople are going inside the same tunnel, squeezing through very tight spaces to get to the same piece of the smallest cheese but hardly getting there in the fastest speed possible.

What else can you do if you want to be competition-free? In a world without competition, very few businesses focus on creating Innovative Values to their customers. One of the mistakes most salespeople make nowadays is giving more and more freebies and massive discounts to the extent of almost crippling their business. What is the meaning of that?

What you can do, as I am about to reveal , is to do the thing that very few salespeople do for their customers. And there are 3 Critical Change factors that require you to pay close attention to.

Interested to learn more about how to make more sales in a low market ?

Click here to find out more about the proven sales & marketing secrets!

ACTION STEP
Critical Change 1. Speed up your selling and marketing effort. Why? When others are slowing down, you double and triple your rate of response to your customers’ newest needs and requests. That creates values.

Critical Change 2. Ask your customers what is one thing you haven’t done for them that your competitors are also not doing. With that, you create an edge over the rest to fight off competitions. That creates values.

Critical Change 3. Reevaluate your positioning of your product and service in your industry to check and see how your customers and prospects view you as being extra valuable to their business. If you show differentiation in many ways, that creates values.

The price of winning sales lies not in the norm, but most probably in the attitude of you who will strive to do extraordinary things that many don’t like to do. And the last thing to succeed in a low market is to go for low price that may be destined for doom if all your competitors are doing the same thing.

See you soon in my next Power Tip #5. Take very good care of yourself. I am TK from Fourth Quadrant Communications. Remember, attract your customers with values, not price!

Cheers To Your SALES SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales Trainer, Motivational Speaker in NLP, Sales & Leadership

Visit http://www.4qctraining.com/ for more exciting course details NOW!

About TK and 4QC
He is the founder, principal master trainer of Fourth Quadrant Communications (4QC), and an internationally certified NLP expert. TK leads his training consultancy with great passion and has been engaged as a motivational speaker for many local companies and multinational organizations worldwide via his workshops and seminars for the last 18 years, mainly focusing in the key areas of Neuro-Linguistic Programming(NLP) & Hypnosis, sales motivation & managing change, psychological sales & negotiation, advanced neuromarketing, high-impact presentation and cutting-edge self-leadership. You can consult him at 6013 -3954754 or email him at tk@4qctraining.com and info@4qctraining.com .

3. Negotiation Secret No.2

The 2nd Secret That Negotiators Won't Tell You -
Why They Object To Your Proposal

THE BOTHERING OBJECTIONS
Have you heard of people saying this to you over a sales or negotiating meeting:

“ I want to think about it. “,
“ I don’t like what you are offering me .”,
“ Are you out of your mind? You call that being fair? “ ,
“ Hey, you are pretty expensive!”

If you have been receiving these kind of reactions as a result of your communication with someone either at a business meeting or off the street regarding a potential trade, well, in fact, I believe you have just joined the rank of at least 80 % of the people on this planet who have been feeling mentally stressed and helpless because of such statements or unfriendly response.

How do you deal with people objecting to your proposal? When you are being objected to, what is your first reaction to their response?

Getting angry and frustrated, right?

If your reaction had been what I have just predicted, you would have fallen into what I call their “negotiation trap. “

Yeah, it’s a trap that is so big that you will be having a free fall right into the middle of the earth core. And it’s hot too!

Now, the crux of the issue is : WHY did they object to your proposal?

Ready for the 2nd Secret?

Here it is: “ They merely need to protect themselves!”

What? You might ask, they only do that because they need to protect themselves?

Wouldn’t you? When most people go to a sale , even with the price tag marking 70% off the normal retail price, they would still go for the thought that the price has not “ bottomed out”.

How many times have you seen shoppers carrying out the “ price execution order” to the retail assistant by asking this : “ Is there anymore discount? “ or “ Can you give me more discount? “

Go to http://www.4qctraining.com/cms/Default.asp?Page=70 and use this proven negotiation secret now!>>

Research shows that human beings have the natural instinct to defend and protect their self-interest when it comes to survival. Their intuition is to survive the challenging environment in a trade and people hate to be deceived if they find out that they don’t have a good deal. Well, we know that ‘s a matter of perception. But it’s true. I need to object first and check your response to see whether I have been right about my perception.

ACTION STEP
I need to understand the important fact that if people object to my proposal, it s not because of me, but because they need to protect themselves from getting a bad deal. I would do the same if I were them. That thinking will help me believe that the other party is not my enemy, but they can be my friends.

Use this proven negotiation secret now!>>

See you soon in my next Power Tip #4 on "The 3rd Secret That Negotiators Won’t Tell You- How You Can Handle Their Objections". Take care and this is TK from Fourth Quadrant Communications. Remember, negotiate with passion!

Cheers to your SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales & Negotiation Trainer
http://www.4qctraining.com
http://nlpasia-tkchan.blogspot.com

About TK
He is the founder, principal master trainer and an internationally Certified NLP expert of Fourth Quadrant Communications (4QC), a training and speaking organization that conducts workshops and seminars for local and multinational corporations in the key areas of Neuro-Linguistic Programming & Hypnosis, personal change & effectiveness, psychological sales & negotiation, customer loyalty, high-impact presentation and leadership. You can consult him at 6013 -3954754 or email him at tk@4qctraining.com or info@4qctraining.com.

2. Negotiation Secret No.1

The 1st Secret That Negotiators Won't Tell You -
How To Help Them Get What They Want

Remember the time when the movie “ The Negotiator” came blasting onto the big screen? You bet, it co-starred two of my all-time favourite movie heroes – Kevin Spacey & Samuel L. Jackson. Their riveting acting was memorable, exciting and most of all, thrilling. I thought that was the best movie on the subject of negotiating ever filmed by any screen director. Grab your popcorn, sip your Coke, sit tight and watch it ……it’s not just about the action, it’s about people solving a common problem using powerful negotiation!

How do you know that you have started to negotiate with someone? What are the evidence to suggest that you are negotiating? Is it the long wide table, the high chair of the opposite parties, the agreement forms lying on the edge of the table, the bright lights, the heavy smokes, the daunting clock, the suits, or the Chinese Poker face?

Well, it’s nothing like you see in the movie really.

The real negotiating process starts when you have thought about exchanging your unsatisfied needs with someone whom you believe have control over what you want. Like a product that you desire, a service that you require to help you get to your objectives, or other vital information that will change your outcome. Whatever you want, if you don’t have it, you need to negotiate.

So, you ask, how do I get what I want?

The 1st Secret ……. do you have what they need? If you don’t, you have nothing to exchange. In other words, there is nothing you can help them with!

Many a times, when you want to sell some product and services to customers, you assume that you have what they need. How do you know? Did you ask them? Did they voluntarily tell you that? You wonder why they turn your questions upside down like an overnight laundry as though there are dirts all over it. You have told them everything about your product in details, and yet, nothing really excites their face.

Simple. That’s nothing he wants from you. So, the customer now thinks, “ You can say anything, but you have no control over my feelings for your products and services. “

Effective negotiators don’t assume and shoot blankly. They check by asking the right questions to understand what the other party might want. They sincerely ask what THEY CAN DO to give what the other side desires. They are INTERESTED to help. Their outcome is to HELP, not to assume and second-guess.

Now, the negotiator is ready to listen to you and tell you what he wants. That’s how you can negotiate with him.

Curious to find out more about how to negotiate like a pro and increase your personal influence with others for a powerful win-win using 1 simple technique?

Go to http://www.4qctraining.com/cms/Default.asp?Page=70 and use this proven negotiation secrets now!>>

ACTION STEP:
I start to develop a good habit of asking the right question of finding the negotiator’s unsatisfied needs. I stop assuming that he must want what I have. Instead, the better strategy is to ask him what he needs and get him to be interested in asking for what he wants.

See you soon in my next Power Tip #3 on " The 2nd Secret That Negotiators Won’t Tell You "!

Good luck and this is TK. Remember, happy negotiating!

Use this proven negotiation secrets now!>>

To your PERSONAL SUCCESS!
TK Chan
Certified NLP Master Practitioner (ABNLP)
Corporate Sales & Negotiation Trainer

About TK
He is the founder, principal master trainer and NLP consultant of Fourth Quadrant Communications ( 4QC ), a training and speaking organization that conducts workshops and seminars for local and multinational companies in the key areas of personal success, value change, psychological sales negotiation, customer service loyalty, high-impact communication and leadership. You can reach him at 6013 -3954754 or email him at tk@4qctraining.com.

1. 3 Habits of Influencing Power

How To Communicate With Greater Influence

When I was watching the Oscar-award winning movie “Amadeus’ many years ago, in one the scene, the young Wolfgang Amadeus Mozart was trying to “push” Emperor Joseph II to buy his revolutionary idea of a new opera he had in mind. Not to the surprise of many, he immediately faced stiff opposition from the Court officials and composers, including the emperor himself. They agreed unanimously that the idea Mozart had was not suitable and appropriate for the era at that time.

Despite his zealous persistency, the emperor finally uttered this statement, “ Mozart, you are very passionate, but you do not “ persuade ".

Had Mozart learnt the skills of how to influence the King and other Court officials, he would have had a better chance of sustainability in the royal circuit, achieved a better quality of life and made more supportive friends. But instead, he died miserably in desolation at the age of 35.

In this 21st Century when the globalised world has gone “ flat “ , people need faster and powerful skills to build connections with others in all desperate attempts to defy objections, oppositions and rejections. The methods of trying to persuade and convince belong to the yesteryears.

Do you want to know how to build a superhighway to create powerful connections with people? Easy. Build your influence around them.

How?

ADVICE: Ask yourself what influences you?

One of the key area that help people become more influential than they can ever imagine is to practice listening to people. Not just any listening. But listen attentively and even better, listen with empathy. That is, listen to understand the needs and wants of people.
If we turn the wheel around and ask ourselves this : why do we need to be listened to? In this era where speed and innovations reign the world, people are so busy working at their job that they can hardly pay attention to their suppliers, colleagues, or customers due to a lack of time.

Is that true?

ADVICE: How can I pay more attention to people that I meet these days?

This is precisely the reason why most of us are not “persuasive” to others. We never seem to have time for other people to create that level of influence over them. We are “perceived” to be no longer caring and attentive. Who wants to follow our advice or adopt our information for positive consideration?

It has a lot to do with our ATTITUDE towards people.

You are right. It’s not a lack of time, but a lack of attitude. Our attitude towards people whom we call family members, friends, colleagues, bosses, neighbours, street mates, suppliers, customers and even strangers.

How are you doing so far in listening without prejudice, listening with love and listening with an intention to help others get better in life?

ADVICE: If you do, CONGRATULATIONS! If you haven’t, buckle your seat belt because you are going for a long ride on a superhighway of life !

Here are the most important foundations of listening that I have learnt from myself, other experts and successful communicators like Dale Carnegie, whose powerful lessons about influencing people have made a dramatic impact in my personal life and my career with high success:

1st Habit to Influence
When someone starts listening to me, it shows that they are interested in what I have to say. Why? I want to be the focus of attention.

2nd Habit to Influence
When they listen attentively, I perceive them as being respectful. Why? I deserve to be respected.

3rd Habit to Influence
When they listen to understand, I feel that I am being understood by someone who cares about what I think and feel inside. And, when I am understood, I feel good.

When you can develop those 3 habits of listening to people based on the 3 foundations in human needs and behaviour outlined above, you have just increased your power to build rapport on an unconscious level with the person you meet and therefore, you tear down any possible resistance from the person and move towards cooperation for a better outcome.

ACTION STEP:
What specific steps you are going to do to improve your listening skills and increase your influencing power with people?

See you soon in my next Power Tip #2 !

Cheers!
TK Chan
http://www.4qctraining.com

About TK Chan
He is the founder, principal master trainer and Certified NLP consultant of Fourth Quadrant Communications ( 4QC ), a training and speaking organization that conducts workshops and seminars for multinational companies in the key areas of personal success & change, sales, customer service, communication and leadership. He can be reached at 6013 -3954754 or contacted by email: tk@4qctraining.com.