i used to think that some people are born salesmen, or non-sales friends make judgement on whether one is cut out to be a sales person or not. like etiquette, techniques should be used as complement to one's personality and relationship with the other party. And you don’t have to call yourself a salesman.You are just one human being speaking to another, about things you both care about.
i think different people attract different crowd. ie. whites would like a certain type of girl. chinese too. and hongkongers too. whatever people think, ive got to be fearless, if it doesn't work out I would just go get a job somewhere, it wouldn't be the end of my life. It's worth taking a shot and going for everything. It is also best not to overspend, and max out the dollars and cents.
Blair Warren says:
People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions and help them throw rocks at their enemies.
1) Show them how doing what you’re suggesting, or buying your product or service will help them achieve their dreams.
2) Give people reasons why they haven’t begun to act, or haven’t succeeded at the action. This is “justifying their failures.” Tell them about some missing thing that will make them successful in the future.
3) “Allaying fears” means acknowledging the fears and providing support to enable someone to keep going despite the fear.
4) Talk about things that people believe or suspect to be true, yet they are rarely spoken about or acknowledged.
5) A common enemy creates a strong bond.
Friday, May 16, 2008
Tuesday, May 13, 2008
What do i like about HK
Well, its really hard to say. I wonder if i like my independence more than hk itself.
none of the singaporeans i know actually like hk. i wonder why.
It could be the pollution. it could be the language. it could be the people. it could be the work.
for me, its all about food, and variety right? i find the people okay. they are funny people actually. shopping's pretty decent. and i love my apartment, and the hiking here. it's not half bad, from the 7 months i have been here.
none of the singaporeans i know actually like hk. i wonder why.
It could be the pollution. it could be the language. it could be the people. it could be the work.
for me, its all about food, and variety right? i find the people okay. they are funny people actually. shopping's pretty decent. and i love my apartment, and the hiking here. it's not half bad, from the 7 months i have been here.
Monday, May 12, 2008
Monday, May 05, 2008
April and May.. and the rest came tumbling out...
April
Paul's Birthday Month. Other than that .. most was pretty uneventful. Plum crumble, apple crumble, Chocolate Cake (Failure), Blueberry Muffins, Chicken Rice, Ba Kut Teh, ate at Satay Place at Mody Road. Shenzhen Massage on 19th, Met with Judy for Brunch at Bricolage 2 on 27th, Jay Chou filmed his MTV outside my home. Forbidden Kingdom is a lousy film.
Workwise, was a bit hard, still struggling. Down to doing more "sales" as opposed to "support". I found it hard to pick up the phone. Still trying to gain confidence. Eric was very helpful. But he said i was pessimistic about long term, and that should not be. I have to stay positive and never give up.
May
Drinks at Lotus was great but expensive. Started off the weekend with 2 seafood meals featuring lobster and scallops for a total of 500HKD. Cheung Chau Island is great. Discovered the value of renting just a room, the points system, and keeping to a budget. HKD500pw. I should keep running at the gym.
Workwise i hope to have a successful BJ & SH trip, and keep working on my product knowledge. Close the E*** Bank deal, chase up on B**, C**** SM. Things are fine, building up my pipeline. I will be patient, humble and proactive.
i should finish watching S&TC, readings on Sales.
June
Paula's birthday Month. Aim to clear Sg CC by June, leaving me with only Education Loan, which i need another 6 months to finish. May return for Julie's wedding. Expecting Paula, Hozen, Jill, Serene, Antz here. Q2 should very quickly fleet by. Aim to say hallo in BJ last week in June. I should finish reading Derivatives by Alan Hicks. June 24 marks my 1st year in the company.
July
Dad's birthday Month. Expecting visitors as this is the shopping month in HK. Evans should be coming. I could try Wakeboarding and more climbing, even if it means doing it alone.
Restriction on Sg Visa begins here. I expect to do more cold calls in HK, and followup on Chinese clients from here probably till Olympic Fever is over in August. I should be reading the Hull's Derivatives.
August
Mom's Birthday Month. I should start looking for a room/apartment as my lease runs out in October. I am looking forward to paying less rent and saving more in anticipation for the double whammy taxes come April 2009.
September-Oct
Paul's Commissioning. I have to plan the London trip, and book my tickets to get home for my 26th birthday and F1!
I should visit China again first week in Sept. Q3 is up. I hope to have met my sales targets. Argh.
Oct-Dec 08
I have to build my pipeline for the next year 2009. Beijing Forum in Oct. Shanghai Forum in Nov.
I have to research for my Masters in F. Engin for Mar 2010, C++ programming. I may go home for Xmas.
Paul's Birthday Month. Other than that .. most was pretty uneventful. Plum crumble, apple crumble, Chocolate Cake (Failure), Blueberry Muffins, Chicken Rice, Ba Kut Teh, ate at Satay Place at Mody Road. Shenzhen Massage on 19th, Met with Judy for Brunch at Bricolage 2 on 27th, Jay Chou filmed his MTV outside my home. Forbidden Kingdom is a lousy film.
Workwise, was a bit hard, still struggling. Down to doing more "sales" as opposed to "support". I found it hard to pick up the phone. Still trying to gain confidence. Eric was very helpful. But he said i was pessimistic about long term, and that should not be. I have to stay positive and never give up.
May
Drinks at Lotus was great but expensive. Started off the weekend with 2 seafood meals featuring lobster and scallops for a total of 500HKD. Cheung Chau Island is great. Discovered the value of renting just a room, the points system, and keeping to a budget. HKD500pw. I should keep running at the gym.
Workwise i hope to have a successful BJ & SH trip, and keep working on my product knowledge. Close the E*** Bank deal, chase up on B**, C**** SM. Things are fine, building up my pipeline. I will be patient, humble and proactive.
i should finish watching S&TC, readings on Sales.
June
Paula's birthday Month. Aim to clear Sg CC by June, leaving me with only Education Loan, which i need another 6 months to finish. May return for Julie's wedding. Expecting Paula, Hozen, Jill, Serene, Antz here. Q2 should very quickly fleet by. Aim to say hallo in BJ last week in June. I should finish reading Derivatives by Alan Hicks. June 24 marks my 1st year in the company.
July
Dad's birthday Month. Expecting visitors as this is the shopping month in HK. Evans should be coming. I could try Wakeboarding and more climbing, even if it means doing it alone.
Restriction on Sg Visa begins here. I expect to do more cold calls in HK, and followup on Chinese clients from here probably till Olympic Fever is over in August. I should be reading the Hull's Derivatives.
August
Mom's Birthday Month. I should start looking for a room/apartment as my lease runs out in October. I am looking forward to paying less rent and saving more in anticipation for the double whammy taxes come April 2009.
September-Oct
Paul's Commissioning. I have to plan the London trip, and book my tickets to get home for my 26th birthday and F1!
I should visit China again first week in Sept. Q3 is up. I hope to have met my sales targets. Argh.
Oct-Dec 08
I have to build my pipeline for the next year 2009. Beijing Forum in Oct. Shanghai Forum in Nov.
I have to research for my Masters in F. Engin for Mar 2010, C++ programming. I may go home for Xmas.
Friday, April 04, 2008
Thoughts
Imminent
1. Tmr is a HK Holiday Ching Ming, 4 April 08. Ngong Ping 360 Cable Car.
2. Pay bills - Sg and HK
3. Timeline: April 08: air tickets, May: Shanghai Beijing, June 08: trip back home. Take leave. July-August 08: Normal work, Sept 08: London Trip, Oct: Beijing Forum, Nov: Shanghai Forum, Dec: Home for Xmas
5. Plan Sept 08 London trip
6. C++ Programming for Financial Engineers
Sometime later...
Masters in Financial Engineering http://mfe.haas.berkeley.edu/index.html
March 2010 - 2011. Bonus payouts in March 2009 & 2010. Enter 28, grad 28. 41/2 yrs exp
Or enrol for Sept 2009-Sept 2010 intake. Enter at 27, grad 28. 4 yrs exp
1. Tmr is a HK Holiday Ching Ming, 4 April 08. Ngong Ping 360 Cable Car.
2. Pay bills - Sg and HK
3. Timeline: April 08: air tickets, May: Shanghai Beijing, June 08: trip back home. Take leave. July-August 08: Normal work, Sept 08: London Trip, Oct: Beijing Forum, Nov: Shanghai Forum, Dec: Home for Xmas
5. Plan Sept 08 London trip
6. C++ Programming for Financial Engineers
Sometime later...
Masters in Financial Engineering http://mfe.haas.berkeley.edu/index.html
March 2010 - 2011. Bonus payouts in March 2009 & 2010. Enter 28, grad 28. 41/2 yrs exp
Or enrol for Sept 2009-Sept 2010 intake. Enter at 27, grad 28. 4 yrs exp
Tuesday, March 25, 2008
Culture Shock in Shanghai - Suzhou - Beijing
Twenty Forth and Twenty Fifth.
In Shanghai, Antz and I stayed at Astor House,
In Suzhou, it was Pingjiang Lodge,
In Beijing it was Westin at Financial Street.
Of Astor House (Shanghai), was big, errie and commentless on my end.
Of Einsten at The Regent we had for company,
His website tutule.com. Of Melissa, Lily and extensive Buffet on Sunday afternoon.
Of flowing Great Canal in ancient part of Suzhou,
Of water town in remote yet touristy Zhouzhuang,
Of the "Yong" room we stayed in
- reminiscent of Romance of the Three Kingdoms
Of cherry blossoms at The Humble Administrators Garden,
Of friendship renewed and new discovery.
Wide eight lanes at Beijing,
Olympic fever in thick the air,
Of blur cab drivers at dong nan xi bei
preceding every address.
Of seemingly endless opportunities,
and need for caution.
I discovered a few things today
that i need to think and plan matters of the pocket
relax yet be smart
independent yet dependent
pen down my thoughts
in a bid to find a route.
In Shanghai, Antz and I stayed at Astor House,
In Suzhou, it was Pingjiang Lodge,
In Beijing it was Westin at Financial Street.
Of Astor House (Shanghai), was big, errie and commentless on my end.
Of Einsten at The Regent we had for company,
His website tutule.com. Of Melissa, Lily and extensive Buffet on Sunday afternoon.
Of flowing Great Canal in ancient part of Suzhou,
Of water town in remote yet touristy Zhouzhuang,
Of the "Yong" room we stayed in
- reminiscent of Romance of the Three Kingdoms
Of cherry blossoms at The Humble Administrators Garden,
Of friendship renewed and new discovery.
Wide eight lanes at Beijing,
Olympic fever in thick the air,
Of blur cab drivers at dong nan xi bei
preceding every address.
Of seemingly endless opportunities,
and need for caution.
I discovered a few things today
that i need to think and plan matters of the pocket
relax yet be smart
independent yet dependent
pen down my thoughts
in a bid to find a route.
Tuesday, March 11, 2008
Uphill Task
Structured product forum today was held at a six star hotel in hk. very glam.
Thoughts and tips for the evening:
1) Harry F. Banks: “A salesman minus enthusiasm is just a clerk.”
2) “Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.”
3) Understand client needs
Riordan, 35, has been one of Fisher Island's chief ambassadors. The boyish-looking salesman with an athletic frame and an affable manner grew up in a middle-class neighborhood in suburban Chicago and has visited 39 countries in search of wealthy buyers.
A graduate of Illinois State University in Normal, Ill., Riordan said that, in addition to having a winning product to sell, the trick to being successful at Fisher Island is understanding your clients' needs.
4) Top salesmen are coachable, eager to learn, care about their clients
Memphis Business Journal - by Colleen Stanley
They are the few, the proud and, no, they're not the Marines. They are top-producing salespeople who consistently perform year after year. They sell in good or bad economic times, can sell a branded or non-branded product, and always do it with a can-do attitude.
What do these top producers have in common? Here are some of their traits to which you can compare your sales team.
They're coachable -- Top salespeople don't wait for their sales manager to find time in his/her busy schedule to meet with them. They take responsibility for their own success, and are proactive about asking for and receiving help.
When they receive feedback, they actually do something with it. They're constantly looking for tools that will help them influence customers and close business.
They show up consistently -- Top salespeople understand that business development is a process, not an event. They don't just network when they have the energy. They don't just make cold calls when they feel like it. They don't just meet with referral partners when their pipeline is dry.
They don't buy into the time excuse. They always make time to prospect. Top salespeople consistently show up every week with a plan and execute it.
They balance ego and humility -- Top salespeople don't rest on their laurels and get puffed up over the money they're making and the deals they're closing. They keep their egos in check because they know arrogance is the biggest killer of success.
They've observed arrogant salespeople who start believing their own press and, as a result, are so busy reading the releases they don't see the competitor sneaking up on them.
They're lifelong learners -- Top salespeople get smarter every year. They don't wait for the company to buy them a set of CDs or books, or enroll them in training. They understand that at the end of the day, success is their responsibility and no one else's.
If they work for one of the smart companies that does provide training, that's a bonus. Top salespeople turn off the car radio and turn on the latest sales training or leadership CD. Top salespeople turn off the tube and turn on the reading light to make sure they're staying abreast of the latest trends in business.
They let it go -- Top salespeople practice the Native American proverb, "Don't let yesterday use up too much of today."
These individuals may lose a piece of business. But they don't lose their entire weekend stewing over it. Instead, they hold a short pity party and get right back to business, armed with new lessons learned.
They care -- The salesperson who cares about their prospects and customers is in sales for the long run. They possess empathy.
For example, a salesperson shows up for a meeting with their best customer, who seems very distracted. Instead of focusing on the agenda, the salesperson drops the agenda and says to his/her customer, "Looks like there are other things going on today besides what we were scheduled to discuss. Do you mind sharing?"
They also care about the customer after the sale. Top salespeople honor promises and make sure commitments are met.
There is no entitlement attitude -- Ever heard a rep complain they can't sell because they don't have good enough marketing materials, a fancy CRM system or sales support? (By the way, this type of salesperson never makes it in a startup, where you're lucky to get a pen and piece of paper supplied.) Top-producing salespeople create their own marketing material, develop their database and hire support. They don't expect a lot of handouts before they have proven themselves.
They understand delayed gratification -- They know it takes time to learn new products and service, build referral networks and fill a sales pipeline. Top salespeople are willing to invest the time on the front end because they know they will reap the returns on the back end.
They work hard -- Plain and simple. Top producers aren't slouches. They're at the office early doing paperwork so they can spend the rest of the day doing revenue-generating activities. They understand sales is not a 9-to-5 job.
There's early morning networking, after-hour events and late-night travel. Top producers are in the business of sales because they want to reap the rewards of their individual efforts.
What was your score?
COLLEEN STANLEY is president of SalesLeadership, Inc., in Denver and author of Growing Great Sales Teams: Lessons from the Cornfield. Reach her at cstanley @salesleadershipdevelopment.com or (303) 708-1128.
Thoughts and tips for the evening:
1) Harry F. Banks: “A salesman minus enthusiasm is just a clerk.”
2) “Sales are contingent upon the attitude of the salesman - not the attitude of the prospect.”
3) Understand client needs
Riordan, 35, has been one of Fisher Island's chief ambassadors. The boyish-looking salesman with an athletic frame and an affable manner grew up in a middle-class neighborhood in suburban Chicago and has visited 39 countries in search of wealthy buyers.
A graduate of Illinois State University in Normal, Ill., Riordan said that, in addition to having a winning product to sell, the trick to being successful at Fisher Island is understanding your clients' needs.
4) Top salesmen are coachable, eager to learn, care about their clients
Memphis Business Journal - by Colleen Stanley
They are the few, the proud and, no, they're not the Marines. They are top-producing salespeople who consistently perform year after year. They sell in good or bad economic times, can sell a branded or non-branded product, and always do it with a can-do attitude.
What do these top producers have in common? Here are some of their traits to which you can compare your sales team.
They're coachable -- Top salespeople don't wait for their sales manager to find time in his/her busy schedule to meet with them. They take responsibility for their own success, and are proactive about asking for and receiving help.
When they receive feedback, they actually do something with it. They're constantly looking for tools that will help them influence customers and close business.
They show up consistently -- Top salespeople understand that business development is a process, not an event. They don't just network when they have the energy. They don't just make cold calls when they feel like it. They don't just meet with referral partners when their pipeline is dry.
They don't buy into the time excuse. They always make time to prospect. Top salespeople consistently show up every week with a plan and execute it.
They balance ego and humility -- Top salespeople don't rest on their laurels and get puffed up over the money they're making and the deals they're closing. They keep their egos in check because they know arrogance is the biggest killer of success.
They've observed arrogant salespeople who start believing their own press and, as a result, are so busy reading the releases they don't see the competitor sneaking up on them.
They're lifelong learners -- Top salespeople get smarter every year. They don't wait for the company to buy them a set of CDs or books, or enroll them in training. They understand that at the end of the day, success is their responsibility and no one else's.
If they work for one of the smart companies that does provide training, that's a bonus. Top salespeople turn off the car radio and turn on the latest sales training or leadership CD. Top salespeople turn off the tube and turn on the reading light to make sure they're staying abreast of the latest trends in business.
They let it go -- Top salespeople practice the Native American proverb, "Don't let yesterday use up too much of today."
These individuals may lose a piece of business. But they don't lose their entire weekend stewing over it. Instead, they hold a short pity party and get right back to business, armed with new lessons learned.
They care -- The salesperson who cares about their prospects and customers is in sales for the long run. They possess empathy.
For example, a salesperson shows up for a meeting with their best customer, who seems very distracted. Instead of focusing on the agenda, the salesperson drops the agenda and says to his/her customer, "Looks like there are other things going on today besides what we were scheduled to discuss. Do you mind sharing?"
They also care about the customer after the sale. Top salespeople honor promises and make sure commitments are met.
There is no entitlement attitude -- Ever heard a rep complain they can't sell because they don't have good enough marketing materials, a fancy CRM system or sales support? (By the way, this type of salesperson never makes it in a startup, where you're lucky to get a pen and piece of paper supplied.) Top-producing salespeople create their own marketing material, develop their database and hire support. They don't expect a lot of handouts before they have proven themselves.
They understand delayed gratification -- They know it takes time to learn new products and service, build referral networks and fill a sales pipeline. Top salespeople are willing to invest the time on the front end because they know they will reap the returns on the back end.
They work hard -- Plain and simple. Top producers aren't slouches. They're at the office early doing paperwork so they can spend the rest of the day doing revenue-generating activities. They understand sales is not a 9-to-5 job.
There's early morning networking, after-hour events and late-night travel. Top producers are in the business of sales because they want to reap the rewards of their individual efforts.
What was your score?
COLLEEN STANLEY is president of SalesLeadership, Inc., in Denver and author of Growing Great Sales Teams: Lessons from the Cornfield. Reach her at cstanley @salesleadershipdevelopment.com or (303) 708-1128.