Saw this at Italiannies restaurant at Sunway pyramid, a shopping mall. It’s always good to upsell a customer. We can recommend a good dessert or an extra drink. Since the customer is already there, why not just ask? One way to increase sales is to increase the transaction size of…
In my skills-based training, participants are always in groups role-playing and practicing the skills I taught. In one instance, I was training a group of 30+- advertising sales reps. On day 2 in one of the groups, a terrible thing happened… Sales manager: Ok, you do it. The sales rep…
In the issue of April 1-15 of Malaysian Business, I wrote about Sales KPIs, what they are and areas you can measure. KPIs are also known as KRA and performance standards. Do you want to measure volume, margins, or a certain market? Go to the nearest bookstore or magazine stand…
I’m in my office today. Someone rang my door so I went out and see who is it. It’s a directory saleswoman in her forties. I opened my door and see what she has for me. She wants to give me a free directory, which I told her, “do you…
You Are Only As Good As Your Training Imagine a person joining a martial arts class and playing a fool during the practice. When the Master request we punch with full force, that person punches with 50% force. When the Master says be serious, that person laughs. When the Master…
I will now start writing a series of posts relating what I know about martial arts to sales, to selling. Obviously, the philosophies and principles are general enough to apply to life. So think beyond the context and be creative in the application. I have 3 black belts in martial…
