Pitching to an International Audience / Part 3

Pitching to clients can be unpredictable – you never know what they’re going to say, how they will respond or the way your pitch is going to land upon them. That’s OK – focusing on what we cannot control will not give us answers or help us in that moment. So what can we do […]

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Pitching to an International Audience / Part 2

All too often, we pitch to clients our offerings – our solutions, services, products, etc. Yet, we don’t take a moment to pause and think to ourselves – “How does this make our clients want to buy it from us?… Why would the client need to purchase this right now? What would compel the buyer […]

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Pitching to an International Audience

We have different cultures, customs and regulations – and there is still one business world. In business, cultures may differ, but the focus remains the same – to conduct business with those whom we trust. Recently, I was asked by a sales director of a large China-based company – “Why is it that we are […]

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Mind over Quota

Let’s face it – missing sales targets sucks! No matter how experienced you are, it’s the feeling of under-achieving coupled with public shame which makes us ponder our ability as a sales professional in an organization. Yet – WHO has not ever missed their quota? Having studied top performing sales professionals and following their ways […]

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Kua Theng Hong

5 HABITS FOR SUCCESS

Achievements are accomplished not through big why or dare to dream but through actions ultimately.  Of all actions, it’s those little actions that we take every day, slowly but surely, lead to our achievements. Hence, SUCCESS IS A HABIT. Here is a list of habits to share with you from the course ‘Habits for Success’ […]

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Empathy in Sales

A while ago, I wrote about the magic of the number ‘3’ in business. I’d like to express more on this magical number, and how it can help us have a better relationship with our clients –   Many experienced sales professionals understand the importance of asking questions, and the power of follow-up questions. Moreover, […]

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Kua Theng Hong

What’s stopping you?

What’s stopping you?   In my years of managing staff and coaching clients, I have simplified a way to understand the possible underlying issues when a person doesn’t perform a task well. I called it ‘CAWISHDA’: cannot, will not, should not and dare not.  Using this checklist with probing questions, we could narrow down the […]

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To sell… or not to sell…. ?

When I was working for an outsourcing company as a Business Development manager, I received, out-of-the-blue, a Request or Proposal from a large elevator manufacturer company. The value of the RFP was large – packed in 100+ pages of information which contained an opportunity that would involve years of work and hundreds of consultants to […]

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The Price of Things We’ve Lost

When I was 16 years old, I went against my parents’ advice and pleading to withdraw from the high school wrestling team. Despite the fact that I only weighed about 100 pounds and barely qualified for the lowest weight class, the ego in my head outweighed every ounce of logic around it. As it turns […]

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