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Donald B Ma

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Old School Selling not fitting for the New Economy

“Discover their Pain!” screamed the sales trainer, who was generations my senior. Back when I first started in sales, “Pain Selling” was he norm, and most practiced approach. For many it worked wonders – at least those sales executives transformed from transactional product-pushing towards diagnosing and consulting the client. For others, the pain-selling approach still […]

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Pitching to an International Audience / Part 5

Noticing the way we speak to clients is critical – and the way we speak to others is not only limited to our mouth. We also communicate with our body language. Imagine a person who is very confident in a meeting – what would that person look like/sound like? How about a person who is […]

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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 to […]

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Kua Theng Hong

Sales Training: Don’t just increase your chance. Increase your opportunities.

In business sales training, a lot of service providers focus on how to sell their proposals better. Many techniques have been learnt, from high-impact selling to persuasive selling and from emotional selling to consultative selling. All these skills are useful once there is a formal opportunity to propose. The question is: how do we get […]

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