5 Business Rules I live by….
Posted on October 6, 2007
Filed Under Life | 3 Comments
… and I encourage all my students and seminar participants to do the same.
1) Build relationships … and this takes time. Do not sacrifice long-term relationships for short-term profit.
2) Show sincere appreciation to every business opportunity you receive – no matter how small it is. Never forget to say “Thank You”.
3) Communicate with your partners, suppliers, customers and friends as often as possible. If they are talking to you, they can’t be talking to your competition.
4) Don’t over complicate things. All things in life can be condensed into simple principles and all problems can be solved using commonsense. Business is the same.
5) Manage conflicts within your team and within yourself well. Never let clients be the sacrifice of such conflicts.
(Myself developed none of these wisdoms. Most of them were from the books that I have read … as the saying goes: Who you are and what you will become is dependent on the books you read and the people you mix with.)
teck beng
How are Customer Service and Selling related?
Posted on September 29, 2007
Filed Under Customer Service, Sales, Sales Tactics | Leave a Comment
As an experience sales trainer, I include an element customer service training in my materials. Often, people asked me why must a sales professional learn customer service.
I shall use a quote from Masushita to answer this question.
“After sales service is more important than assistance before sales. It is through such service that one gets permanent customers” – Konosuke Matsushita
It is obvious that as a sales profession, while knowledge in customer service is not really necessary during the sales process, it is crucial after the sales.
Satisfied customers become loyal customers and give you referrals. That gives you new prospects.
Satisfied customers are also your testimonials. They are your “sales team” that goes around to promote your product or service. This also solves the biggest problem to most sales professionals – prospecting – finding your potential clients.
Last but not least, relationship takes time to build. Customer service helps to strengthen relationship.
teck beng
Change is Nature
Posted on August 30, 2007
Filed Under Change, Marketing | 2 Comments
Wow! I have not updated my blog for almost 2 months already. How time flies! No excuses!
This month, I had the privilege to learn from Philip Kotler when he visited Singapore. Before I met him, I was wandering what a 75 years old professor, whose books are used by many universities around the world, will address in his classes.
Not surprising, he devoted a fairly large amount of time to discuss marketing through New Media, such as blog and U tube. Like what the title of one his books say: “Marketing Moves”.
I respect him for his great insights and more importantly his willingness to keep up with times, despite his success.
Change is Nature. Marketing must change to keep up with time.
Changes can be due to many reasons … globalisation, emergence of new technology or government policy change.
As a result, taste change, new fashion evolves and new products are developed. If you can catch the trend, you will get a chance to sit on the nose of a rocket. A fine example will be
Western clothes with flavors of the East. Something truly unique.
teck beng
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