Success In Life!

Do you want to become a top sales achiever in your area of business?

Imagine tripling your leads, getting more prospects and closing more sales… starting today!

Your goal in business is to sell more and earn more. Whether you are a small business owner or a sales professional, you need to learn the skills that will push your sales to the next level. And there is one man who is better qualified to teach you those skills than anyone else! His name is Brian Tracy – “The World’s Leading Authority in Business”.

Brian has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US , Canada and 40 other countries worldwide. He speaks to corporate and public audiences on the subjects of Personal and Professional Development, including the executives of many of America ’s largest corporations. More importantly, Brian helped entrepreneurs just like you bring about immediate changes and long-term results.

In this excerpt from Brian Tracy’s full-length audio, he shares a powerful success formula that he developed over 40 years in the field.

The “Golden Triangle” of selling is based on three parts:The first part is Relationship Selling - this is established in a high quality relationship with your potential customer, with your prospect.

The second part is called Consultative Selling - this is where you position yourself as a problem solver in the sales conversation. You focus in like a laser beam on the problem or need that the customer has, and continually ask him or her about this need and how it affects them and what you can do to solve the need.

The third part is called Educational Selling - in educational selling, learn what your customer needs. Learn about his or her situation and then educate your customer on how your product or service will be the ideal solution.

Learn success strategies practiced by top salespeople in every field

In Brian Tracy’s full-length audio, he will reveal some of the world’s most powerful ideas on Sales and Business. When you start using them, not only will you move to the top of your business, you’ll be closing more sales and earning more money than you ever have before…

In “Superstar Selling”, Brian will teach you how to:

- Main good client relationships
- Spot good prospects and make the most out of your appointments with them
- Apply the four most important components of strategic marketing and selling
- Ask key questions and handle objections
- Master successful closing techniques
- And much more!

To listen to an audio clip of Superstar Selling, just follow these simple steps:

1. Go to http://info.skyquestcom.com/inspiresuccess
2. Move to the middle of the page.
3. Under Start Now! Try Our Most Popular Videos… For FREE!Start Now!, locate “Corporate” and click “View Demo”
4. Locate “Superstar Selling (Audio Only)” and click “Product Demo

If you want to learn from the best and at your own time and own pace, here is what Brian Tracy has to recommend.  Click here to view the video.

To Your Financial Freedom,
Peck Ling

I just read Brian Tracy’s Sales Success Newsletter on “Move Out of Your Comfort Zone”.

I have heard about moving out of your comfort zone many times.  But it did not sink in until these recent months.

I was out of job for more than a year.  I have worked for more than two decades in the IT industry.  Unfortunately, circumstances changed and then something unfortunate happened to my husband.  I decided to do less conventional things to achieve what I have not yet achieved in life and perhaps after that, to enjoy life without worries. 

I have been asked many times if I would like to go back to work full-time. My answer has always been I would like a change in my life and have more time for the family.

Like most people, I fear changes.   Any change, or even an attempt to change anything I am doing, makes me uncomfortable. I think this is generally true for most people. 

One of my mentors once told me that in order to achieve more, do not be afraid to do things that make me uncomfortable.
 
I always feel like giving up and not doing anything uncomfortable. But I know that in order to do something different and achieve success, I have to force myself to move out of my comfort zone.  I am currently involved in sales and meeting and doing a great presentation is not my forte.

At first, I felt uneasy, experienced stress, tension and embarrassment as I was just too self-conscious.  I knew I had to learn to overcome it if I really want to achieve my goals and be successful in life. 

How did I overcome my fear and move out of my comfort zone? 

a) First, I found out the reason why I had these uneasy tensed and nervous feelings.  I felt silly for a grown person like me to have these kinds of reactions.  After some soul searching, I realized that I was afraid of making a fool of myself in the event that I did not get the facts right. Also, I was afraid that my mind would go blank on me leaving me totally embarrassed.
 
b) To resolve my problem, I worked on memorizing the facts and paying particular attention to the salient points of the presentation.  I also learnt from others who are better and more experienced than me.  I would attend other people’s presentations and take notes.  Before any presentation, I get myself prepared and rehearsed my speech over and over again.

c) Last but not least, I met my fear head on by doing the presentation repetitively.  I found that by concentrating on the task, I would not be so self-conscious.

Well, it works!  But, every now and then, I have to remind myself as I tend to forget.  I hope this will become part of me very soon.

How to Increase our Earning?

Since I am in sales now, I like to read Brian Tracy’s newsletters as Brian Tracy is an expert in Sales, Time Management and Personal Development.  He said that in order for us to sell more and earn more, we must see and think about ourselves as capable of becoming the highest-earning salespeople in our field. We have to develop a new self-concept for sales and income that is more consistent with what we really want to accomplish.

Here are the ways to increase our earning:
a) Increase the amount we believe we are capable of earning.
b) Raise our aspirations, set higher goals, and make detailed plans to achieve them.

Build Our Self-Concept Level of Income
Our self-concept determines our levels of performance and effectiveness in everything we do.

In sales, there are many mini-self-concepts that govern every activity of selling. They are:

a) self-concept for prospecting, for using the telephone, for cold calling, for making appointments, for qualifying, for presenting, for answering questions, for closing, for getting referrals, and for making follow-up sales, and
b) self-concept of our level of product knowledge, our personal management skills, our level of motivation and for the way that we relate to different types of customers.

In every case, we always perform in a manner consistent with our self-concept.
Hence, it is very important to work on having a high self-concept to enhance our performance.

If we have a high self-concept for making presentations or for closing sales, we feel comfortable and competent whenever we are doing them.

On the contrary, if we feel tense or uneasy in selling, it means that we have a low self-concept in that area. Since, we do not feel comfortable when we are engaged in that activity, we will probably avoid that activity as much as possible. Isn’t that true?

Well, I suppose this is normal and natural for most people. The only question is, “What are we going to do about it?”

As recommended by Brian Tracy, we can Get Better Results immediately by doing the following:

1) First, set a goal today to become one of the highest earning people in our field.
2) Then, back our goal with action by committing to becoming very good in our field.  For example, go for training and equip ourselves with more relevant skills.
3) See ourselves, imagine and visualize ourselves as if we are already very good at what we do. Create within ourselves the feeling of success and accomplishment.

To Your Sweet Success,
Peck Ling

There are 3 simple ways to grow our business. 

1. Increase your number of clients,
2. Increase the average size of each transaction per client, and …
3. Increase the number of times per year each client buys from you.

In fact, another way is to retain our existing customers.

Interesting article on how to grow your business by Marketing Headhunter.

To your success in sales,
Peck Ling

Who Else Wants a Simple Fully Automated Business System? Click below to find out more!

Finally, after struggling for many days and nights, I finally got WordPress v2.1 software installed. I had problems importing the previous posts and so decided to start afresh after wasting so much time.

I hope to follow the order as close as possible.

Here is the first post of the blog.

I have no idea who Brian Tracy was when I was still hard at work. My job did not involve direct selling and I was not in any business at all. Moreover, I worked almost 10 to 12 hours a day. I hardly had the time to read beyond my area of work and interests.

One day, my friend invited me to a course preview. I had never attended one before. She gave me no details but just that it could be beneficial to me. Well, I was preparing to leave the organization I was in then. So, I attended.

The presentation was in Mandarin and it was about sales. The point that came across strongly was that Sales = Income.

It never occurred to me that way. To me, income = monthly salary. Another point came across strongly, was that to be rich and wealthy, one has to do sales. Well, I realised that the statement is true! My cousin is doing sales and he is doing very well! Thinking about my own situation, we were just average income family after slogging for so many years. I felt the need to know more about sales. I really do not wish to be poor when I am old. I want to live comfortably and doing the things that I use to do. I really don’t like the idea of having to worry about having sufficient money before I made a purchase or to help someone.

Well the course came at the right time. The actual course would focus on the techniques of closing sales. This is the most critical of the entire sales process. Sounded interesting for somebody like me! If I could master the selling skills, I will never die of hunger, right?

You are right. I signed up for the Sales course and another on personal development to prepare myself for new challenges. Personal development is something that many companies hardly spend money on. Well, I was sold the idea that I could explode my potential and achieve my dreams.

The course was in Mandarin and you could imagine how tough it was to write in Chinese or to translate from Chinese to English. During the course, names of world-class gurus like Robert Kiyosaki, Anthony Robbins, Joe Girard, Brian Tracy, etc. were mentioned. I could hardly guess their names in Englsh! The different sales techniques of closing were taught. Good and useful instruction.

Being a newcomer to this area, I was overwhelmed.I still have no idea who Brian Tracy was, even though I had the opportunity to purchase ticket for his presentation at a discounted price. But, alas, I did not take up the offer! I had no idea how ‘big’ he is. The Brian Tracy Tour to Asia was a huge success!

One of my friends told me that Brian Tracy is the author of the book “The Psychology of Selling”. He is also the world’s #1 producer of audio learning programs and the leading authority on the development of human potential and business success. In addition, he has 3o years of experience building and managing 22 successful businesses and consulting for over 500 corporations.

Wow! His materials have been translated in 14 different languages and are used in 20 countries.I was recommended to watch Brian Tracy’s video seminar but did not have time to do so. Well, I will do so soon.Recently I bought the DVDs on Double Your Income and Productivity by Brian Tracy.

I watched the first 50 minutes and here is a summary of some salient points:

a) Successful people always take actions. Know what they want and always ask how.
b) Don’t be angry with things you can’t change. Don’t be upset with facts.
c) Positive thoughts empower you; negative thoughts weaken you
d) Be optimistic
e) Top people think of the future most of the time
f) We can control probability. We can control probability by doing specific things like:
keep trying, keep doing, and keep learning.

I will continue watching the DVD and share more so that the information becomes internalised… Selfish, no!  But more of a Win win situation …

To our success,
Peck Ling

From young, we were told not to interrupt conversations as it is considered rude. We were not told why or how this will impact others, their feelings and self-esteem. Many children grow up remembering their manners while some forget theirs, thus hurting people by cutting into conversations and ignoring what others have to say.

I had personally experienced being ignored. It was like what Brian Tracy said, “an emotional slap in the face”.

Do remember to listen to others attentively and do not interrupt or ignore what others say.

Listening helps in sales by boosting our customers’ self-esteem!

You can actually make another person feel terrific about himself or herself by listening in a warm, genuine, caring way to everything he or she has to say. The person would feel important and would be keen to carry on the conversation.

The opposite of listening is Ignoring or Interrupting. This is the fastest way to turn people off. We have a tendency to make some remarks or observation in the middle of a conversation. This is a sure way to abruptly stop the sales conversation.

Learning Points

First, take every opportunity to make the other person feel important by listening attentively to what he or she says.

Second, avoid interrupting the other person by slowing down and pausing for a few moments after he or she has stopped speaking.

To our Good Listening Skills,

Peck Ling

An Automated Money Maker.

It’s The Best Opportunity You Will Ever Have!

I read Brian Tracy’s Success Newsletter today on Gap Analysis.  A very good piece if you want to do well in sales. 

Here are the main points:

Identify the Real Need of the Prospect
Be a “problem detective” and find out our prospects’ problems for which our product or service is the ideal solution. During the prospecting phase, we are like trying to fit our key into a lock to find if it fits.  In the presenting phase, we twist and open the lock with our key.  In the closing phase, we turn the handle and push the door open.

Using key and lock analogy to explain the concept of the sales process is refreshing.  I have never thought of it this way.  I have often heard that we must always try to give what people want.  So, I think we should also select the right key to fit the lock.

Use Questions As Sales Tools
In order to find out the real need of the prospect, we need to have tools and these are ”questions”.  By asking questions, we will be able to uncover problems and find out the gaps between where he is now and where he could be by using the product or service.   We could then show the prospect how he will benefit by owning and enjoying the product or service we are selling.

Besides uncovering problems, we can use questions to find out the background of the prospect and his dreams - what he wants to achieve in life.  However, there are people who may be more reserved in answering questions.  Hence, one should be tactful in such situation.  Asking good question is a great skill in sales.

Clarify the Need and Build Buying Desire
By the skillful use of questions, we can help the prospect discover the gap to where he wants to be and clarify his need and make him feel that he has to take action. The greater the intensity of the prospect’s need and the clearer the solution (our product or servive) to his problem, the greater is the buying desire.

How would I put the above into Action
First, ask good questions aimed at uncovering the real need or problem the customer has.  Ask good questions and you’ll get the results that you want. 

Perhaps, I could write down all the answers that I want to hear and change them to questions. We can use the FORM principle as a general guideline. Can give it a try!

Then listen attentively to the answers. Never assume that we know already.

Second, show continually the size of the gap between where he wants to be and where he is now, to the prospect to increase his desire to buy.  This can be done by making reference to it over and over again.

In conclusion, I truly believe that to do well in sales, one must first acquire the skills of asking good questions.  This skill is crucial as we can then uncover and clarify the suspect’s needs, increase his desire for the services or products, and eventually close the sale.

The use of questions as a tool for sales cannot be over-emphasized. The tendency for most people is to tell thier prospects everything about their product or service.  We forget that people will pay to solve their problems.  No matter how good the product or service is means nothing to your prospect if it does not solve his problem.  As simple as that!

Do not fret if you feel you cannot ask good questions.  Asking skillful question is a learnable skill.  Through practice and reviewing your questions, we can acquire and master the selling skill.

To your success in closing MORE sales by asking questions,
Peck Ling

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Last night, I met up with 10 ex-colleagues for a small dinner get together at the Japanese Restaurant at Miramar Hotel.

Japanese Buffet - My first time.  Nice food like sashimi (if you like raw fish), tempura, steamed egg (chawanmushi), sushi (except there is no soft shell crab). And rather quick in serving even though the entire restaurant was filled.  It has been a while since I had such a heavy meal.

During the course of the meal, one of my friends told us that she is currently unemployed.  None of us knew she was out of job.  She did not say much.  At the end of the meal, I asked her if she is looking for a job similar to her previous job.  Her reply was that that was what she had been doing all along. 

I empathised with her as I always felt that way but yet, I did not take action to learn something new!

So, better get back to Brian Tracy’s video on Double Your Income and Productivity. 

I played the first part again.  Realised that there was more information that could benefit people.

a) Selling is a learnable skill.
b) Practise new things that you learn immediately and repetitively for at least 10 times.
Then decide whether to continue or not.
c) If we could sell well, we control our life and destiny and own the world.
d) Key to the future is knowledge and skills.
e) Psychological Profile of Successful People.
    - What they want
    - How they can get it (action oriented)
f)  Goal is a problem you have not solved.
g) Always be optimistic
h) Always seek for valuable lessons learnt
i)  Learn great lessons from small problems
j)  Most unhappy people have no goals and hence have nothing to work on.
k) An optimistic person constantly learn new things.  So they feel powerful and more confident.  He has unrealistic expectations of success.  He tries more things and persists longer.
l) It does not matter how many times you fall, all that matters is how many times you get up again.
m) Success is not a miracle or an accident.  It is predictable based on probability.
n) Top 10% of people think about the future and where they are going.  They believe that their greatest moment in life is in the future.

There are more to go … Let me pause here for a while. What are those things that I can do to change my life for the better.

I know that Selling Skills and Techniques are essential skills in life.  I will master them quickly. I need to change my mindset to be more optimistic.  Always substitute negative thoughts with positive ones.  Always look out for solutions and lessons. Never rule out or assume anything.

I need to focus on my goals.  Think of the future and take action quickly. Learn and apply what Brain Tracy teaches immediately.  A bit at a time until it becomes second nature to me.

I hope to learn as much as I can from Brian Tracy.  I know I can achieve great things by following what successful people do.

All the Best,
Peck Ling

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Finally, after struggling for many days and nights, I finally got WordPress v2.1 software installed.  I had problems importing the previous posts and so decided to start afresh after wasting so much time.

I hope to follow the order as close as possible.

Here is the first post of the blog.

I have no idea who Brian Tracy was when I was still hard at work.  My job did not involve direct selling and I was not in any business at all.  Moreover, I worked almost 10 to 12 hours a day.  I hardly had the time to read beyond my area of work and interests.

One day, my friend invited me to a course preview.  I had never attended one before.  She gave me no details but just that it could be beneficial to me.  Well, I was preparing to leave the organization I was in then.  So, I attended.  The presentation was in Mandarin and it was about sales.  The point that came across strongly was that Sales = Income. It never occurred to me that way. To me, income = monthly salary.  Another point came across strongly, was that to be rich and wealthy, one has to do sales. Well, I realised that the statement is true!  My cousin is doing sales and he is doing very well!  

Thinking about my own situation, we were just average income family after slogging for so many years.  I felt the need to know more about sales.  I really do not wish to be poor when I am old.  I want to live comfortably and doing the things that I use to do.  I really don’t like the idea of having to worry about having sufficient money before I made a purchase or to help someone.

Well, the course came at the right time.  The actual course would focus on the techniques of closing sales.  This is the most critical of the entire sales process.  

Sounded interesting for somebody like me! If I could master the selling skills, I will never die of hunger, right? You are right. I signed up for the Sales course and another on personal development to prepare myself for new challenges.  Personal development is something that many companies hardly spend money on.  Well, I was sold on the idea that I could explode my potential and achieve my dreams.

The course was in Mandarin and you could imagine how tough it was to write in Chinese or to translate from Chinese to English.  During the course, names of world-class gurus like Robert Kiyosaki, Anthony Robbins, Joe Girard, Brian Tracy, etc. were mentioned.  I could hardly guess their names in Englsh!  The different sales techniques of closing were taught.  Good and useful instruction.  Being a newcomer to this area, I was overwhelmed.

I still have no idea who Brian Tracy was, even though I had the opportunity to purchase ticket for his presentation at a discounted price.  But, alas, I did not take up the offer!  I had no idea how ‘big’ he is.  The Brian Tracy Tour to Asia was a huge success!

One of my friends told me that Brian Tracy is the author of the book “The Psychology of Selling”. He is also the world’s #1 producer of audio learning programs and the leading authority on the development of human potential and business success.  In addition, he has 3o years of experience building and managing 22 successful businesses and consulting for over 500 corporations.  Wow!  His materials have been translated in 14 different languages and are used in 20 countries.

I was recommended to watch Brian Tracy’s video seminar but did not have time to do so. Well, I will do so soon.

Recently I bought the DVDs on Double Your Income and Productivity by Brian Tracy.  I watched the first 50 minutes and here is a summary of some salient points

a) Successful people always take actions.  Know what they want and always ask how.
b) Don’t be angry with things you can’t change. Don’t be upset with facts.
c) Positive thoughts empower you; negative thoughts weaken you
d) Be optimistic
e) Top people think of the future most of the time
f) We can control probability.  We can control probability by doing specific things like:
    keep trying, keep doing, and keep learning.

I will continue watching the DVD and share more so that the information becomes internalised…  Selfish, no! But more of a Win win situation!

To our success,
Peck Ling

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