in this issue
Out
and About
Persuasive Business Presentations!
Come to my FREE preview on Wednesday 19 May between 6.45pm
till 9.15pm at the Carlton Hotel, Bras Brasah Road, Singapore!
I'll share with you lots of tips on how to make persuasive
business presentations and how it can make a difference in your
professional and social lives. This preview will be a fun evening
out both to learn something and to meet up with some new friends.
The preview is a lead up to my half-day public programme called
"Persuasive Business Presentations" on Friday 21 May
from 9.00am to 1.00pm
To reserve your FREE seats to the preview on Wednesday
19 May, please call Vivian on 6732 2972 or Jack Hee on 9144
8894 TODAY! Don't miss out!
For more information on my half-day programme, please go to
my website.
May will be another busy month working with some top corporations
including Singtel, Asean Cableship Pte Ltd, UOB, Asia Business
Conferences and JobsDB.
A big thanks to all the participants for coming to my programmes
- we sure will have lots of fun and learning together.
The "Think On Your Feet(R)" network meeting of certified
trainers get together in Singapore for a one- day meeting.
I'm looking forward to that event with lots of brainstorming
and learnings too!
Quick
Links...
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BIG WELCOME to all those people who recently joined this newsletter!
Thanks for subscribing, and I hope that you will get some
tips, hints and techniques to communicate better in your life.
Communication - just imagine how much more
we would get out of it if only before we speak, we first
stop to think carefully before opening our mouths to
talk!
Most times, we are so keen to get our thoughts out
quickly so we don't 'lose out' and obviously, to show
our 'cleverness' to the other person.
Remember that there is an instant between stimulus
and response - choose
your words carefully and make the right response.
Remember that once spoken, you can't take your words
back!
Do enjoy this issue, and make it a great May!
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Sales Leadership
Sales leaders ask lots of questions. Those
people who ask the questions are in control of the
conversation.
Yet many salespeople just don't ask enough questions.
Socrates, that old Greek who used to live over
2000 years ago, used a technique which is called
the 'Socratic Questioning' technique - and that is to
ask a question until you get the answer that you want!
Talk about wiley old Greeks!
Do incorporate more gentle questioning
techniques into your sales
conversations. You will come up with a whole lot
more reasons as to how you can help your client own
your product or service.
Ask about an even amount of open and closed
questions. Open questions are those that can't be
answered with a "yes" or a "no".
An open question, for
example is, "Tell me, in what ways does the lack of
morale impact upon their sales productivity?".
An example of a closed question is, "Would you like
this in green or red?"
So get into the habit of asking questions - all sales
leaders become leaders because they dare to ask the
gentle, but hard questions!
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27 Ways to Handle Sales Objections
Don't handle sales objections like Braveheart with
an axe! Top gun master salespeople use linguistic
structure of language to create 'buying' relationships
with their customers.
These scripts are sophisticated and eloquent, and
the "word magic" that is contained in
these scripts will help you to counter many of the
everyday sales objections which you can use
immediately in your next sale.
Read my article on "27 ways to Handle Sales Objections" »
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Throwing your voice...
What good is a well-crafted presentation when you
deliver it in a monotone voice? Or if you speak too
quiet, in a soft style that makes your audience either
go to sleep or cringe?
In spoken communication, your voice is a key factor
in how well you put your message across. We
react differently to different voices and we tend to
prefer those voices that are pleasant, have a variation
in tone and are strong.
Are you projecting enough when you speak?
Adequate projection is important, especially when you
are speaking to groups. You should speak loud enough
or project your voice so that the people sitting in the
last row of the room can still hear clearly what you're
saying.
Pick up any book on breathing, and learn how to
breathe properly using your diaphragm. This is the
only way to build and exercise a strong voice that will
make your audience sit up and take notice when you
next speak. Like anything, a little practice on your
breathing and voice projection each day will do you a
lot of good.
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In closing...
Cheers! To all the readers - I hope you have a
terrific May month.
It's going to be yet another fulfilling month for me and
I'm sure for you as well. Remember to take some time
off for yourself to reflect on self. Wherever you
are and whatever you do, find sometime for yourself.
One of my favourite places to relax and to recreate
myself when I'm in Singapore is to take walks along the
East Coast Parkway. There I feel
connected with nature and the planet - I take off my
shoes and wade into the sea - feel the sand between
my toes, appreciate myself and others, and count my
blessings.
Remember, when all is said and done, there's only
you left - the children will grow up and go away,
relationships will come and go, jobs will come and go,
but you get to stay with you. So you must look after
yourself. Only you are responsible for you!
I hope you've enjoyed this month's issue. Write to me
with any comments or feedback you'd like to give.
See you next month!
Ricky
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