Empower
Learning LLP is a Sales
training & consultancy firm. Whether it is for your elite Salesforce,
Customer Service Officers or Sales engineeers, we can customise it to suit
the needs of your corporation. Do feel free to email us at angelaoh@heartsell.sg
or markgan@heartsell.sg for a
professional discussion.
Course Title:Professional SellingDate: 22 March 2012 (Thurs)Venue: Blk 231 Bain Street #04-37 (Elite room), Bras Basah Complex, Singapore 180231Time: 7pm -10pmPrice: $128/
We are constantly selling
ourselves or our ideas, knowingly or unknowingly in our daily lives. In fact,
just about everything is related to selling. However, not all of us are equipped
with the right selling skills. Hence, there is a pressing need for us to learn
from skilled sales professionals.
"Heart Sell"
is the answer for those who are keen on sharpening their skills in selling.
In this book, Angela Oh shares her proven sales techniques drawn from 21 years
of extensive sales experience, as well as key lessons from sales gurus around
the world. Having emerged as a top performer in the organizations she joins
and won numerous coveted sales awards, Angela is well positioned to help her
readers rise above their circumstances, to create opportunities, and excel
in sales. The inspiring stories and advanced techniques contained within "Heart
Sell" will spur you into thinking positive, and teach you to win systematically
while turning problems into opportunities.
From her direct experience
in sales, Angela sees a need for new salespeople to be trained from the bottom
up. Selling skills have often been taken for granted. As such, many companies
tend to neglect in training their salespeople. Although numerous books on
sales exist, they are mostly too theoretical and not always applicable to
our local, Singapore context. In contrast, "Heart Sell" provides
an Asian perspective with several practical examples. One crucial aspect is
in the area of handshakes. Not many people are aware that their handshakes
can be a telltale sign of their inner feelings and how you can use it to your
advantage.
In contrast to what people
often perceive about salespeople doing the Hard Sell, this book seeks to show
you another perspective of selling - Heart Sell. In other words, it is selling
from the heart. To do that, one needs to love people, find out what the customer
needs and offer the right solution.
"Heart Sell"
is available at all major
bookstores in Singapore for S$19.90 (including GST). Should you have any
enquiry, the author can be contacted at angelaoh@heartsell.sg.
Excerpt: "Heartsell
- Cultivating Authentic Sales that Last"
Chapter 4 - Perseverance
Children are great examples
of persistence
Children are also great examples
as far as persistence and perseverance are concerned. They know what they want
and are not afraid to ask because they think they deserve it. They are very
ingenious to come out with creative ways to get you to buy in to their arguments.
Somehow, they seem to understand that perseverance pays at the end of the day.
I can always recount how often my son got his way by his persistence. He would
not accept my first "No" for an answer easily.
There was once when he asked
me to buy him an ice-cream. He asked sweetly, "Mummy, can you buy me an
ice-cream?" I replied, "No! You still have a cough!" "But
I am recovering soon," he answered. "Wait till you have fully recovered,"
I insisted. A few days later, when I brought him out for lunch, he asked me
again. This time before I could say anything, he quickly added by saying, "Remember
the last time you agreed to buy me an ice-cream if I recover from my cough?"
I replied, "Ya, but we are late. We need to rush for your next tuition
lesson. He was getting frustrated and he said, "I don't care. You have
to buy me an ice-cream after that." Later in the evening, he looked at
me straight in the face and said, "Mummy, I need S$1 for the ice-cream."
He did not give me a chance to say 'No' and was doing an assumptive close on
me!
Chapter 8
- Winning Strategy
Touch
More and more as I deal with
people, I realise that there is a place for physical touch. Whenever I have
an opportunity, I will try to tap lightly on the shoulder of the customer on
my way out or touch her forearm in the midst of the conversation. Somehow,
there is a sense of warmth that builds up with the customer when there is a
physical touch. I remembered stepping into a shop recently to buy some shoe
accessories. The shop owner showed me her products and then related her personal
experience buying shoe accessories from someone else. As she spoke, I noticed
that she touched my hand lightly. Though it was only a short encounter, I left
the shop feeling good about this shop owner.
Although there is a place for
physical touch, one must be cautious not to overdo it. It has to be applied
subtly and with discretion. For instance, it would not be appropriate to touch
someone of the opposite sex as it might send the wrong signals and be perceived
as flirting. I suggest you only apply this technique when you know the customer
well enough and the customer is of the same gender.
Chapter 10 - Making
an impression
Handshake can determine your
success or failure
According to the ancient Chinese
medical study, the centre of our palm is a major energy point. When we do
a handshake, we are transmitting our inner emotions through our palms to the
other person. A good handshake is one where the whole hand of the other party
is gripped for a few seconds and accompanied by a good eye contact and a pleasant
smile. It should convey warmth and sincerity.
Has it ever occurred to you
that how you feel about the other person can be sensed through a simple handshake?
Do you know what kind of message you are sending through your handshake? Our
handshakes cannot lie or hide our true feelings. They reveal the hidden messages
in our mind. When a person is not honest, there will be inconsistency between
what he says and what he does with his hands.
I had several encounters with
my clients where I was able to 'read the mind' of my client after the handshake
and was thus able to turn the situation around to my own advantage. There was
once I met a potential customer who gave me a very cold handshake even though
she appeared friendly. Sensing that she needed some time to 'warm up', I deliberately
asked her questions about herself to get her to open up. Gradually, she became
more relaxed and was more open to hear what I had to offer. If I had gone straight
ahead to do the presentation, she would have turned a deaf ear to me and the
whole meeting would have been futile.
Handshakes can make or break
the first impression. Studies have shown that interviewees with good handshakes
are viewed in a more favourable light. They are perceived as more confident
individuals and thus more hirable. I had personally experienced a job interview
where the boss was so impressed by my firm handshake that he offered me the
job on the spot.
For bulk purchase enquiry of "Heartsell
-Cultivating Authentic Sales that Last" by Angela Oh,
please contact the following;
Free delivery within Singapore can
be arranged with a minimum order of 10 copies. Administration and postage fees
will apply for delivery outside Singapore.
The information provided in
this website should be regarded as a general guide only. While all care have
been taken in its preparation, all opinions and rights belong strictly to their
rightful owners. Information is subjected to change at the discretion of the
rightful owners. We do not guarantee accuracy in absolute or any part. All opinions
and estimates included on this site are based on our fair judgment and careful
research as of the date, and are subjected to change without advance notice.
All right reserved. No part of this publication may be reproduced or copied without
prior written permission.
