Proven Military Leadership Approaches for the Business World

Militaries of the world recognise that modern warfare will increasingly be fought and won by the individual soldiers on the ground. Centralised command and control can only help shape the battle-space for the warfighter but ultimately victory or defeat will be determined by the footsoldier at the front. Business is no different. Today’s customers no longer accept “standard” products and services and also demand the best service at the lowest price delivered immediately. Traditional head office decision-making is too slow and far removed from the “action” making it difficult for businesses to meet customer’s demands.

To enable their soldiers to fight effectively and win away from centralised control and decision making, militaries train their soldiers with the skills of (a) understanding Commander’s Intent; (b) providing a decision-making framework; and (c) a continual learning process.

To read our consultant’s full article, click here.

 

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Sales Training Tip from our Consultant

Most companies do not give much thought to the meet and greet stage of the sales process.  This is a big mistake as a focus on building rapport will pay big dividends when it comes to closing the sale.

For more thoughts on this, visit our consultant blog SG Sales Guru.

Sales Tip from our Guru: Play match-maker

The role of a salesperson is to match the client’s needs with the product/ services the company offers. The role of a salesperson is not to sell the buyer something he does not need or want.

Once the salesperson realizes this, the sales process is simply a conversation to discover the clients needs. In some instances, the salesperson’s role is to also help the buyer realize that he has needs that he previously did not know about.

In short, think match-maker and you will be on your way to closing more sales.

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We currently conduct PsychSell 101 workshops.  These workshop are designed to increase selling effectiveness through the use of psychological persuasion techniques.  To find out more, contact our consultants at justin[a]cwfongandassociates.com

Management Tip of the Day

Management Tip of the Day

Does being busy mean you are important and doing good work?

Not necessarily.   Sometimes being busy just means that you have not given much thought to the task you are doing.  Indiscriminate actions are often ineffective and unproductive.

The next time you find yourself “busy”, stop and ask yourself if what you are doing is bringing you closer to your goal.  If not, you might want to delegate, outsource or simply ignore.  Remember, only consistent relevant actions will bring you towards your goal.

Plan your 2014 leave days

This is a useful calendar to help you maximise your vacation days in 2014.

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Sales Training Tips for Singapore SMEs – How to be a Sales Superstar

Research has shown that approximately 83% of all sales are made simply because the customer liked the salesperson. The ability to quickly build and establish rapport is therefore the key to becoming an effective salesperson. Abraham Lincoln summed it up perfectly when he said “if you would win a man to your cause, first convince him that you are his sincere friend.”
 
Rapport
 
Webster’s dictionary defines rapport as a state of harmony between two people. People in this state think and feel the same way, and have often described the state as a feeling of being completely in sync with one another. Essentially, creating a state of rapport with someone means making him, or her, feel that they are understood and that you share a strong common bond.
 
Building Rapport
 
So how do you build rapport? Building rapport can be done either verbally or non-verbally, with the later being the more powerful. Premised upon the belief that people like people who are similar to them, the key objective in building rapport is to make the other person like you. To do this, you simply have to make yourself as “similar” to the other person as possible.
 
The following three techniques of mirroring, physical touch and ‘speaking the other person’s language’ are effective basic tools in building rapport.
 
Mirroring
 
The first technique is mirroring. In mirroring, the idea is to match the other person’s posture and body language. To do this, you simply mimic the person’s behavior much like a mirror. The trick to doing this effectively is to subtly follow the other person’s lead. Whenever he changes posture, pause for 3 to 4 seconds before following him. Initially, you may feel uncomfortable doing this, however rest assured that the other person will not be aware of your actions. They will not know why, but on the sub-conscious level, they will feel a strong bond with you.
 
Physical Touch
 
The second technique is physical touch. It is important in the process of building rapport that you initiate physical contact with the other person in the early stages of your encounter. Studies have revealed that physical contact with a person, even as slight as a touch, makes you seem a warmer and nicer person. In fact, 90% of those touched do not even remember being touched.
 
To do this well and, more importantly, not to offend the other person, the touch must be as natural as a pat on the back. Ideally, the touch should be made to a neutral part of the body i.e. the area between the shoulder blades, or the part of the arm between the shoulder and the elbow.
 
Speaking his Language
 
The third technique to building rapport is to ‘speak the other person’s language.’ Once again, psychological studies have shown that different people process information differently i.e. visually, auditory and kinesthetically. This is known as their preferred representational system. By paying careful attention to the type of words the other person uses, you will gain a fairly accurate assessment of the way they process information. Once you have identified their preferred system, you simply choose to use similar words in your conversation with them.
 
Summary
 
The use of the above three techniques will enable you to build almost instant rapport with anyone. Initially you may feel overwhelmed by having to think about building rapport in your daily encounters with people. However, like any skill, with constant practice it will only be a matter of time before you start doing it unconsciously.
 
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For in-house training programmes, contact our training consultants at justin[a]cwfongandassociates.com

Corporate Training (Singapore): Protecting your Organization from Hacker Attacks

The Messiah’s recent threat to cause the government of Singapore massive financial losses has brought the issue of cyber-security to the fore-front.

No matter how strong a security system, the system is always as strong as its weakest link.  In security, the human is the weakness link.  CW Fong & Associates offers social engineering workshops designed to strengthen this weak link.  Participants are (a) taught how hackers can gather and use seemingly innocuous information to infiltrate secure locations and information systems; (b) how to spot and identify social engineering attacks; and (c) how to protect themselves and their employers.

To find out how you can protect your organization, contact our consultant at justin[a]cwfongandassociates.com.