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.
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.
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.
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
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.
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.