Sell Sell Sell

I am too lazy to type out the 25 secrets but Schiffman's underlying philosophy is that to be a successful seller, one must believe in helping people. And to help people, one must know what the target does. So basically, a successful seller is genuinely interested in what people do and how he can help them do whatever they do better.

The elusiveness of it all

此中有真意，欲辨已忘言 - 陶淵明

In these things [of nature] there is deep meaning,

but if we try to express it, we forget the words - Toenmei

Network effectively

Go in with a prepared intro.

The essence of rapport is harmony and similarity.

People like people who are like themselves.

Ask simple, obvious questions and show interest in the other person.

Keep up with current events and have a stock of topics ready.

Listen attentively.

Speak with style

PLAN

Consider what you audience is interested in hearing. Identify key areas and focus on these.
Generally, audiences can assimilate a maximum of three main pieces of info from a presentation.
Think hard about what your three key messages are, mention them in your opening, explore them in your presentation and return to them at the end.
Start strong: The first 30 seconds are crucial. Rehearse your opening until you know it from back to front.
Bring them onboard: Use inclusive language to engage your audience, like “we”.

More on the written word...

Anybody knows where to get Eric Amann's books, please let me know. Bloody Amazon selling his Cicada Voices at USD100+. What the fuck. His later work No more Questions, No more Answers is nowhere to be found on Amazon, despite the latter claiming to be the most well-stocked bookstore on and offline. His poetry really has the power to move. I can feel something inside me stir when I read them. Sounds crazy but it's true.


the names of the dead
sinking deeper and deeper
into the red leaves

---

Winter burial:
a stone angel points his hand
at the empty sky

---

Withered winter tree;
its barren boughs reflected
in the sick man’s eye

---

deep inside your mouth no more questions no more answers

---

deep penetration the bedside candle quivers lightly in the moonlit room

---

deep inside your mouth no more questions no more answers

---

wild raspberry taste on the tip of your tongue

---

snow falling
on the empty parking-lot:
Christmas Eve…

---

In the quiet pond
even the touch of a moth
shatters the full moon

---

old men on park benches
looking older still
this autumn day

---

A night train passes:
pictures of the dead are trembling
on the mantelpiece

---

Short spring night:
the mountain river
runs through my dream

---

glistening
with drops of morning dew:
the cat’s whiskers

---

Headless turkeys
hand in the butcher’s window—
Thanksgiving Day!

---

Billboards . . .
Wet
in spring rain . . .

---

The circus tent
all folded up:
October mist . . .

---

I generally am not a fan of his one-liner poems but his three-liner haiku poems are amazing. Top on my list are the names of the dead, winter burial, parking lot, night train, wet billboards and circus tent. The haiku poems on death are so powerful I wonder what his views on death are. He also has this uncanny ability to invoke a sense of desolation and emptiness. Everything is empty and Emptiness is everything. Cool.

赤地之恋

Surprisingly readable book. Am not a big fan of female authors but Chang is pretty skilful. I appreciate her keen observation skills and ability to craft vivid images in elegant prose. Quite striking imagery in this book. Also like that greater weight is placed on the political backdrop and not the sobby soppy romantic entanglements that I thought she was known for.

I knew it but why did I still do it?

As expected, am in zombie mode today. Eyes feel swollen and groggy. That morning caffeine injection did not work its usual magic. But am still trudging through the day, doing the rounds, making the calls and reading. Always telling myself to make that one extra call, before I let myself off to do anything else. Schiffman's methods actually work. It's all about discipline, optimism and stamina.

Quite productive so far despite my half/life condition, plus an important lesson learnt, actually not so much learnt but revised today: Always check and check and never ever assume. Basically applies for everything in life.

2. Senryu - Japanese Satirical Verses

The book is so good and important I am devoting two posts to it.

Idealism is of all space, of the past and the future; realism is of this place and this present moment, the only really living thing. Senryu brings us back to here and now; haiku is that “something ever more about to be”. - R.H. Blyth

追ふ人にあかりを見する蛍かな　－　おえまる

The firefly

Gives light

To its pursuer.

--o0o--

一本のマッチに闇のたぢろきぬ　―　万年

At a single match,

The darkness

flinches.

--o0o--

自動車で見ればみじめな人通り　－　錦郎

Looking from the car

The people going by

Are a miserable sight.

Senryu by R.H. Blyth

R.H. Blyth is one of the most respected scholar in Japanese traditional poetry. I have immense respect for him, together with Makoto Ueda because of the painstaking mission they have undertaken in their own ways, to bring beautiful verses to a much larger audience in the world. What distinguishes them from the rest of the other "scholars" and translators of Japanese haiku and its poetic cousins is that they bother to place the original verses, printed or in Blyth's case typed, in Japanese hiragana no less (because computers were not used in his time), alongside their translated versions. Their personal comments/critique of each verse also contribute to a better understanding and appreciation of the works. Wanted to put a pic of the book "Senryu" on the blog but the book is so old, I can't find an image online. Not that the book has a cover design anyway. But here is a photo of Blyth himself. As I have benefited so much from their hard work, I hereby sincerely proclaim the deepest respect for REGINALD HORACE BLYTH and MAKOTO UEDA. *kowtows*

And I am still trying to hunt down the complete 4-book series of Haiku by Blyth (cheaper one of course): "Eastern Culture - Vol. 1", "Haiku Spring - Vol. 2", "Haiku Summer-Autumn - Vol. 3", "Haiku Autumn-Winter - Vol.4". And A History of Haiku (2 volumes); bloody NLB only has the first volume up to Issa's time and am dying to get hold of the second volume. If I still have money and energy and lobang, that 5-volume Zen and Zen Classics is also highly highly desirable.

Top top top on my to-read list before I die.

Inexplicable urge to blog

Don’t know why but here we go. I just know that I am going to so regret this tomorrow morning but well I can’t sleep either so might as well type something. Most exciting thing that is going to happen: that road trip up north all the way to Penang next weekend with the Sydney gang. JY with his irrepressible sense of acid humour delivered with the right amount of oomph, Kenny who can always be relied on to keep the party going and ideas flowing, SY the economist who can always be trusted to make the right and cheapest decision, Hermie the ever so dependable one, a trait especially crucial in a place like Malaysia where one can get raped, robbed and chopped up with head and torso strewn in places 10,000 km apart, and of course HL, well always good to have another being of the female species around. Okay, I am getting quite worked up and raring to go now. Woo hoo~

What is life without haiku

I have a lot of respect for Makoto Ueda. A lot. He has done good work, laboriously translating thousands of pre-modern Japanese haiku and senryu and doing a great service for all non-Japanese natives who enjoy this form of poetry. Plus, his English is fantastic so a good balance of keeping as closely as possible to the original meaning and nuances of the poetry while ensuring the translated stuff read properly. I like the other book he produced: Modern Japanese Haiku: an anthology, written in 1976. Should go hunt down some of his original works.

talk talk talk

The ability to identify your best prospects, deliver your message effectively and manage your time will directly correlate with the number of sales you make.

What are the prospect’s needs and desires? How can what you are offering help him? What are his goals and concerns? Forget for a moment what you want and consider what you can offer to benefit each prospect. Satisfy your client’s needs.

1. Identify name and company.
2. State reason for call (offer benefit)
3. Confirm prospect’s name and position.
4. Check if he has a minute to spare.
5. Ask question quickly to involve him in conversation. (Qualify prospect)

Throughout the pitch, keep prospect agreeing with your statements and keep him talking.

MY GOAL IS NOT TO JUST SEND THE JD BUT TO GET THE PROSPECT TO SEND ME HIS CV.

Voice control: volume, vocab, pronunciation, speed, emotions conveyed.

STRATEGIES
1. Dress like a pro.
2. Set daily, weekly and monthly goals.
3. Research on prospects and companies.
4. Mirror.
5. Reward myself.
6. Handle rejection effectively.
7. Develop a 2-way dialogue.
8. Ask for that CV.
9. Deal effectively with gatekeepers. Get them on my side.
10. “Hi, is Bill there? This is Sharon.”

*Slurp*

Another weekend. I am just going to sit around, day dream and rot. What a great way to just relax and not think about anything, like work or where my career is heading. Currently, I am inspired by the thought of keeping myself well-preserved and avoiding letting everything fall apart, like my skin, my WEIGHT (horrors, I am positive that I am pudgier than ever before, despite people telling me otherwise.), how I dress (surely a slippery sloppy slope) and even my panda eyes that I had slowly learnt to ignore (but it's all coming back to haunt me). I must admit I am generally lazy, although I always like to think otherwise. Never really had the stamina to last through any single endeavour big or small. Instead of griping and groaning away, I had better get down to DOING stuff, like whatever I have just said.

Dated..

But the general principles still apply.

To be a good hunter in the recruitment process, you must be both a good judge of character and a good researcher.

If a candidate is not interested in the opportunity you present, always find out why. It may be something that can be dispelled. If not, source him for other prospects. If neither, leave your name and contact. Always try if possible to get info on him for future reference. Always be polite and understanding.

Ask questions during the interview to find out:
1. Problem solving skills
- What kinds of decisions are most difficult for you?
- What major problems have you identified in your current position and what have you done about them?
- What was your biggest challenge in your work and how did you reach a solution?
- What notable successes have you had in problem solving for your company?

2. Communication skills
- How would your boss describe you?
- What are your strengths and weaknesses?
- How do you tell your boss the action is wrong or that you disagree with the direction he is taking?
- In considering important career decisions, what impact does your closest family play in the decision-making?

3. Motivation
- Why are you interested in this opportunity?
- What are some of the major projects that you have initiated that you did not have to do?
- What mission or thinking do you follow when you work?
- What have you done to be more effective in your career?
- What do you consider is the biggest failure in your life and how did you overcome it?
- With regard to your career, where do you see yourself 5 years from now?

4. Interpersonal skills
- In what way do you give your subordinates feedback?
- How do you work with weak or new members of your team? How do you deal with the strong performers?
- What is the toughest communication problem that you have faced?
- Have you verbally convinced someone of an approach or idea? Tell me about it.

5. Administrative skills
- How would your characterize your management style?
- Are there certain tasks that a manager can never delegate? What are these?
- What are the most common challenges or problems you face and how do you deal with it?
- How would you react if your subordinate told you that you were wrong in one of your decisions?

After the interview with the candidate, you should be able to answer 3 crucial questions:
Is he able to do the job?
Is he willing to do the job?
Is he going to be manageable?

References should be from the last 3 companies. You should talk to the closest supervisor whom the candidate reported to.

Reference questions

How long have you known the candidate and in what capacity?
Comment on the performance of the candidate. What were his major accomplishments?
What are his strengths and weaknesses?
Describe his management style.
Why might he be considering a move at this moment?
Have there ever been any domestic, financial or personal difficulties that would have interfered with his work?
What is your assessment of his suitability to the position?
Is there anything else we should know about the candidate?

Tell the CPC to unban this book!

The gap, or rather chasm, between theory and practice. What has gone wrong to result in such stark difference between what Hu Angang has envisioned and what really is happening on the ground? This is real and what is real is always worth a thorough read.

The macro view

For a macro view of China's development trajectory and its vision for a better tomorrow for its citizens, read Hu Angang, possibly the most respected and distinguished Chinese economist at the moment. Even Prof David Lampton says, "I like him (Hu) very much."

Telemarketing tips from A to Z

A major reason business is lost is that no one ever asked the prospect to buy.

Use echo questions to get more info.

Don’t cement a negative or objection. Get details by asking questions. OKAY is not okay.

Prospects never reject YOU. It’s never personal.

Eliminate wimpy words: just, think, maybe, possibly.

HOW TO HANDLE RESPONSES

“I’M HAPPY WITH WHERE I AM.”

Reinforce what he is doing – “I’m just curious, what do you do?”
How my recommendation can complement his career goals – find out about his job scope, career history, his circumstances, what makes him content with the status quo

“I’M NOT INTERESTED.”

“Well, (name), a lot of people had the same reaction when I first called, before they had a chance to hear what this opportunity is all about.”

“I’M BUSY.”

I’ll call you back (when). What is your mobile no.?”

“SEND ME SOME LITERATURE.”

Try to explain over the phone first or call back another time. If not, then send the JD.


We need to behave like professionals if we expect to be treated like professionals.

Use the info he gives me to show why the opportunity is suitable for him.

LEAVING VOICEMAILS
Don’t leave more than 1 voicemail per week per person.
Leave name, company, position, contact no.

Calling a prospect who has already received a call from a colleague – “I’m calling in reference to (name of that colleague).”

THE REAL KEY TO SUCCESSFUL SELLING IS FINDING OUT WHAT PEOPLE DO

Don't anyhow whack

Your number ONE competitor today is the STATUS QUO.

Every time a person says no, you are getting closer to a yes.

Double your income:
Double the number of calls
Get through more often to speak to the prospect
Get more yes to send the JD
Close more – send that JD

You must develop a clear, consistent message that you can use to promote your business.

We overestimate how many people know who we are and underestimate how many people our acquaintances know.

Learn to rethink your existing accounts, while you find new ones. Every single business you work with will inevitably suffer from a downturn.

COLD CALL MECHANICS
Get the person’s attention:
People respond in kind

Identify yourself and company:
Give a short intro of your business

Give the reason for the call:
“I’m calling you because I would like to let you know (company) is seeking a (position).”

Make a qualifying/questioning statement:
Has to flow easily and logically and avoid a negative response from the prospect

Send that JD:
“I’ll send you the JD. What is your email? What is your mobile no.?”

Do not make repeated calls. There are always other people to call.

Smile when you make the phone call. The result is you sound better.
When you stand up and make the phone call, you are going to sound more animated.

Keep a record of your calls:
No. of dials
No. of calls completed
No. of JDs sent

Make every call matter: send out your contact and that JD.

Not so bad

They that can give up essential liberty to obtain a little temporary safety deserve neither liberty nor safety. - Benjamin Franklin


Although the road may be dangerous and the final destination far out of sight, there is no route which does not come to an end: do not despair. - Hafez