Sales Ninja Killer Newsletter

When I mention spying – I really mean observation with ‘sometimes without’ other people’s knowledge. When they know, I’m observing – When they don’t know, I’m spying. Which is which? Doesn’t matter: here are the situations and lessons:

>> Road To Income Tax Department…

Filing for income tax is due today. As I was coming back to office, I notice rows and rows of cars around my office area – they are honking each other, they park by the road, they jam up the road, etc. You see, my office is very near the income tax department. As I’m returning to office I realize something – these people are filing their taxes the VERY last minute, the due date. I suddenly had a thought of sales people…

…AND that inspired me to write this issue of Sales Ninja Killer Newsletter. Well writers need inspiration to write else we get what we call ‘the writer’s block’. Er….. Hm…..

Ok – writer’s block is over, I have my thoughts back – so let’s continue…

Sales people normally start their month slowly. Because they think there is a long way to go before the month ends and they still have time to get the sale in. It’s the sense of urgency and commitment that is lacking.

John Kotter, a big time Harvard professor on leadership wrote a new book – (a sense of urgency). A quote from this book says “True urgency is a gut-level determination to move and win, now.”

Psychologically I’ve learned people like to do things at the very last minute because by accomplishing the task last minute, it gives them a sense of achievement that they have conquered a tough situation and that makes them feel good.

If the ‘last minute’ or ‘later…’ syndrome is the culture of your organization or sales team, nothing gets done!

I gave a speech to a group of designers at KL design week few months back, one of key things I talked about is the DO – DOING – DONE concept.

We all have a lot of things to DO, and we are also DOING a lot of things *but* how many of those things are DONE?

A lot of people wants to DO so many things they get themselves into a situation of ‘busy-ness’ or ‘DOING-ness’ but nothing gets DONE. I strongly believe the ability to get things DONE is crucial to success. Not the number of items in the to-DO list. Not the number of items in the DOING list. But how many things in the checked off list – the DONE list.

As a leader, we ask our staffs, “Is it DONE?”, “Oh Boss, still DOING, coz I have lots of things to DO.” == sounds familiar? And this DOING-ness becomes an excuse of not getting things DONE. I think it’s all a matter of (Sales Ninja Code) commitment. (other codes: abundance, courage, contribution, duty, focus, honor, honesty, trust, improvement). A committed person have a sense of urgency in everything they do and they get things DONE.

Another quote from Kotter from his book sense of urgency “They come to work each day determined to achieve something important, and they shed irrelevant activities to move faster and smarter. Those with a sense of true urgency are the opposite of complacent—but they are not stressed-out, anxious, generating great activity without much productivity. Instead, they are moving boldly toward the future—sharply on the lookout for both hazards and opportunities that change brings.”

Lesson :::: Don’t wait for last minute to get things DONE. Commit. Commit. Commit to get things DONE immediately.

P.S: got an email few weeks back regarding ‘please edit your grammar’. I don’t edit my newsletter – I write and I send. If I’m writing to win a pulizrer… or is it Pulitzer (see I don’t use spell check too) – then I’ll edit every single word. This is not my book – which I do use a professional editor. This newsletter is my sharing, so you get … or === or :::: or >> where English teachers will spank me with their rulers. That’s just how cyber writing works. I also use smiley’s… =)

>> Next issue: what two (UNEDUCATED) men taught me about NEED CREATION… look out for it…

Note: I wrote about mindset & strategy for selling in tough times in April & May issue of SME Magazine, grab a copy. I also wrote in Malaysian Business May 1-15 issue on selling to men vs women, grab a copy too.

Meantime to more sales … with less effort! Cheers!

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

// HOT lessons from NINJA SPYING situations – (observation) of my daily life…
// By Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

© 2009 All Rights Reserved – Reproducing this document or its contents without written permission from The Sales Ninja Group is strictly prohibited. But feel free to forward this or email it to all of your friends and associates. To Subscribe to this newsletter, please visit http://www.SalesNinja.com/blog and enter your name and email at the top right corner.

Need great content for your website, media or blog? Bloggers, editors, publishers, medias, marketers, authors may syndicate or republish any articles you see in Sales Ninja Killer’s Newsletter for free as long as you include the author and copyright paragraph as above intact and infull. Feel free to drop us an line when you do so too.

Ran 11KM last Sunday. Was a great run for a non runner. I didn’t practice beforehand. My sister in law is a runner. What’s a runner? A person who runs regularly. The only time I run is when I join these 10KMs run. I typically do one or two every year. Though some practice before the run would be great, I just join for the fun for it. There were 3000 people, I think I scored 1385 or something – hahaha. Anyway here are some thoughts from the run:

>> There Are People Who Join To Win

These are the groups that regularly run to build strength, speed and stamina. They land their feet a certain way and they breathe a certain way. They visualize success and they know the right ways to grab the medal.

Similarly with sales ninjas, top performers would regularly practice and improve their skills by reading, brainstorming or attending trainings. That’s how one wins.

Lesson: You cannot win without the right practice – no matter how strong your mindset is!

>> There Are People Who Quit

I ran four 10KMs before – this is not the first time I see people quitting. Half way through the run, people quit. They walk back to their car or they walk back to the starting line.

There are sales people who go in sales and quit. Or they hop from job to job, company to company thinking the next one is going to be easier. It’s never going to be easier. I love a quote from Jim Rohn “never wish it was easier, wish you were better.”

It’s ok for you to walk if your legs are killing you. I walked a few times throughout the run (that’s the end result of just joining in without any practice =) But one cannot just quit. My appendix area hurt when I reach the second or third KM. I had to walk a while to recover. It’s easy to just throw the towel and say, ok, body hurts, time to quit.  It’s easy to quit because it’s comfortable.

Persisting is HARD – any achievers will tell you that. Going beyond what you normally can do is HARD. Pushing yourself to rise above your normal self is HARD.

Lesson: Be tough and persist – no matter how HARD it is!

>> Schoolboy Beats Veteran Professional (shocking!)

I saw a schoolboy wearing a ‘power’ shoes by Bata. – just ordinary running shoes. On the other hand, there is this macho guy fully geared with Nike shoes (with matching Nike socks), Nike vest, Nike pants… and I strongly believe if Nike had underwear, this guy would be wearing it too.

Came to no surprise – the schoolboy overtook the guy. My point? No matter how beautiful your outlook is ie brochures, corporate office, physical appearance, name cards, etc…

Lesson: One will never beat real substance!

Other Lessons ==

>> Some enjoyed the entire journey (they look at the sceneries, they take in the fresh air, they like surrounded by people and the competition and of course completing it)

>> Some suffered thorough the journey (they focus how much their ankle hurts, or they thigh or shoulders or knees)

>> Some knew about the event but didn’t have the courage to join (only warriors like challenges, the rest like excuses)

>> Some joined and turn up and liked it (I don’t believe anyone who’ve been through it will dislike it. They may bitch and whine about it, but inside, I’m sure it was a good experience for them)

>> Some joined but didn’t manage to commit to wake up (they people need my warrior training, because in warrior Commitment means doing the things we say we will do, many people have cheap words and don’t fulfill their promise and that’s not warrior like)

>> Some joined and conveniently forgotten about it (again on Commitment, excuses not accepted or tolerated)

I was watching Igor, the cartoon with my brother few months back, and I said “Hey, all these animated films have in built lessons in them and that makes them cool.” He replied… “Are you sure they have lessons in them because you were looking for it?”…

Wow, I think it’s true. So in conclusion, there are lessons in everything we do, look for it and we shall find it. Look for yours and I look forward to hearing them.

Note: I wrote about selling in tough times in SME Magazine, grab a copy. I also wrote in Malaysian Business April 1-15 issue on repeat business, grab a copy too.

Meantime to more sales … with less effort! Cheers!

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

// Lessons From Running 11KM (with a twist…)
// By Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

© 2009 All Rights Reserved – Reproducing this document or its contents without written permission from The Sales Ninja Group is strictly prohibited. But feel free to forward this or email it to all of your friends and associates. To Subscribe to this newsletter, please visit http://www.SalesNinja.com/blog and enter your name and email at the top right corner.

Need great content for your website, media or blog? Bloggers, editors, publishers, medias, marketers, authors may syndicate or republish any articles you see in Sales Ninja Killer’s Newsletter for free as long as you include the author and copyright paragraph as above intact and infull. Feel free to drop us an line when you do so too.

Times have changed and so must you. The marketplace has become tougher with competitors getting smarter and customers increasingly nastier. How do you survive in such brutal environment? Can the best practices of the past save you? Let’s explore …

>> Adapt or die

We must all adapt. Change is so rapid these days that if you are not adapting to change, you will be out of business faster than a blink of an eye. Darwin says it best, “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.” Another saying by big time CEO, Jack Welch, “Change is occurring at a much faster pace than most organisations are reacting to it.”

The truth is the bigger you are, the less adaptable you are. History has numerous cases of small armies overthrowing their much bigger opponents because of their speed and unconventional tactics. They are quicker to adapt (have no choice). And a lot of times, it takes “no choice” situations to motivate us to change.

Sometimes it’s not like we don’t see it. Floppy disk manufacturers see the compact disks, but they don’t care. Kodak and Fuji are leaders in film that didn’t care about the digital camera technology. Google has literally killed many printed directories. Being in denial that things are great or things are would feed our ego fully but this comes with a heavy price.

You know what happens when we don’t adapt? Think of big, smelly, arrogant creatures… that once ruled the earth. Because dinosaurs didn’t adapt to their changing environment, they are now in museums.

>> Sleep and eat well

Of course this is not too sophisticated… but it’s important . In tough times, most people are unduly worried so much so they are filled with anxiety. They open up the newspapers and are fed with countless possibilities of a prolonged economic crisis on a global scale. As a result, many business people tend to lose. In Canada, sales of two product sales actually went up – alcohol and chocolates. This is not surprising as people are resorting to alcohol to lower their stress and chocolates – which stimulates serotonin – to remain cheerful.

But the truth is if we sleep well, we would wake up filled with energy and zest to fight any battle ahead of us.

>> Invest in personal development

During great times, you don’t have the time, I understand. You were busy counting money. There is no need to improve on both the mindset and ‘skillset’. But now is the best time. I did a seminar for about 100 sales people from a very large company. They were complaining about difficulties in securing prospects, closing the sale or simply feeling motivated. While I’m on stage, I asked them… “Yes, times are tough but they would never last so long as you are tougher. So how many of you for the past 30 days have read a book on sales or motivation?”

How many of the participants raised their hand? Only one did – the boss himself. When times are tough, people read the newspaper for more bankrupt cases, scandals and bailouts … and they expect to feed the mind with nutrition? If we feed ourselves with junk food every single day, we would only jeopardise our health. Likewise, in the case of feeding our mind with too much bad news – mental junk food – we may begin to start believing that we, too, may sooner or later be affected by the economic gloom.
 
I’m not suggesting you should cease to get yourself updated with the latest developments on the economic front but do so with an open mind. In between, help yourself to good books, attend a good seminar/training or get an audio CD on motivation.

>> Strategy

Launch new products for current customers. If you have loyal customers whom you enjoy cordial relationship with, I suggest you offer them new products. You can also target new markets. Maybe the current market is saturated. Maybe they are dead, so create a new market. Penetrate a different market segment.

>> Finance

If your current customers are facing cash flow issues and your company is cash rich, why not offer them payment plans to ease their money issues? As for your vendors, they may be struggling to stay afloat (and maybe so are you). So why not re-negotiate your terms with them – see if you can work out a win/win deal with them so they still get your business and in return, you can expect a better deal.

>> Relationships

Think of new value and ideas for your current customers. I’ve been talking about this for years – retailers don’t collect and utilise their database effectively. And right now, I’m saying, create new value for your customers by helping them grow their business if you are a B-2-B (business to business) seller or help them in their lives if you are B-2-C (business to consumer) seller. It’s like a friend helping us by giving us useful ideas.

>> Selling

Spend more time with prospects. Ideally, spend more time with your competitor’s best customers. This is the best time to convert them to yours because your competitor may not be able to serve them at the highest level. People will only switch if there is a perceived problem. But don’t forget to guard your best customers. Your competitors may be eyeing them, too.

>> Mindset

A lot of people have forgotten the art and science of selling. During good times, you are surrounded by buyers that you don’t really need a lot of skill to convert prospects into customers. But now, it takes great salesmanship to seal a deal, not forgetting the tones of rejections and objections you are likely to come across. You must be tough to take it. Your mind needs to be strong and your skills need to be sharpened. Adapt or die. You choose.

Until then, to more sales… with less effort!

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

// Adapt or Die – You Choose!
// By Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

© 2009 All Rights Reserved – Reproducing this document or its contents without written permission from The Sales Ninja Group is strictly prohibited. But feel free to forward this or email it to all of your friends and associates. To Subscribe to this newsletter, please visit http://www.SalesNinja.com/blog and enter your name and email at the top right corner.

Need great content for your website, media or blog? Bloggers, editors, publishers, medias, marketers, authors may syndicate or republish any articles you see in Sales Ninja Killer’s Newsletter for free as long as you include the author and copyright paragraph as above intact and infull. Feel free to drop us an line when you do so too.

// Everyone – Please Stop the Nonsense!!
// By Hanzo Ng, Sales Ninja Grandmaster

Before you read on – I have to warn you…

In this issue of Sales Ninja Killer Newsletter, I will (with no shame) consistently swear and curse! If you have a weak heart or are easily offended, I suggest you go youtube and watch some clips. I’m going to swear now…

Screw it, there you go… That’s the extent of vulgarity I’m using… Of course I’m not using it on you… it’s for these people…

- Those who frequently whine and complain about the tough economic situation <and do nothing about it>
- Those who fear the world will come to an end by 2012
- Those who hate chocolates…

For the practical part, I’m only going to address the first type of screw-ees: people who talk a lot about things that don’t enhance other people’s lives…

We all know the situation. We all experience the toughness. I’m not saying to ignore it, what I’m saying is don’t just talk about it – do something about it. It’s called a season of life. Winter follows Spring. And it’s no use cursing the winter because winter is part of life.

While it may be tough, it’s definitely not the end of the world. Crisis comes with opportunities. If you do have some cash, the stock market is at a stage of ‘best buys’. Properties will soon follow. A lot of people are going to make money from this.

Of course there are also some people who have no money. Or they just got fired. Or their businesses are suffering from the sales slowdown. But that’s just part of life!

People flock to the news and see what’s happening. Hey! Do you know what sells? Crap sells. Negative sells. You don’t need to talk recent events, just open up the papers anytime and you’ll see 90% of crap news. Some dude died in the alley, some fellows home’ got burned down, some superman-wanna-bes standing on the roof of a 30 storey building. Screw it.

FOCUS is one of the 10 codes of the Sales Ninja. The other 9 being courage, commitment, contribution, abundance, honesty, trust, honor, duty and improvement. In FOCUS, we talk about – you will get what you FOCUS on. Science called it the RAS: reticular activating system. It’s the radar of the mind.

I buy an Emporio Armani jeans, suddenly I notice other people wearing Armani jeans. I buy a white belt and I notice other white belts. I like black cars and I see them everywhere. Your RAS will look for things you focus on.

If you FOCUS on problems, you are going to get lots of problems. If you look for opportunities, you are going to get lots of opportunities. I’ve recently developed a question. Very simple, very practical, very useful question. In fact, everyone knows about this. Whenever I hear an idea, I’ll ask myself “How can this help my clients make more money?”  Or I see some new businesses or whatever that’s useful; I just ask myself “How can I help my clients make more money with this?”

I have turned my RAS to look for ideas that can make money. Not for me, but for my clients, why? If I can make my clients money, I’ll naturally make money right? And that becomes the FOCUS, not filling more cash for my bank account, but adding value and enhancing my clients businesses.

On the other hand, what do we get if we FOCUS on No money (you get no money), No one is buying (you’ll find people who don’t buy), Prospects are broke (you find broke prospects).
Screw it – stop FOCUSING on the things you don’t want, but FOCUS on the things you do want!! – (sounds pretty cool so I’ll say it again) Stop FOCUSING on the things you don’t want, but FOCUS on the things you do want!

And don’t believe or buy into the crap ‘screw-ee’s tell you. Stay away from them. Don’t get sucked into the conversation of how bad things are. If you want to enter a conversation about the economy, FOCUS on solutions. Practical ideas that can help the situation instead of bitching, whining, complaining.

FOCUS on things that make you money. FOCUS on things that make you productive. FOCUS on things that will propel you to do more.

You can counter by saying you are realist. I live in the real world and that’s why I’m talking about the economy. Well, you can talk about the economy all you want IF THAT MAKES YOU MONEY! But it doesn’t does it? So screw it…

Because sales people are FOCUSING too much on crap – they procrastinate, they make excuses, they gossip, they blame, and the king of all crap – they stop. They stop calling, they stop prospecting for new clients, they stop being positive, they stop being nice to their family, they stop doing productive things. They just resign from live, being dead just not official.

Don’t stop. Never stop. Persist…until…you…succeed. Put 100% commitment in being successful.

In this situation, if you work harder than your competition – you will win.
In this situation, if you focus on finding a better strategy – you will win.
In this situation, if you persist – you will win.

Screw crap. Let’s go out there and sell something.

Until then, to more sales… with less effort!

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

© 2009 All Rights Reserved – Reproducing this document or its contents without written permission from The Sales Ninja Group is strictly prohibited. But feel free to forward this or email it to all of your friends and associates. To Subscribe to this newsletter, please visit http://www.SalesNinja.com/blog and enter your name and email at the top right corner.

Need great content for your website, media or blog? Bloggers, editors, publishers, medias, marketers, authors may syndicate or republish any articles you see in Sales Ninja Killer’s Newsletter for free as long as you include the author and copyright paragraph as above intact and infull. Feel free to drop us an line when you do so too.

When are times tough? When the general economy is slower, countries experiencing negative growth every quarter, consumers are holding back their spending, organisations are more prudent in their spending, and they negotiate harder.

The battle of tough times is fought in two areas: first, the battlefield and second, the mind. And we know all wars are first won in the mind no matter how tough the battlefield can be. Most business and sales people have wage wars against themselves – some have won, some squared, most have lost.

A Sales Ninja lives by the “Ten Codes”. The first code is Courage. And courage requires fear, obstacle and adversity. We embrace challenges and problems. We do not run away from it. We know tough times don’t last, only tough people do. Sales Ninjas are not affected by circumstances. They move and adapt to it.

Courage also requires no bitching, whining, complains or excuses. Those are cowardice behaviours. Sales Ninjas are courageous. They accept tough missions like a warrior. It has been proven that during tough times sales people reduce their sales activities instead of increasing it. That is because they are getting more ‘Nos’ in tough times and they can’t handle it and move into hiding away, being inaction.

In his psychology book, learned optimism, Dr. Martin Seligman put a bunch of dogs into a maze, the dogs’ objectives is to get out of the maze by luring them with food. But the dogs didn’t know this, the walls of the maze are electric fences and when ever the dog touches it, they get electrocuted. After several times banging onto the fences and getting shocked, eventually the dogs, stop trying. They sit there, do nothing and wait and wait and wait. Because of the pain they have to go through the maze, ie being electrocuted, they rather choose inaction.

Realistically, most sales people who are strong during good times transform into cowards because they get massive ‘shocks’ by their prospects and they stop trying. Be courageous and face the rejections, the attacks, the pressure, the intimidation, the brush offs or any other obstacles or adversities.  Live the first Code of the Sales Ninja – Courage.

Once you’ve won the war in your minds, now it’s time to win the war in the battlefield. (continues next time…)

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

// Selling Your Way Out Of Tough, Uncertain, Recession Or Downturn Times
// By Hanzo Ng, Sales Ninja Grandmaster

Hanzo Ng has been called the ‘most influential sales trainer’ by his participants and is highly demanded for his unconventional Sales Ninja training programmes. He is also the author of Secrets of the Sales Ninja, available in major bookstores in Malaysia and Singapore.

© 2009 All Rights Reserved – Reproducing this document or its contents without written permission from The Sales Ninja Group is strictly prohibited. But feel free to forward this or email it to all of your friends and associates. To Subscribe to this newsletter, please visit http://www.SalesNinja.com/blog and enter your name and email at the top right corner.

Need great content for your website, media or blog? Bloggers, editors, publishers, medias, marketers, authors may syndicate or republish any articles you see in Sales Ninja Killer’s Newsletter for free as long as you include the author and copyright paragraph as above intact and infull. Feel free to drop us an line when you do so too.