Sales Ninja Killer Newsletter

Business owners… Sales leaders… here’s the situation…

-Ancient Times-
You have a vision, you recruit some soldiers for a war.
They are motivated by your passion and desire.
You say… let’s go and win me this war!!!

-Modern Times-
You have a vision, you recruit some sales people for business growth.
They are motivated by your passion and desire.
You say… let’s go and win me some sales!!!

But here’s the problem…

After a while, this sales person doesn’t seem to work out, he doesn’t perform, she couldn’t get the sale in.
In words of The Apprentice (right now the Celebrity Apprentice), Donald Trump would say – “You’re Fired!”

As a sales leader, before you fire anymore reps, ask yourself these questions:

• Have I in the first place hired the right person for the job?
• Have I provided them proper product knowledge training?
• Have I provided them proper sales training? Like…
  - How to set appointments or prospect.
  - How to prioritize their daily tasks.
  - How to set accomplish goals.
  - How to build and maintain rapport.
  - How to ask thought provoking questions.
  - How to present hypnotically.
  - How to tackle objections.
  - How to negotiate a better deal.
  - How to close the sale.
  - How to build relationships.
• Have I given them enough time to learn the business?
• Have I motivated them consistently and persistently to perform?
• Have I ensured my sales reps are doing their sales activities?
• Have I taught my reps how to articulate our company’s value and unique selling proposition?
• Have I provided the sales team with a proven sales methodology or process or system to ensure a sure win sale?

Last question I think is… Have I effectively done my job as a sales leader?

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.

   Click here to subscribe to Sales Ninja Killer Newsletter

After years of training in martial arts, I realize a lot of martial artist who are highly skilled in the art of fighting don’t look very dangerous. In fact, they may want you to look at them and perceive them to be of no threat. And that’s the danger…

We never know how dangerous or vicious someone else may be. Every enemy should be treated as a threat. We should never let out guards down even if the enemy seems weak and vulnerable.

A lot of players out there do not live the Sales Ninja Code of Honor. Realize that your enemies will play dirty. If you think you are in a fair world, you are living in la-la land. It’s a brutal world out there and a lot of people are out there and out to make a kill.

A sales manager selling office equipment who recently attended my training shared with me this situation. His company does not do much marketing and has lost some top of the mind position in the market. Whenever someone ask about his company, his competitor will always say, Company A is no longer in business. Though they don’t grow aggressively, and don’t do much marketing, they are in fact still in business. His competitor knows this and gives false information to the marketplace. That’s playing dirty!

Lesson one == Enemies play dirty, never let your guard down!

Wal-mart is the world’s largest public company by revenue. Started in the 60’s targeting small towns, other ‘giant’ retailers didn’t care that there is this small tiny retailer trying to make a mark in the retail world. They thought, “they are just some small player, we are big enough and untouchable, ignore them.” What happened? Some of these ‘giants’ died, some going bankrupt, some surviving, some woke up and went niche as a strategy.

Lesson two == Just because your opponent is small, doesn’t mean he’s not a good fighter. Be careful with small enemies.

FedEx was founded in the 70’s. UPS was founded in 1900’s. 70 years of experience more, but FedEx manage to emerge as a big player. Mongolia is a small country but went out and conquered half the world. Alexander the Great took 50,000 men and made a mark in history. History has proven again and again the small can out beat the big.

I don’t know who said this but it makes some sense, “the bigger they are – the dumber they get”.

Bigger players tend to be complacent. They tend to get arrogant and overconfident. When they wrapped themselves around this belief, they become prone to success blindness. They gave birth to a monster within them. They continue to feed this monster and eventually the monster outgrows them and kills them. This monster is known as our ego.

Our ego can protect us. When we are faced with difficult challenges, our ego can tell us we can overcome it. But when our ego is fed with arrogance, it gets stronger and destroys us.

Don’t think you are the best fighter in the world. I’m not saying confidence is bad. Just make sure we don’t get overwhelmed with our own success and abilities that it covers our eyes and stops us from strategically assessing our true strengths and weaknesses.

It is always better to live the Sales Ninja Code of (Improvement – Code #10 of the Sales Ninja Code), rather than living in the illusion of we are the al-mighty. We will never be able to improve ourselves if we don’t look for things to improve. Ego, complacency, procrastination, blaming, arrogance, excuses are all great enemies.

Lesson three == Keep an eye in our most dangerous enemies as they are sneaky and hides inside us. And always improve in all areas.

UNCONVENTIONALLY,
HANZO NG
Sales Ninja Grandmaster

// Never Underestimate Your Enemy!
// 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.

   Click here to subscribe to Sales Ninja Killer Newsletter

If you ever woke up and said to yourself, “oh my god, i’m so tired, i need more sleep or… oh damn i’m late!”, then here are some ideas for you to wake up with power and motivated instead of being disempowered and demotivated.

• Say Yes! when you wake up! What’s better than to charge the brain with great enthusiasm when you wake up? Or…
• Immediately jump out of bed and say Yes! Tough task at first, but really good to ‘reprogram’ the mind instead of programming it to ‘snooze’ the alarm. You think psyhing yourself up is weird? Yes it is, beats ‘oh got to work, oh… i’m so tired, oh… how i wish today’s sunday…’
• Stretch! Quick stretch when you just wake up. And a longer stretch when you get out of bed. Just a 5 minutes one will do. Get the blood circulating.
• Drink water! We are dehydrated during sleep and that makes us tired when we wake up. Heard of water therapy? It’s a therapy where you drink 1 litres of water when you wake up to detox the body. You may want to start off with just a glass.
• Focus on your goals! I was a top sales performer in my early twenties, one of my daily routine when i wake up is look ahead at my goals (i plastered an A4 sheet of paper in front of my bed with my goals written on it) and read it out loud with emotions. Pretty good feeling to motivate yourself and remind yourself why you are working so hard and what are you getting off bed for. I stopped doing this for a while, right now i started it again, i have my goals in front of me and when i wake up, i look at it and visualize. The goal is transforming Sales Ninja into a global sales training franchise. It has already happened, just a matter of time.
• Think! What important things you want to accomplish today? Why not visualize success?
• Music! Pump yourself up with great music. Don’t put on those sad – break up songs. Put on trance or some motivational or inspirational songs that will groove you to action.
• Say I Love You! Say it to your spouse. I’m sure she/he will feel fantastic. Maybe you end up with some action in the morning too.
• Meditate! My friend Raymond is a regular meditator in the morning. It helps clear the mind of unwanted thoughts to prepare for the day.
• Count your blessings! Typically done at night, why not try it in the morning?
• Read! Yes, right when you wake up. I think long ago, forgotten whether it’s Brian Tracy or Denis Waitley or Zig Ziglar (the legends) said this and i did it when i was selling and boy, it’s really good nutrition for the mind.
• Stay away from tv/radio! Don’t pollute the mind with bad news. If possible, put on great stuff in the car on the way to work. I don’t have songs in my car, it’s filled with personal development series. If my mind is jammed, i put in trance music to loosen it. I’ve turned my car into a moving university, i’ve learned so much while travelling. What good will music do when travelling? Listen to it when you are home, during work, listen to ideas.

Do not do this all at once. It won’t happen and it’s not sustainable. Just pick one where you feel ‘hm… this resonates’ and do that. Just one. My saying in all my trainings.

“Mastery is not doing one thousand things one time.
Mastery is doing one thing one thousand times.”
~ Hanzo Ng, Sales Ninja Grandmaster.

Wishing you a motivated morning.

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

// Wake Up With Power & Motivation!
// 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.

   Click here to subscribe to Sales Ninja Killer Newsletter

Why should i buy from you?
What makes you different?
What makes you unique and special?

If your answer is along the line…

We give you not just good but great service!
We are the cheapest in the universe!
Our products are of the highest quality!

Then i would follow-up with another question – is competitor saying the same thing?

Mostly highly… yes they are. I’m a big fan of differentiation, of unique selling propositions, of being unconventional.

This issue I would like to share one example with you. And will share more as we go along.

Have you heard of lifetime warranty? I’m sure you have. The problem is, it’s not specific. Being specific has proven again and again to make an impact in our communication message. Although lifetime warranty itself is a great selling proposition, i believe if you make it specific it will stand out even more.

Guaranteed to help you lose weight vs. Guaranteed to help you lose 10 pounds in 10 weeks!
Guaranteed to help you increase sales vs. Guaranteed to help you increase sales by 12.3%!
Guaranteed fast broadband speed vs. Guaranteed a minimum speed of 1MB/s.

See the power of being specific?

Brikolör is a new swedish manufacturer that has the ambition to manufacture furniture with a guaranteed emotional and technical durability of 300 years.

Their differentiation?

300 years durability. Guaranteed.

What would happen if it doesn’t last 300 years? Why not contact them and ask? Check out Brikolör.

In the meantime, think of how your business can utilize these unconventional ideas. 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.

Sunday – 8.36 pm. While waiting for my food, I was browsing through The Star when a full page color ad caught my attention… It’s Giant‘s revenge ad against Tesco. On the top left side of the page – Giant’s logo. Below it lies the headline. It says… AlWAYS CHEAPER THAN MALAYSIA’s MISLEADING (tesco’s lookalike logo with tesco font, colors and a UK flag).

Below it…

Giant’s receipt vs Tesco’s receipt. In this ad Giant lists a few of their products vs Tesco’s and the total price indicating Giant is cheaper. (they always pick their lower priced products vs another’s higher price product). I was thinking, Ah… the hypermarket war has continued! This i believe started few years back when Carrefour attacked both Giant and Tesco with their receipt comparison. Seems like the war continues…

But this is not what *shocked* me… I turned to the next page and saw…

Another full page ad that looks the same with the previous page’s ad. But it’s not a Giant ad. It’s a Cold Storage ad. I said “wooh!”, another bang on Tesco. I turned the page and this time it’s Guardian vs Tesco and i said “Wow!”. A hypermarket (Giant), supermarket (Cold Storage) and even beauty and health store (Guardian) attacking one ‘giant’ hypermarket Tesco. This is interesting…

The funny thing about this is, Carrefour may be laughing, look at the boys, they are fighting each other. My question is, will Carrefour join in the fight soon? Since Giant, Cold Storage and Guardian has ganged up on Tesco, will Tesco and other foreign players gang up too? If two big players are pulling each other’s hair, what’s the best strategy Carrefour can execute right now? Will Tesco make a counter attack? Does all this ‘i am cheaper than X’ marketing plans really drive more sales? Say it does drive  traffc to the stores and the consumers need some help and the helper at the hypermarket doesn’t seem to be helpful, will the consumer choose price over service?

DID YOU KNOW FACTS: In case you’re wondering why the 3 decided to gang up. Because all 3 companies are own by Daily Farm International. I briefly researched this through Daily Farm’s Website. 

Let’s stay tuned to the War of the Hypermarkets, their new marketing and pricing strategies.

Unconventionally,
HANZO NG
Sales Ninja Grandmaster

// The Hypermarket War Between Giant and Tesco!
// 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.