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19 Feb 2018

How Using WeChat Can Help You Go Back to Your Roots When You're Not a Chinese?

In our previous article, we talked about the one and only reason to use WeChat is to go back to our Chinese roots.  In that article (you can read it at here), I mentioned that being an ethnic Chinese, it is important to know and live the Chinese culture. 

The other day my friend Divandran, who's has roots in India, asked me how can he as an Indian go back to his Indian roots with WeChat, a predominantly Chinese tool.  I told him, "Yes, of course, you have Chinese roots in your blood".  He was shocked! 

We all know that the word 'Chinese' is not a racial or political term. In fact, if you look at China's history you will realize that throughout its 5,000 years of unbroken civilisation, there are many non-Chinese that invaded and ruled China. Some even established large dynasties lasting several hundred years, like the Jurchen's Jin Dynasty (109 years), Mongolian's Yuan Dynasty (97 years) and Manchurian's Qing Dynasty (268 years).

If you looked at Chinese's cuisine today you'll realize that it has many elements of food from non-China, like the hot and spicy food in Sichuan. Many Chinese customs like the clothing, language, religion, music and even form of government (Communism) have many elements of non-Chinese.  

So you can say that the word 'Chinese' is not really a race or culture but humanity that has survived for over 5,000 years. So when we say going back to your Chinese roots, we are referring to your 'Chinese' roots as a human, not Chinese as a race.  Indeed we humans have the same roots, deep-rooted in humanity.  I sincerely believe that using WeChat can help you go back to your humanity roots. 

Written by Andy Ng, a WeChat Trainer whose courses have now gone international and into the cyberspace. 

18 Feb 2018

You Got a Problem in Sales

You got a problem in sales.

Your product is not first in its class, nor is it second. Maybe your product is outmoded. Or it hasn’t been positioned correctly.  Maybe it is competing in a very crowded market.

It doesn’t matter the reason.  The fact is people are not going to buy your product, no matter how you sell.

Welcome to Selling Sand to the Arabs, the situation faced by people from selling ice to the Eskimos to selling hot weather to Singaporeans.

If you are now selling a product that few have, like iPhone, or you are selling something at the lowest price, like Xiaomi, do not read further.

This course is for people who want to sell when people don’t want to buy.

SELING SAND TO THE ARABS
Date: 23 Feb 2018 Friday 9 am to 12.30 pm
Fee: $149 each (usual fee: $298)
        $99 each for 2 and above
        $59 each for 5 and above (80% off)

Venue: 89 Short St 09-03A, Golden Wall Centre, Singapore 188216
3 MRTs: Rochor (3 min walk), Bugis 5 min walk, Little India 6 min walk

Contents:
  1. How to Hit Your Sales Targets all the Time with 2 keys
  2. Applying ‘Selling Sand to the Arabs’ to your situation now: your case study
  3. Five Ways to Sell Sand to the Arabs
  4. Define Your Customer, Create a Need, Make them Heros, Connect them Emotionally and Give them 2nd Helping
  5. Overcoming Top 3 Objections: See No Need, See No Differentiation and See No Hurry
  6. The QUIET way to get over sales objections
  7. Top Ways to Differentiate with Impact
  8. Creating Loyal Customers
  9. Get Famous with Your Weakness and Sell More
  10. How to Widen Your Market in 5 Easy Ways
  11. The Ultimate in selling sands to the Arabs: Sell Sand Castles

12 Feb 2018

Selling the Impossible: Sands to the Arabs

Yesterday I met a Sales Director from a Fortune 500 company. He commented that many of the so-called sales training in Singapore and Asia are actually motivational and goal setting training disguised as sales training. They often get people on the high during the course but leave them unsure of what to do after the training. 
Most of the sales training do not have adequate sales strategies and techniques. They often teach things that even 10-year old kids know: ask questions, overcome objections and close the sale. 
We teach people more than that. We often cover situations that people consider impossible - how to Sell the Impossible. Many people consider the following 10 situations to be selling the impossible:
1.     Prospect has just bought from your closest competitor
2.     Your product pricing is way too high to be considered
3.     Your salespeople have little knowledge to close the sale
4.     Prospect has no money to buy
5.     Prospect has no time to even look at your offer
6.     Prospect has just suffered a financial loss, thus no mood to talk about anything
7.     The Government has just introduced additional taxes to discourage your trade
8.     Other than pricing, your delivery lead time is too long, specifications are too uncompetitive and your credit terms are totally unattractive
9.     The morale of your sales team has just plunged to new lows due to corporate changes
10. A new very aggressive competitor has just entered your market with a 50% price cut
In our sales and marketing training, we coach people that impossible means 'I'm possible'. That means we can still change our tack and come in from a new creative angle. Since the world is impermanent, there is nothing that cannot be changed. Thus we can turn impossible to possible by the following:
1.     Prospect has just bought from your closest competitor - we rejoice at our customer for making a decision and assure them that we have not forgotten them. We will continue to update them of our latest offering and see what ways we can help them get the best out of their existing vendor. Customers will be moved and consider us as friends. With relationships built, we have just sold them on the world's most important product - trust.
2.     Your product pricing is way too high to be considered - we would sell the value that our product comes with. We let the prospect calculate the savings he can get, which is simply the extra value he gets from us minus the difference in price he pays. 
3.     Your salespeople have little knowledge to close the sale. We do not close the sale. Instead, we open doors by having closer relationships with our prospects. For example, we provide a series of talks to get people more familiar with what we do and the extra value that we offer
4.     Prospect has no money to buy - we work out instalment plans or even offer substantially reduced price for scale-down specifications, thus giving them value for money
5.     Prospect has no time to even look at your offer - we visit them and let them try out our product for free. 
6.     Prospect has just suffered a financial loss, thus no mood to talk about anything. Waiting is the best strategy and we shall offer love and care to help to liven up their moods.  
7.     The Government has just introduced additional taxes to discourage your trade. We will offer to absorb the additional taxes - only for those who can commit now
8.     Other than pricing, your delivery lead time is too long, specifications are too uncompetitive and your credit terms are totally unattractive. In this case, we focus on our customer intimacy service and unique experience that they can only get from us and nowhere else.
9.     The morale of your sales team has just plunged to new lows due to corporate changes. It's time to close more sales now and morale will be automatically boosted once people see the money.
10. A new very aggressive competitor has just entered your market with a 50% price cut. We will not join the price war but instead, focus on what the new aggressive competitor cannot do - strong local track record and support.
By Andy Ng, whose newest Selling Sands to the Arabs course is on 23 Feb 2018 Friday 9 am to 12.30 pm. For details and special 80% discount, visit here

30 Jan 2018

I Don't Need to Serve the Chinese Market, Can I Don't Use WeChat?

As most of us know, the main reason for using WeChat is to get connected with people from China.  Recently one of my friends asked me, "I don't go to China, and I am already very busy serving the Singapore market and have no time serving the Chinese (non-Singaporean Chinese) living here. Can I don't use WeChat?"

Well, you don't have to use WeChat if you are not interested in serving the market that uses WeChat, which is mainly the non-Singaporean Chinese living in Singapore and the region.  Many of us would think of WeChat as a business tool, and the incentive for using WeChat is to capture a wider market so that we can earn more money and probably get rich.

Is it so?  If your reason for using WeChat is mainly to make money and nothing else, I suggest you don't use WeChat.  For sooner or later, your selfish motives will be known to people and people will start to abandon you for being so money-minded.

To me, the one and the only reason to use WeChat is to go back to our roots.  As an ethnic Chinese, I find that because of the years of growing up and being influenced by popular culture, which is basically Western culture, I have lost my roots.

For example, I don't write Chinese often and find reading Chinese articles more taxing than reading Engish articles.  As a result, I grow further and further away from Chinese culture.  Well, this doesn't affect my livelihood, as I train in English 90% of the time.  Because of my distance with Chinese language and Chinese culture, my wife and my 3 children (age 14 to 19) also distance themselves from Chinese and its culture.  For example, my children see little practical use of Chinese in the academic world.

I can foresee that in time to come, my children's children and their offsprings will become more and more non-Chinese in their behaviour and outlook.  In fact, this is already happening in Singapore now. Many people in Singapore like to use Facebook to expose their family's issues, some even scold their brothers and sisters in Facebook. We know that a person that is very 'Chinese' would never openly scold their family members in public, and Facebook is indeed the world's largest public platform with 1.8 billion users worldwide.  A very 'Chinese' person knows that 家和万事兴, 家丑不可外扬 meaning that a peaceful family will bring prosperous life and one should never broadcast family quarrels.

Today people in the Western world admire the rich 5,000 years of unbroken culture that the Chinese have.  Many Westerners, people from Africa, Middle East, Central Asia and even Pakistan are learning Chinese culture enthusiastically.  To these non-Chinese, Chinese culture is never in their roots.  But why are they so eager to learn Chinese culture?  Because they know that they can become a better person if they adopt some of the virtues that Chinese culture offers.

The irony is that the Chinese in Singapore are not interested in Chinese culture when our roots are obviously Chinese. I just feel that our society would become less harmonious if we stay away from Chinese culture.  This is not just my opinion, but also my feeling.

As a responsible educator, I feel that one little thing I could do is to promote Chinese culture. What better way to promote Chinese culture than WeChat, the dominant tool used by the Chinese?  This explains why I conduct so many WeChat classes.  From August 2017 to now (31 Jan 2018), other than one month holiday in November, I have conducted 26 WeChat classes in 5 months, this averages 5 a month or more than one every week.  For the month of January 2018, I did 8 classes on Jan 6, 10 day, 10 night, 16, 19, 20, 27 and 30.

If you too feel that going back to your Chinese cultural roots is important, I welcome you to use WeChat.  In fact I truly believe that this is the one and only reason to use WeChat

Written by Andy Ng, Chief Trainer of www.asiatrainers.com  To know when is the next WeChat course (in English, Mandarin and Cantonese), text to Andy at 65-8201-4347


28 Jan 2018

5 Steps to Be an Active WeChat User

In our previous article (you can read it here), we stressed the importance of becoming an active WeChat user if you too want to tap into the immense rewards that WeChat offers. 

'Active WeChat user' means to use WeChat daily, with 1 to 3 Moments postings a day and adding new friends every day.  There are 5 steps that anyone can become an active WeChat user:

Step 1: Make Sure Your WeChat Profile Stands For Something

Until you make a dent with your WeChat profile, people will not take you seriously, even if you were an active WeChat user.  To create a high impact profile, upload a professional photograph, like the one I have in this article.  Other than profile photo, you need to describe yourself in a way that makes you stand out.

Step 2: Put your WeChat icon on the front page of your mobile phone.  

Step 3: Post WeChat Moments 1 to 3 times a day

If you are like most people, you post a few times every day on Facebook and find posting daily on WeChat too much work, I have good news for you.  You can simply link your WeChat account to your Facebook account, and all your WeChat Moments posts will be automatically posted on Facebook.  

To do that, go to your 'Me' page, select 'Settings', then select 'Account Security', next select 'More Security Setting' and simply switch on the link at 'Facebook;

Step 4: Click 'Like' on Other People's Moments

Until you like other people's postings, people will not like your postings.  If no one likes your postings, you will give up posting on WeChat in less than a week.  So the first step to make people read your postings is to read other people's postings.  After reading, remember to click 'like' and make some positive comments

Step 5: Join Group Chats

Just like Whatsapp, the day you start joining Group Chats, the day you start to look at Whatsapp every day.  If you are new to WeChat and have no Group Chats, you can simply send a message to some of the people on WeChat that you like and ask if they can invite you into some of their Group Chats.  You can say something like this, "Hi xxx, I am new to WeChat and really want to be an active WeChat user and contribute to this community.  I see that you are fairly good at using WeChat, can I ask you to invite me to one or two of your Group Chats?  For your information, my interests include food, travelling and business opportunities.  Thanks and have a nice day!"

If you too want to learn how to WeChat in a friendly and non-threatening manner, come for our 26th run of:

WECHAT FOR BUSINESS

Date: 30 Jan 2018 Tue 2 to 5.30 pm
  • Fee: Special $99 (67% off usual $298)
  • Extra special $79 each for 3 (74% off)
  • Ultra special $59 each for 5 (80% off)
Venue: 51 Cuppage Road 07-21 (behind Centrepoint, Somerset MRT station)
Limit to 15 seats as this is hands-on learning. We provide 1-month FREE coaching via WeChat. Details and book at goo.gl/YCFX4v

Contents:
  1. The 5 Ways to Market using WhatsApp
  2. Messages that people read and like
  3. Power of WeChat as a SuperApp: what it can do beyond messaging
  4. The 8 ways to add friends on WeChat
  5. The 28 unique functions of WeChat
  6. How to open WeChat Wallet without opening bank account in China
  7. How to transfer money and use WeChat Red Packets and Wallet services
  8. WeChat Message Broadcast: 8 steps
  9. How to accept WeChat payments in RMB but received as S$ in your local bank a/c
  10. WeChat Official Account: its functions and how to set up in 3 steps
  11. The 12 Ways to Sell on WeChat FOC
  12. Using WeChat Wallet Group Buy to promote your business FOC
Hurry! Grab your limited seats at goo.gl/YCFX4v

Making Sense of WeChat When You Don't Know Chinese

I realised that despite being so immensely useful, less than 20% or 800,000 out of 4 million of WeChat users in Singapore use WeChat daily. Why is it so?

Firstly, many are frightened by the Chinese language, including many Chinese that studied Chinese as a subject in school all the way to 16 years old.  They told me that since they are not familiar with Chinese, and Chinese being the most commonly used language in WeChat, they have decided to not use WeChat often.

Well, to understand correctly, there are total 21 languages that you use in WeChat, including Spanish, Jewish, Malay, Japanese and Korean.  You can always go to "Me" page, select "Settings", then "General", and change the language to the language of your choice.

Even with this, some people told me that they still receive many postings on WeChat Moments and since they don't understand Chinese much, they decided not to read them.

Well, there is a translate function in WeChat where you can translate all messages.  How about articles and postings on WeChat Moments?  You can actually copy that posting, then send a message to yourself on WeChat, and simply use the translate function to translate that.

Once you've resolved the language hurdle issue, you can start to use WeChat frequently. How to become an active WeChat user?  There are 5 steps, and we shall cover this in our next article.  If you too want to learn how to WeChat in a friendly and non-threatening manner, come for our 26th run of:
WECHAT FOR BUSINESS

Date: 30 Jan 2018 Tue 2 to 6 pm
Fee: Special $99 (67% off usual $298)
Extra special $79 each for 3 (74% off)
Ultra special $59 each for 5 (80% off)
Venue: 51 Cuppage Road 07-21 (behind Centrepoint, Somerset MRT station)
Limit to 15 seats as this is hands-on learning. We provide 1-month FREE coaching via WeChat. Details and book at goo.gl/YCFX4v
Contents:
  1. The 5 Ways to Market using WhatsApp
  2. Messages that people read and like
  3. Power of WeChat as a SuperApp: what it can do beyond messaging
  4. The 8 ways to add friends on WeChat
  5. The 28 unique functions of WeChat
  6. How to open WeChat Wallet without opening bank account in China
  7. How to transfer money and use WeChat Red Packets and Wallet services
  8. WeChat Message Broadcast: 8 steps
  9. How to accept WeChat payments in RMB but received as S$ in your local bank a/c
  10. WeChat Official Account: its functions and how to set up in 3 steps
  11. The 12 Ways to Sell on WeChat FOC
  12. Using WeChat Wallet Group Buy to promote your business FOC
Hurry! Grab your limited seats at goo.gl/YCFX4v


25 Jan 2018

WIN WITHOUT FIGHTING AND SELL WITHOUT SELLING

Many trainers teach Sun Tzu Art of War. Some conduct 3-days courses and go very deep into the book.  Others teach you in simple terms.  We at Asia Trainers don't just teach you the art of war, we put the application of the art of war at the centre of our courses.  Since conducting Art of War in 2010, we have conducted Art of War for Leadership, Customer Service, Productivity and Innovation and also Sales. 

The most valuable lesson of the Art of War 13 chapters of 5,000 words is found in the 3rd chapter: Win Without Fighting. 不战而胜

In war the best thing is to take the enemy state whole and intact; to ruin it is inferior to this. To capture the entire army is better than to destroy it. Hence, to win on hundred victories in one hundred battles is not the acme of skill. To subdue the enemy without fighting is supreme excellence, or simply win without fighting

How does it apply to your sales? 


1.   "Enemy" here refers to not your competitors but your customers or target market
2.   "Take the enemy state whole and intact" means you must lead your customers wholly with not just their bodies, but also their minds, hearts and spirits. That means to win customers hearts wholeheartedly
3.   Never destroy the bodies, minds, hearts and spirits of your customers. So you cannot over-sell them for you will be destroying their bodies and minds. You also cannot break their hearts by not delivering on your promises and make them give up on you. Finally, you may destroy their spirits when you always play the opposite side and do not see things from their view.
4.   "To win without fighting" in sales is to sell without selling. A salesperson is at his best when customer barely knows he is selling. When the transaction is done, the customer will say: we buy it ourselves. This is because the salesperson has empowered the customers so much and they have become so competent that they are mini salespeople themselves. The customer is selling himself, and he too sells his friends (i.e. give referrals). This is the ultimate in selling: sell without selling
5.   If you too want to be a great salesperson, learn from the master in the use of tactics or stratagems. Come for this rare course: 

SUN TZU ART OF WAR FOR SALES 

Win Over Your Competitors with 2,500 Years Wisdom
 
Date: 9 Feb 2018 Friday 2 to 5.30 pm

Venue: 51 Cuppage Road 07-21 (behind Centrepoint, Somerset MRT) 
 
Fee: $149 each OR $99 each for 2 & above
        $59 each for 5 pax
 

POWER-PACKED CONTENTS INCLUDE:

1.     Top misunderstandings of Art of War
2.     Art of War 5 Elements
3.     Sun Tzu Key Philosophy
4.     Six Strategies of Art of War
5.     Use of Deception and The 36 Stratagems
6.     Winning Over Objections the Sun Tzu Way
6.     Perfect Words and Phrases in Sales
7.     Winning the Price War the Sun Tzu Way
8.     The Ultimate Sun Tzu Strategy: Win Over the Entire ‘Nation’

Bonus 1: How to apply The 36 Stratagems in 5 easy steps

Bonus 2: The Sun Zi Way to Overcome Objections Effortlessly

Register at here

What Happens When You are a Passive WeChat User?

According to Tencent, WeChat now has 1.08 billion users worldwide in 21 languages. In Singapore, there are 4 million users with 20% or 800,000 active users.
Many people use WeChat passively, with many responding to messages too late. What happens when you are not an active WeChat user?
First, you will not harness the power of WeChat Wallet, which is not just about WeChat Pay but also free advertising on Groupbuy and other pages only available when you have WeChat Wallet.
Second, the less you use WeChat, the harder it is for you to build your brand. Unlike Facebook and Google where you can buy page views and likes, you can only build your brand in a gradual but engaging manner in WeChat.
Third, you will miss out knowing the right people. Who would want to accept you as a friend if you only post on WeChat Moments once a month?
Fourth, the less you use WeChat, the less you become savvy with WeChat as it is evolving very fast. Soon you will give up and be left out in this fast growing 1.1 billion people market.
If you too want to be an active WeChat user and learn hands-on how to use WeChat as a business tool, come for our 26th run of:
WECHAT FOR BUSINESS
Date: 30 Jan 2018 Tue 2 to 6 pm
Fee: Special $99 (67% off usual $298)
Extra special $79 each for 3 (74% off)
Ultra special $59 each for 5 (80% off)
Venue: 51 Cuppage Road 07-21 (behind Centrepoint, Somerset MRT station)
Limit to 15 seats as this is hands-on learning. We provide 1-month FREE coaching via WeChat. Details and book at goo.gl/YCFX4v
Contents:
  1. The 5 Ways to Market using WhatsApp
  2. Messages that people read and like
  3. Power of WeChat as a SuperApp: what it can do beyond messaging
  4. The 8 ways to add friends on WeChat
  5. The 28 unique functions of WeChat
  6. How to open WeChat Wallet without opening bank account in China
  7. How to transfer money and use WeChat Red Packets and Wallet services
  8. WeChat Message Broadcast: 8 steps
  9. How to accept WeChat payments in RMB but received as S$ in your local bank a/c
  10. WeChat Official Account: its functions and how to set up in 3 steps
  11. The 12 Ways to Sell on WeChat FOC
  12. Using WeChat Wallet Group Buy to promote your business FOC
Hurry! Grab your limited seats at goo.gl/YCFX4v