Sales, Chow Yong Han

New sales should get more commissions than existing ones

(Excerpt from Sales Management Simplified by Mike Weinberg) All sales dollars are not equal … capturing a new dollar of sales is way more valuable than recapturing an existing dollar of sales. Can we agree that...

April 4, 2021| Sales Read More

Top sales performers should be paid much more

(Excerpt from Sales Management Simplified by Mike Weinberg) One of the most common and most dangerous problems with sales compensation plans is that they are too flat. … Under a flat plan, where the annual...

April 4, 2021| Sales Read More

Sales pay for everyone’s paycheck

(Excerpt from Sales Management Simplified by Mike Weinberg) Is not the very livelihood of every employee in your company dependent upon the success of your sales team? There is no bottom line without a top line. There...

April 4, 2021| Sales Read More

Selling lies is a better business than selling truths

(Excerpt from Three Ways to Get Paid by Jason Zweig) There are three ways to make a living: 1) Lie to people who want to be lied to, and you’ll get rich. 2) Tell the truth to those who want the truth, and you’ll...

February 25, 2021| Morals, Sales Read More

Salesmen are at war with their prospects

(Excerpt from How to Sell Anything to Anybody by Joe Girard) But they need what you have to sell. That’s really why they’re there. So they stay. But they’re still scared, because they’ve been told what kind of...

September 16, 2020| Sales Read More

You need to close that sale to get what you want so badly

(Excerpt from How to Sell Anything to Anybody by Joe Girard) But I’ll tell you right now that feeling sorry for yourself is a trap. It guarantees that you’ll keep on losing. It kills everything that it takes to be a...

September 16, 2020| Sales Read More

Money is the best measure of business value

(Excerpt from Your Move by Ramit Sethi) Money is the marker that you’re doing the right thing because money is the ultimate value to people. When someone is willing to open their wallet and give you their credit...

August 25, 2020| Business, Sales Read More

Erroneously thinking your customers don’t respond to pushy salesy message

(Extracted from No B. S. Direct Marketing by Dan Kennedy) I know that sales and subtlety rarely go hand in hand. I often find myself helping clients get over emotional hang-ups about this, the most common having to do...

January 23, 2020| Sales Read More

Sales people sell products, entrepreneurs sell companies

(Extracted from Built to Sell by John Warrillow) … he proceeded to scold us all for spending too much time selling our products and virtually no time selling our company. He went further, and I’ll try to...

November 29, 2019| Sales, Strategy Read More

How to improve your sales?

(Extracted from Double Your Profits: In Six Months Or Less by Bob Fifer) … reflecting on my purchases (or non-purchases) from various providers of products and services. Why did I choose that real estate...

November 22, 2019| Sales Read More