2016 has been a year filled with activity trips so far - unplanned really, but all the more enjoyable thanks to the spontaneity.
End of March - Rock climbing in Krabi
Food trips to KL including to enjoy the Buka Puasa Pasar
Early June - Hiking Mount Rinjani
Possibly to come:
August - Durian picking and Mt. Ophir
December - Manila and Mount Pulag?
Of course, the usual melange of good food hunting, squash, hockey and floorball has not stopped. Finally got the level 1 for rock climbing too and went for the first session yesterday.
One month into the new rotation at work too, and thoroughly enjoying the understanding that I don't know anything at all once again. Good friends also at a similar stage in life - moving on/transitioning to roles they enjoy and where they are recognized. And this is important for me too and makes me happy somehow.
Rinjani was a refresher in the majesty of nature and the smallness of man; a reminder of the importance of humility and perseverance.
Grateful for friends who willingly teach me so much, and friends who enjoy organizing trips and bringing people together. Grateful for new colleagues and managers who are supportive and sincere in teaching the "baby" me. Grateful for the opportunity to keep working on family relationships.
I thought I made headway in the last aspect, or maybe I have but not as much as I thought I had. Recently I even considered my life may play out, totally different from what I planned/desired in the last two years, and I was actually kind of alright with that. But then this morning there was a stark and sharp resurgence of that urge to run away again. Again, it was family. Why, girl, why? Every family has its challenges, but you can't deny you've been nothing but blessed. So why?
Many years on, I still struggle to answer this question...
====
Yesterday X was sharing with me the takeaways from the sales course she went on recently. Interesting packaging of communication, presentation and negotiation skills, made all the more amazing because despite it being a sales course, it appears none of those terms were used.
Jotting down some of what I remember here:
First meetings:
1. Relating
- Foundation
- Find points of commonality
2. Discovery
- Bulk of the time should be spent on this
- Discovering vs Uncovering:
--> Uncovering only uncovers facts. Discovering is understanding the whys and hows behind the facts. Uncovering type questions are only fact-based, difficult to find the pain points and motives.
- Discovery-type Question Tips
--> Feeling finding questions: How do you feel about the current arrangement? What do you like most? What do you like least?
--> Magic Wand question: If you had a magic wand and anything could happen, what would you wish was solved and how? --> This takes the person out of the trap of feasibility, where they might not mention what they really want because they think it is not possible.
3. Advocating
- The hard-sell: Definitely the smallest portion. The right to sell is only earned when you have discovered the problem and have a solution.
- Closing styles:
--> Assumptive: "When would you like to start?"
--> Options: "We have different forms of payment/packages. Which is your preferred?"
Tips for shaping a meeting/presentation:
PPP
- At the start of the meeting, briefly state the Purpose, Process, and Payoffs. Clearly outline the agenda, and the process to meet that agenda, and the expected payoffs to both parties.
Ben Duffy Opening
- Build rapport by preparing a few questions you think the audience might have, and then mention it and address a few. Look for reactions for hits and build on that.
Follow-up email
- Send a follow-up email paraphrasing and listing what you understand is the audience's problem and invite them to acknowledge and correct where necessary.
- Good customers vs Bad customers: Walk away from the bad customers
Proposal:
D?
Solution
- Talk through the specifics of how the product/solution works, and help the audience envision using it.
Advantages
- Highlight the unique points of the proposed solution
Benefits
- Use this to address Motives - directly for Task, and indirectly for Personal.
Motives:
1. Task Motives
--> Increase/decrease money (cost, profit, etc)
--> Increase/decrease effort (quality, amount of work)
2. Personal Motives
--> Recognition
--> Respect
--> Approval
--> Benefits
End of March - Rock climbing in Krabi
Food trips to KL including to enjoy the Buka Puasa Pasar
Early June - Hiking Mount Rinjani
Possibly to come:
August - Durian picking and Mt. Ophir
December - Manila and Mount Pulag?
Of course, the usual melange of good food hunting, squash, hockey and floorball has not stopped. Finally got the level 1 for rock climbing too and went for the first session yesterday.
One month into the new rotation at work too, and thoroughly enjoying the understanding that I don't know anything at all once again. Good friends also at a similar stage in life - moving on/transitioning to roles they enjoy and where they are recognized. And this is important for me too and makes me happy somehow.
Rinjani was a refresher in the majesty of nature and the smallness of man; a reminder of the importance of humility and perseverance.
Grateful for friends who willingly teach me so much, and friends who enjoy organizing trips and bringing people together. Grateful for new colleagues and managers who are supportive and sincere in teaching the "baby" me. Grateful for the opportunity to keep working on family relationships.
I thought I made headway in the last aspect, or maybe I have but not as much as I thought I had. Recently I even considered my life may play out, totally different from what I planned/desired in the last two years, and I was actually kind of alright with that. But then this morning there was a stark and sharp resurgence of that urge to run away again. Again, it was family. Why, girl, why? Every family has its challenges, but you can't deny you've been nothing but blessed. So why?
Many years on, I still struggle to answer this question...
====
Yesterday X was sharing with me the takeaways from the sales course she went on recently. Interesting packaging of communication, presentation and negotiation skills, made all the more amazing because despite it being a sales course, it appears none of those terms were used.
Jotting down some of what I remember here:
First meetings:
1. Relating
- Foundation
- Find points of commonality
2. Discovery
- Bulk of the time should be spent on this
- Discovering vs Uncovering:
--> Uncovering only uncovers facts. Discovering is understanding the whys and hows behind the facts. Uncovering type questions are only fact-based, difficult to find the pain points and motives.
- Discovery-type Question Tips
--> Feeling finding questions: How do you feel about the current arrangement? What do you like most? What do you like least?
--> Magic Wand question: If you had a magic wand and anything could happen, what would you wish was solved and how? --> This takes the person out of the trap of feasibility, where they might not mention what they really want because they think it is not possible.
3. Advocating
- The hard-sell: Definitely the smallest portion. The right to sell is only earned when you have discovered the problem and have a solution.
- Closing styles:
--> Assumptive: "When would you like to start?"
--> Options: "We have different forms of payment/packages. Which is your preferred?"
Tips for shaping a meeting/presentation:
PPP
- At the start of the meeting, briefly state the Purpose, Process, and Payoffs. Clearly outline the agenda, and the process to meet that agenda, and the expected payoffs to both parties.
Ben Duffy Opening
- Build rapport by preparing a few questions you think the audience might have, and then mention it and address a few. Look for reactions for hits and build on that.
Follow-up email
- Send a follow-up email paraphrasing and listing what you understand is the audience's problem and invite them to acknowledge and correct where necessary.
- Good customers vs Bad customers: Walk away from the bad customers
Proposal:
D?
Solution
- Talk through the specifics of how the product/solution works, and help the audience envision using it.
Advantages
- Highlight the unique points of the proposed solution
Benefits
- Use this to address Motives - directly for Task, and indirectly for Personal.
Motives:
1. Task Motives
--> Increase/decrease money (cost, profit, etc)
--> Increase/decrease effort (quality, amount of work)
2. Personal Motives
--> Recognition
--> Respect
--> Approval
--> Benefits
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