Wednesday, 31 December 2014

I'M BACK!!



Regular visitors to this humble blog may noticed that I've been awfully quiet for the past two weeks. It's because I've been away attending the supreme training in my life - far exceeding other trainings that I've attended in my entire life, civilian and military combined. I'll share my own first hand experience and lessons that I've learned there for our mutual benefits in due course.


Wednesday, 17 December 2014

BOOK REVIEW_CYRUS THE GREAT EDITED BY LARRY HEDRICK


Cyrus the Great founded the Persian Empire in the sixth century B.C. He was praised by the likes of Plato as an “enlightened monarch.” He was known for his benevolence, justice, kindness, and deep-seated desire for mankind to live in peace. He was also known for being the first to write a document chartering human rights.

Although this book goes through Cyrus’s history and achievements, the leadership lessons expressed in this book are timeless. Many of them focus on dealing with allies, understanding the self-interest of your team, encouraging high performance and standards, and proving that your words are backed by your deeds. Even the renowned management guru Peter Drucker calls it “the best book on leadership.”


“We discussed how wonderful it would be if a man could train himself to be both ethical and brave, and to earn all he needed for his house-hold and himself. That kind of man, we agreed, would be appreciated by the whole world. But if a man went further still, if he had the wisdom and the skill to be the guide and governor of other men, supplying their needs and making them all they ought to be, that would be the greatest thing of all.”

Wednesday, 10 December 2014

BOOK REVIEW_MASTERY BY ROBERT GREENE


Those who have done great work, who made an impact in their domain and lead fulfilling lives, did so because they mastered their skills and deeply connected with their field. Think Darwin, Mozart, Temple Grandin, Michael Jordan, and others.

Robert Greene debunks many of history’s greats while also providing a practical look into how we can utilize these findings in our own lives. From deliberate practice, to apprenticeships, to overcoming roadblocks, Mastery is an invaluable read in understanding how these seemingly gifted historic icons pursued mastery and how we can embark on the same path.

“The basic elements of this story are repeated in the lives of all of the great Masters in history: a youthful passion or predilection, a chance encounter that allows them to discover how to apply it, an apprenticeship in which they come alive with energy and focus. They excel by their ability to practice harder and move faster through the process, all of this stemming from the intensity of their desire to learn and from the deep connection they feel to their field of study. And at the core of this intensity of effort is a quality that is genetic and inborn - not talent or brilliance, which must be developed, but rather a deep and powerful inclination toward a particular subject.”


The book ISBN is 9780670026302. It is published by VIKING and sold at Times Bookstore at RM55.00

Wednesday, 3 December 2014

BOOK REVIEW_MEDITATIONS BY MARCUS AURELIUS (TRANSLATED BY GREGORY HAYS)


Marcus Aurelius, a ruler of the Roman Empire, wrote in his journal during his time at war—a meditation where he reminded himself of all his principles and past teachings. Stoicism is a school of philosophy that teaches us how to deal with the obstacles we face in our lives.


As a leader, you will undoubtedly deal with a barrage of negative emotions and roadblocks, both internal and external. They can cripple us, but what Stoicism teaches is that they can also be a profound advantage.

“If anyone can refute me - show me I'm making a mistake or looking at things from the wrong perspective - I'll gladly change. It's the truth I'm after, and the truth never harmed anyone. What harms us is to persist in self-deceit and ignorance.”

The book ISBN is 9780140441406 and is sold at Times Bookstore for RM31.00

Saturday, 29 November 2014

Wednesday, 26 November 2014

BE STRONG, IT CAN'T RAIN FOREVER


BOOK REVIEW_DARING GREATLY BY BRENE BROWN


Dr. Brown’s research is focused on vulnerability and how that openness fosters connection, innovation, relationships, and more.

Vulnerability isn’t about meeting someone and expressing all your deepest desires, fears, doubts, and secrets. Instead, vulnerability is a process—a catalyst for love, belonging, joy, empathy, and creativity. Culling from over a decade of research, Dr. Brown’s work shows that vulnerability may be the missing element that not only brings teams together, but strengthens the bond.


“The research has made this clear: Vulnerability is at the heart of the feedback process. This is true whether we give, receive, or solicit feedback. And vulnerability doesn't go away even if we're trained and experienced in offering and getting feedback. Experience does, however, give us the advantage of knowing that we can survive the exposure and uncertainty, and that it's worth the risk.

Again, there's no question that feedback may be one of the most difficult arenas to negotiate in our lives. We should remember, though, that victory is not getting good feedback, avoiding giving difficult feedback, or avoiding the need of feedback. Instead, it's taking off the armor, showing up, and engaging.”

The book ISBN is 9781592408900 and is published by GOTHAM BOOKS. It is priced at Times Bookstores Malaysia at RM49.95

Friday, 21 November 2014

THE SECRETS OF GREAT SALESPEOPLE


This post is prompted by a question from one of my friends, Ms. June Tan from Shah Alam: How to improve sale? How to be a successful entrepreneur?

Everyone who is not involved in sales and entrepreneurship thinks, “I could never sell.” Truth is, most entrepreneurs and people who are in sales secretly think the same thing!

There is a reason people feel this way: most of us look at sales backward. We may see it as convincing people to do something they don’t want to do. But it isn’t. Sales and entrepreneurship is about learning what people do want to do and helping them do that. Or, we may think it’s about taking advantage of others - while in fact, it’s about giving other people more advantage.

But the biggest inversion of all, the great upside-down misconception about sales, is that it is an effort to get something from others. The truth is that sales at its best - that is, at its most effective - is precisely the opposite: it is about giving.

Selling is giving: giving time, attention, counsel, education, empathy, and value. In fact, the word sell comes from the Old English word sellan, which means - you guessed it - “to give.”

Typically, sales is taught as a set of specific skills, reinforced by a range of techniques, aimed at putting your product into someone else’s hands and their dollar into your pocket. From the prospecting dialogue and qualifying questions to overcoming objections and closing the sale, every step of the process is mapped out and nailed down. All you have to do, so the idea goes, is thoroughly learn and carefully practice everything in the salesman’s bag of tricks, and you too will become a sales success!

At least, that’s the theory. But it often doesn’t work out that way. Here is the reality: of the hundreds of thousands of entrepreneurs, small business owners, corporate salespeople, independent reps, and others in business who find themselves fulfilling any sort of sales function, most are having a hard time with sales and selling.

This difficulty does not typically come from a lack of belief. Most people who are involved in sales genuinely believe in what they’re selling. They are excited about the value they can add to other people’s lives while making a healthy living for themselves and providing for their families.

But when it comes to the actual selling part? Most of us don’t believe we’re any good at it. We get performance anxiety or don’t feel comfortable with the idea of “pitching”. We don’t like having things pushed on us, and don’t really expect others to like it either.

We want to sell - we just don’t want to be in selling mode.

When you spend time with a genuinely successful salesperson, pay close attention and you’ll find something surprising: none of the hundreds of standard sales techniques are what makes them excel at what they do. Oh, they know about them, and when it will serve their customer, they may utilize some of them. But what makes a great salesperson great at sales is that he or she is wholeheartedly interested in the other person.

THE TRUTH ABOUT SELLING IS THAT IT’S NOT ABOUT YOUR PRODUCT, AND IT’S NOT ABOUT YOU—IT’S ABOUT THE OTHER PERSON.


Genuinely great salespeople are not great because they have mastered “the close,” or because they give a dazzling presentation, or because they could shoot holes in any customer objection from fifty paces. They are great because they create a vast and spreading sphere of goodwill wherever they go. They enrich, enhance, and add value to people’s lives. They make people happier.

This is very good news, because it means that anyone can be great in sales. It means you can be great in sales. You might think that to do so, you need to have an outgoing, naturally jovial, gregarious personality. Not true. Shy people create relationships and get married. Introverts make great friends. You don’t need to be a “people person,” or any specific type of person, to be great at selling. In fact, the idea itself - that you might have to be a certain sort of person to be great in sales - precisely misses the point:

IT’S NOT ABOUT YOU; IT’S ABOUT THEM!