Friday, February 7, 2014

SG Sales Guru: Sales Training Course - The Meet and Greet

One of the main problems SG Sales Guru sees in sales training courses offered in Singapore is that the techniques are often adopted from what works in the United States (US) without localization. We see this as a problem as culturally what works in the US might not work in Singapore.

 
Take for example what many sales courses teach as a meet and greet. These US-based programs tell trainees that they must launch into a canned self-introduction the moment they are given the opportunity to speak, instead of first seeking to build rapport. So in response to a "hi! what do you do?", the US trainers advocate that you should respond with something along the lines of "I work with women in Singapore, aged 30-49 who have very slow metabolisms and put on weight easily. I construct a specific diet plan that speeds up my clients' resting metabolic rate and allows them to worry less about food"
 
While I am doubtful that such greetings work very well in the US, I am certain that such greetings will not work in Singapore. This is because Asian businessmen value relationships in a sales engagement. Hence, the moment you start pitching yourself even before you have built rapport, it is a big turn-off and deal killer. Additionally, doing a sales pitch the moment you meet someone also tells the person that you do not see them as a "person" but a sales target to be sold.
 
Thus, even though sales training courses from the US may be more advanced than those developed in Singapore, we however feel that without recognizing the importance of the local culture, using these US based techniques will fail you. If you want a Singapore based sales training course that is founded on the science of neuro-linguistics programming (NLP), SG Sales Guru's Psychological Selling Workshop is the one you should consider.
 


2 comments:

  1. Establishing rapport is so important, and so neglected. We take it for granted that everyone else wants to buy from us, even as we screen every sales pitch we receive ourselves. Time to ask for other people's moccasins.

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    Replies
    1. Thanks for the observation, Elijah. You are 100% correct.

      I remember the story you shared at a recent Network and Learn Event about the objectives of people at a networking seminar - everybody is there to sell but no one is there to buy. Do keep your great leadership insights coming. :)

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