Behind the Hesitate of Every Salesman

In 21st century, business need to get involve from many parts and many functions. Those functions are marketing, strategics and sales. These three functions would never be apart. If one those facing problem, the whole company or business will be collapse.

Salesmen are the people that meet directly with customers and they are very important to ensure that business is on the right tract, approach and meet the target. But they are also facing many hesitates or problems that could potentially failed the objectives of the business.

Hesitate in facing their manager – Facing manager is not an easy task to do for almost every employee. Facing their boss is like going to the battle by knowing that they will definitely loss, no chance for them to win the battle. So, what’s the consequences? Once salesman and their manager is not align each other, there’d be no perfect execution of any project or specific action that would needs to fail the objective of the business.

They would work together as one. Understand each other as one and they should like each other as brothers or sisters.

All salesmen should not hesitate to just run and crush their manager if they don’t understand or need more clarification on specific project/program. Nothing to be fear of, nothing to pull you off from asking or raising question to your manager. Go and ask them.

A “No!” customer is a “No!” for sales opportunity – Many kind of customers and also many kinds of reaction from customer that salesman would meet in their daily job. Not many salesman will come back to revisit their hardest customer, which I called a “No!” customer. They considered those kind of customer is a “no” opportunity for sales.

But in fact, every “No!” customer is an opportunity open for us. Why? Because they’re listening to what we’re talking to them that’s why can answer the “No!” back to us. Not every “No!” customers are opportunity-blocked or opposite.

We just need to go back and revisit them at an appropriate time or try to access more about their profile and their practice.

Every “No!” is an opportunity.

“Not my cover area, no business for me to communicate of other’s business” – Nearly 30% to 40% of salesmen will at least one never communicate any other products that they are not cover even though to products are operating by the same company. Why? Because they truly believe that those would take their opportunity away from them, thus they better keep it silent or don’t know.

In reality, a good salesman is the man that know almost everything not just only their handling products but also competitors’. Once their clients need some products that they have or offer, they would recommend their friends’ products. By those, they gain more trust and also strong relationship from their clients. That’s good for business right?

“I think it’s enough for me, I don’t need more” – There is nothing call “enough” in doing business. As businessman and also salesman, we need to have an ambition. Those ambitious will help up, push us to reach what we dream of.

But most of salesman, would never happy to add more new clients to their visit list because they would runs as hell to build up their client’s buying-ability. Everyone afraid of being tired, but those will leads you to an unsuccessful life.

Get more clients as you can once you have an opportunity to get them is what best salesman does.

Common Mistakes in Running a Business

“No one will work as an employee forever.” This is a short, simple and meaningful statement. Everyone has their own plans either big or small business. Those are long term plan that everyone planned.

However, beside having a good plan for business from location until product lines, there are some common mistakes that most of us have without notice. Those are:

1. “The moment I can sell my products or services, that’s enough.” Business isn’t just about get everyone sold, getting the money and profits from customers. Not so small proportion of Cambodian businessman or businesswoman think that they just get their products or service sold is enough for them. That’s completely wrong, customers are not just coming in, buy their need and they okay, they need something else called, satisfaction. Satisfaction is very important for business, and it’s long-term business source of growth. Once they satisfy with what we provided both quality and service then they will consider to come back and buy more.

2. “Put everything in the store is ready to go.” Have you ever stepped into a store or mart and spend ten minutes to find stuffs that you needed? And sometime you could not find its location in the store or mart? In digital era, people not stupid but also need directions. Put signboard the name of the goods on the shelf would be more helpful for customers to find their stuffs easily and lesser time consume. That also can help to advertise the goods that you’re selling in  your store or mart as well. For example, this morning I went to Tella Mart, I accidentally saw Toyota Oil Filter at the lower bottom of a shelf where I believe super hard to find and see. I was really surprised. If I didn’t accidentally see it, I would never know that they also selling Toyota’s spare parts then. Those issues would be easily solve with just single piece of paper.

3. “Quantity is not as good as value.” Doing business means earning money. The more money you get, the more success you are. But however, with the tough competing market like everyday, high value maybe or maybe not the suitable measurable option anymore. Selling goods with lower price may bring your market-value down if compare to competitors, but in returns you’ll get more in terms of turnover, customers and customer’s satisfactions. For example, if you are selling Avian pure drinking water with a price of $5 per bottle (a 1L bottle) and you can only sell it 20 bottles per day, thus you’ll get $100 per day from Avian 1L bottle sales. But in contrast, you can easily sell 50 bottles of Lyon pure drinking water which priced at $3 per bottle (a 1L per bottle packaging), this means you get $150 from Lyon, higher sales compare to Avian pure drinking water. You see the differences, right? Do not just look into Value, but we should be mindful with Quantity as well. More sales, more money and more growth.

4. “Why I have to share my benefits with my clients?” Currently, with high competing with each other, manufacturers offer plenty of options for their clients, business partners and those come direct benefits that their clients or business partners would get from them. However, their clients and business partners will never share those to their end-users. Why? because they believe that they will lose their benefits as well as their business reputation as well. Those benefits need to be shared through many ways such as discounts, or free-goods.

5. “Just make it done, anything happens will later on solve.” A successful business need to have a good planning and execution as well. Most businesses, especially, family-business here in Cambodia, almost have no business plans, marketing plans as well as long-term vision. They just running their business, once they face obstacles, they will try to solve it. A strong businessman or businesswoman, they can predict the obstacles that would happen along the way and they also prepare a suitable solutions for that. Any business new a good planning. 

6. “I and I alone will manage everything.” It is good if  you can do it because it’ll help you reduct much cost on hiring a manager to help you manages all the stuffs in your store, firm or organization. But however, that kind of management will bring you countless headache, messy and unmanageable situation or problems. Empower people and give them authority to manage a certain stuffs would be much helpful and efficient. Do not try to micromanage your firm alone or you’ll be mess-up everything and also by far demotivate your staffs as well.

These are some mistakes that I, during my working experienced it and saw it. I’ve seen so many business model in Cambodia follow these including some well-know family businesses. That should have change.

Sony Experia Z4: Small Move with Big Mistake

sony-xperia-z4-1

While Samsung mobile, HTC and also LG were introduced and about to introduce their new 2015 flagship smartphone, Sony chose to stay quiet with mysterious rumor smartphone introduction.

Samsung mobile is happy with their over-expected sales from Samsung Galaxy S6 and 6 Edge, HTC still straggling with their new HTC M9 which is not actually success. Sony just quietly introduced their newest flagship, Sony Experia Z4 with minor change and upgrade.

With Experia Z4, Sony only upgraded processor to Qualcomm 810 Octa-core, 32GB internal storage and 3GB of RAM while design and material keep the same. Speaking of design, nothing changes beside a bit lighter, and removed magnetic charger port and move the USB port to bottom of the device.

This minor changes show that, Sony is struggling with helping Sony mobile to a better place. Sony cannot introduce a break-through smartphone to attract their customers and this will lead to lose their customers to Samsung’s hand.

Sony mobile, better think twice about this and introduce all new device with top-not spec and attractive design body.

Books That Every Manager Should Read

Reading books not just a behavior to kill your free times, but also the tool that make you realize of yourself, everyone and everything around you and also give you some tips to improve your day-to-day life better.

Reading books it doesn’t mean that you’re stupid or lack of knowledge, it is a good behavior and knowing yourself, and which position you are at.

Some people they don’t like to read the books and claim they know everything. Some believes that reading is nothing, but action is something that should have done. Some believes that reading is just a behavior to show people around you that you’re high educated person. Honestly, reading should have bounded with action. However, there would no right action if you don’t read.

These books that I think every manager should have read:

1. How to motivate every employee by Anne Bruche: This book is very important to those who have direct subordinates or direct reports. In this book, the writer show you short and good tips for you easy to imagine and utilize it to actions.

If you’re using iPad, tablets or e-book readers, you can buy this book at Amazon by click on this link: How to Motivate Every Employee

2. 5 Levels of Leadership by John C. Maxwell: Do you know which level of leadership are you at now? Are you sure that you are behave in the right way? Do you believe that you are not using your position, your power to control your subordinates? Do you know how to improve your leadership skill?

If you’re not sure yet, this book might guide you and also explain you in very detail how and where you are at. This is a long detail book, you might need to take some times to read it but it worth to read. Click on this link to buy this book: 5 Levels of Leadership

3. Leadership and Motivation by John Adair: This book is like basic or fundamental of leadership including motivation. The writer shows you everything about a person’s need, behave, behavior and also leadership in general as well. Click on this link to buy the book: Leadership and Motivation

Enjoy your reading people. Hope this might help.

During Meeting: The Value of Being Questioned

question mark with speech bubles, vector on the abstract background

Employees are always worry when the up coming meeting due date. The most common worry is about, how will I being questioned? How would I respond ? How will my staffs, my subordinate and my colleagues think about me if I got questioned?

Those worries lead the meeting become less participations, less productive and unexpected result. But however, being questioned has its pros and cons. Today, I am going to share some of my thought about the value of being questioned during the meeting.

Being questioned means the audience interested in your and your presentation. If you got some question on your presentation whether positive or negative question, means the audiences are with you and they are focus on you and your presentation. Let them asks and take it positively to improve and make it better.

Being questioned means they value your efforts. Preparing a presentation is not an easy job. From exploring raw data to a good presentation required efforts and knowledge. A good preparation will get more question and the audiences valued you and your strength through that preparation.

Being questioned means they showing you the way to make your presentation, task or program better. To improve your strengths you need to ask and being questioned along the way as well. Sometime we cannot find our mistakes but when we got questions then we can see where the mistakes lies.

Being questioned is good real life education. At school we got questions from our teachers but those questions in one purpose is just to check whether you understand the lesson or not, but in real working life, you receive questions become of those need an explanation and clarify and improve, a bit of different but huge impact on your future.

These are just some of the value of being asked or questioned during the meeting and you should never worry or afraid of being questioned as well. But however, in some cases, some questions mean humiliation and that should be avoid to happened during the meeting.

Cambodia: Pharmaceutical Business Opportunities

Pharmaceutical business is one the fast growing business in Cambodia. With ~13% year-on-year growing, this business field interested so many pharmaceutical companies both local and multinational pharmaceutical companies.

But at the end of the day, not all of those companies are successes in this field. A few multinational companies have made a very good growing in this business field.

Below is some of my observation in term of business opportunity for this field based on disease areas:

1. Infectious diseases: This is the fastest growing area. There’re so many companies that doing business with antibiotic from amoxicillin to quinolones or even broader antibiotic. Non all of them success since price is the most competing strategies and method that most of those company using right now to gain the market share and increase the revenue.

But however, if you plan to step into pharmaceutical business in Cambodia, antibiotic should be the one that you need to explore first. The opportunity is there, but the information and approach will be different. Just explore and create your most fit approach to this area.

2. Respiratory diseases: This area including asthmatic diseases and other respiratory tract infection such as sinusitis etc. Cambodia is developing country and the respiratory track infection is the most common if compare to other disease. Dirty roads, bad environment, people are not much care about their living environment. Those could be a big opportunity. The biggest barrier of this business field is that not so many Cambodian people are really understand the important of using respiratory tract infection while they have any problem. They compromised the risk and possible complications of that disease. You might need to invest more in generating their awareness to drive their needs of respirator tract infection agent.

3. Diabetes, Hypertension: With the improving of economic and living style, Cambodian people are facing huge challenges ahead of their future. Diabetes and hypertension are increasing it proportion among Cambodian people. In the next 5-10 years Cambodian people need a better care of diabetes and hypertension. Invest in this disease awareness now will bring you a brighter future.

4. Cancer diseases: The world is changing and the nature of disease in Cambodia also changing from day to day, year to year as well. Cancer is the most fear disease among Cambodian people. Once they diagnosed with cancer they willing to pay with any price to get treatment. Better cancer treatment agent is the most needed.