• Essentials of Social Media Management: Amplify your Brand and Engage your Customers
  • Planning and Leading Productive Meetings: Optimizing your Time to Attain Results
  • Developing an Attitude of Professionalism: Values and Attitudes for Success
  • Effective Workload Management: Everyday Techniques to Get Things Done
  • Multi-Generation Workforce Management: Bridging Work Styles across a Diverse Workforce
  • Project Management Skills for Everyday Tasks: Adopting the Mindset from Planning to Execution
  • Handling Conflicts in the Workplace: Building Trust and Sensitivity
  • Customer Service Recovery: Win Back Customers and Keep Them for Good!
  • Effective Video Production: How to Produce Interesting, Compelling, and Viral Videos
  • Critical Thinking and Decision Making in the Workplace: Analyze and Implement Effective Solutions
  • The R.O.I. on a Customer Service Mindset: Reaping the Benefits of a Customer Service Culture
  • Professional Image and Presence: Civility and Etiquette in the Modern Business Setting
  • Managing People Development: A Toolbox Session on Initiating and Managing Programs for Employees Satisfaction and Productivity
  • Supervisory Essentials: From Task to People Management
  • Interactive & Engaging Presentation Skills: Applicable Tools & Techniques for your presentation
  • Sales Proficiency Training (SPRING): Methods and Techniques in Sales & Negotiation
  • Digital Marketing Toolbox: Using the Paid, Owned, and Earned Model
  • PHONETOGRAPHY: Explore, Create, & Inspire using your Smartphone
  • Supervisory Essentials Training: Leader as an Effective Communicator
  • MS Excel Made Simple: Beginners Guide to Basic Excel
  • CODING FOR KIDS (PART 1): Enhancing Creativity & Critical Thinking
  • Mastering MS Excel: An Advanced MS Excel Course to Optimize Its Functions and Tools for Data-driven Tasks
  • CREATE A STRESS - FREE SPACE: Managing Stress for a Happier and Healthier you
  • Building and Condo Management: Property & Facility Management, Leasing and Preventive Maintenance
  • Marketing 101: How Marketing is at the core of every growth strategy
  • Practical Enterprise Architecture
  • DIGITAL MARKETING MANAGEMENT: Native Advertising: Aligning Creative Thought Process and Storytelling with your Business Strategies
  • Back to Basics: Business Etiquette - Professional Guide to Projecting the Best Image of your Company
  • Basic Quality Toolkit: Apply the 8 tools used to improve Productivity, Efficiency and Effectiveness
  • Creating and Enhancing Relationships with Customers: How to Achieve Customer Engagement and Loyalty
  • Exploring MS Powerpoint and Beyond: Interactive and Engaging Presentation Tools
  • Coaching for Results and Impact: Developing a Coaching Culture in the Organization
  • Effective Selling: Elevating your Sales Game with Tools and Techniques to Close a Sale
  • Strategies in Digital Writing: How to Write Lean, Fast, and Viral
  • Comprehensive Maintenance and Facilities Management
  • Effective CSR Programs: Planning and Executing Relevant Programs with Social Impact
  • Basic Macros and Visual Basic Application: Simplify and Execute Spreadsheet Tasks in just One Click
  • Property Management of Subdivision Projects
  • Fundamentals of Developing People: Ensure your Employees' Growth and Productivity
  • Process Management: Documentation, Mapping, and Analysis - Improving Business Processes for Effective Execution and Output
  • Effective Negotiation Skills: Applying the Different Styles of Negotiation for Everyday Application at Work
  • Productivity Plus: Purpose + Passion = High Performance
  • Lean Thinking and Management: Eliminating Waste and Adding Value
  • Conflict Management: A Win-Win Approach
  • DIGITAL TRANSFORMATION: Maximizing technology to enhance Customer Experience, improve Operational Efficiency, and expand Business Models
  • Finance for Decision Making: A Course for Non-accountants to Understand the Accounting Cycle and Financial Reports
  • Tourism Marketing: Creating a Marketing Plan for your Tourism and Hospitality Business
  • Mindfulness in the Workplace: Improving your focus, creativity, and decision making
  • Full Stack Web Development: Acquire In-Demand Skills to Create an E-Commerce Website
  • Events Management: Techniques and Strategies on Planning and Launching Events
  • Crucial Conversations: How to deal with Power, Position and Authority
  • Handling Customer Complaints
  • Review Class for CISI Exam: International Introduction to Securities and Investment
  • Review Class for CISI Exam: International Introduction to Securities and Investment
  • Social Media Analytics: Drive Results to your Business Through a Data-driven Approach
  • Getting Things Done: The Power of Execution
  • Leadership Excellence in Challenging Times: Future-proofing your Organization
  • Building and Condo Management: Property & Facility Management, Leasing and Preventive Maintenance (CEBU)
  • Strategic Key Account Management: Planning and Implementing Dynamic Account Strategies
  • Innovation Through Design Thinking: Techniques and Processes to Create User-focused Solutions in the Workplace
  • Simplified Tax Compliance for SMEs: Applying Best Practices and Approaches
  • Coding for Beginners: Explore a New Career in Programming
  • Present! - A Mindfulness Workshop for kids to improve focus and creativity
  • Chill Out: A Mindfulness Workshop for Teens to pay attention to current state of emotions
  • Effective Visual Communication: Create Compelling Content
  • Handling Conflicts in the Workplace: Building Trust and Sensitivity
  • Project Management Toolbox: Adopting the Mindset from Planning to Execution (CEBU)
  • Speaking with Confidence: Overcoming Anxiety in Public Speaking
  • Graphic Design Basics: Creating Artwork for Multiple Channels
  • Project Management Toolbox: Adopting the Mindset from Planning to Execution
  • Selling to Managing: Making the Leap from Individual Performer to Sales Leader
  • Create an Impactful Online Brand Image: Ensure a Connection with your Target Audience
  • Practical Labor Relations: Useful Advice and Tips on Employee Discipline
  • Highest and Best Use of Properties: Determining the Best Use and Highest Value for Maximum Profit
  • Critical Thinking and Decision Making in the Workplace: Analyze and Implement Effective Solutions (CEBU)
  • Practical Labor Relations: Useful Advice and Tips on Employee Discipline
  • Effective CSR Programs: Planning and Executing Relevant Programs with Social Impact (CEBU)
  • MACE: Developing Content & Building Connections with Media - Ensure your Brand Image Internally and Externally
  • Basic Selling: From Tactical to Strategic Selling
  • Essentials of Business Communication: Written and Oral Communication for Everyday Use
  • eLearning Instructional Design & Development Certification Workshop
  • Design Thinking for Innovation: Techniques and Processes to Create User-focused Solutions in the Workplace
  • Leading Digital and Culture Transformation: Unifying Technology and Culture for Impactful Change
  • Speaking with Confidence: Overcoming Anxiety in Public Speaking (CEBU)
  • Emotional Intelligence in Leadership: Knowing Yourself and Leading Your Team Effectively
  • Copywriting Essentials: Create Clever and Compelling Copy
  • Effective Business Writing (CEBU)
  • MACE: The Essentials of Social Media Management - Amplify Your Brand and Engage Your Customer
  • Create an Impactful Online Brand Image: Ensure a Connection with your Target Audience (CEBU)
  • Delighting Customers: Knowing, Serving, and Keeping Them
  • Authentic Conversation: Getting Comfortable with Important and Meaningful Conversations
  • MS Excel Made Simple: A Professional's Guide to Excel
  • Create an Impactful Online Brand Image: Ensure a Connection with Your Target Audience
  • Effective Business Writing and Email Etiquette
  • Impactful Visual Communication: Maximizing the Design Process to Create Value
  • Creativity and Innovation Through Design Thinking: Techniques and Processes to Create a User-focused Solutions in the Workplace
  • Effective Negotiation Skills: Applying the Different Styles of Negotiation for Everyday Application at Work
  • Essentials of Business Communication: Written and Oral Communication for Everyday Use
  • Advanced MS Excel: Optimize Its Function to Ease and Simplify Data-driven Tasks
  • Advanced MS Excel: Optimize Its Function to Ease and Simplify Data-driven Tasks
  • Critical Thinking and Decision Making in the Workplace: Analyze and Implement Effective Solutions
  • Effective Virtual Meetings: Embracing New Mindsets and Behavior for Productive Discussions
  • Effective Management Skills: Building New Leaders in the New Normal
  • (2nd Batch) Effective Business Writing and Email Etiquette
  • (2nd) Impactful Visual Communication: Maximizing the Design Process to Create Value
  • (2nd Batch) Impactful Visual Communication: Maximizing the Design Process to Create Value
  • Copywriting Essentials: Create Clever and Compelling Copy
  • QuaranTEEN: A Virtual Mindfulness Workshop for Teenagers to be Self-Aware, Confident, Empathic & Resilient
  • QuaranTEEN: A Virtual Mindfulness Workshop for Teenagers to be Self-Aware, Confident, Empathic & Resilient
  • QuaranTEEN: A Virtual Mindfulness Workshop for Teenagers to be Self-Aware, Confident, Empathic & Resilient
  • QuaranTEEN: A Virtual Mindfulness Workshop for Teenagers to be Self-Aware, Confident and Empathic
  • Finance for Decision Making: A Course for Professionals to Understand the Accounting Cycle and Financial Reports
  • Speak Your Mind: Expressing Freely with Respect & Realness
  • Coaching Skills for High Productivity: Developing a Coaching Culture in your Organization
  • Effective CSR Programs: Planning and Executing Programs with Social Impact in the New Normal
  • (3rd Batch) Effective Business Writing and Email Etiquette
  • (BATCH 3) Impactful Visual Communication: Maximizing the Design Process to Create Value
  • Getting Things Done During The New Normal: Ensuring Execution in Spite of Adversity
  • Video Production Essentials: Create Videos to Communicate, Promote and Inspire
  • (4th Batch) Effective Business Writing and Email Etiquette
  • Win-win Strategies on Labor Relations Law: Use Advice to Survive and Thrive in the New Normal
  • Emotional Intelligence in the Workplace: Integrity, Adaptability and Resilience in the Workplace
  • Creative and Innovative Thinking: Creating User-focused Solutions to Address Changing Needs
  • Critical Thinking and Problem Solving: Analyze and Implement Effective Solutions
  • Essentials of Business Communication: Written and Oral Communication for Everyday Use
  • Project Management Skills for Everyday Tasks: Adopting the Mindset from Planning to Execution
  • Effective Workload and Time Management: Work Smarter and Achieve Results in the New Normal
  • Better Writing for College: A Senior HS and College Student's Guide to Write with Clarity and Confidence
  • (5th) Effective Business Writing and Email Etiquette
  • Creative Writing for Teens: A Practical Workshop to Express Yourself through Writing
  • The Essentials of Social Media Management: Amplify your Brand and Engage your Customers
  • Creating Content & Building Connections: Ensure your Brand Image Internally and Externally
  • Authentic and Practical Selling: Maximizing Opportunities in the New Selling Environment
  • Crisis Communication in the New Normal: Best Practices on How to Prepare, Handle and Recover from a Social Media Crisis
  • Handling Conflicts in the New Normal: Building Trust and Sensitivity
  • Process Management: Documentation, Mapping & Analysis - Improving Business Processes for Effective Execution and Output
  • 2nd Effective Management Skills: Building New Leaders in the New Normal
  • 2nd Copywriting Essentials: Create Clever and Compelling Copy
  • 2nd Coaching Skills for High Productivity: Developing a Coaching Culture in your Organization
  • Ensure Your Target Market Finds You: The Online Customer Journey
  • Video Production Essentials: Create Videos to Communicate, Promote and Inspire
  • 2nd MS Excel Made Simple: A Professional’s Guide to Excel
  • Crisis and Recovery Marketing: Crafting New Marketing Strategies in a Disruptive Business Environment
  • 2nd Advanced MS Excel: Optimize its Function to Ease and Simplify Data-driven Tasks
  • Basic Macros and Visual Basic Application: Simplify and Execute Spreadsheet Tasks in just One Click
  • Critical Thinking for Teens: Achieving Smarter Solutions for Better Decision Making
  • Designing & Delivering Online Courses: Managing Digital Learning Programs for the Workplace
  • Purpose-driven Selling: Paradigm Shift for Customer-Centricity in The New Normal
  • Executive Presence in the New Normal: Confidence and Composure in Physical and Virtual Settings
  • 3rd Critical Thinking and Problem Solving: Analyze and Implement Effective Solutions
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    PRACTICAL SALES AND SELLING DURING THE ‘NEW NORMAL’

    This week, we asked our resource person on sales management and leadership, Jeff Chua, on how the sales function has changed in the “new normal.” Now that most face-to-face meetings are canceled, how can any business still achieve their sales targets? Here are some of his thoughts and tips:

    In this age of disruptive online technology, the conventional definition of sales work has morphed from a transactional exchange for a good or service to the ability of moving the same good or service through your customer’s mind (logic) and heart (emotions). Now, more than ever, companies must shift their attitudes from being product-­centric to customer-centric. Instead of communicating your usual sales pitch, the focus should be on the ability to persuade, influence, convince and engage the customer at a personal level. This is what “moving others” is all about in terms of the shift in the sales paradigm.

     

    Humanize your approach

    Let customers know that your company understands their fears and their hardship. Communicate that your company cares about more than simply reaping profit during this difficult time. Empathize with those affected by Covid-19, and show via actions how your company is helping your customers, employees, and other stakeholders. Your company’s social media sites are ideal vehicles for doing this. Cyclehouse, who has the largest number of bike and motorcycle shops in the country, did not increase their prices during the strict lockdowns to help ordinary Filipinos access budget bikes as many will be using this as a means of primary transport.Assure customers that the company’s value proposition for its products will continue.

    Discuss thoroughly your track record and emphasize that in spite of the difficulties your company is undergoing, you will continue to provide the things they have come to know and love. This should be one of the primary reasons they patronize your business instead of others. If customers value the quality of your products and the heartfelt nature of your customer service support, assure them that you will maintain those value propositions. For example, an automotive service which prides itself on convenience and safety, could now pick up vehicles for repair at customers’ homes and return them after the service is done.

     

    Be innovative

    Think about your customer and imagine the hurdles or obstacles that they face in their current situation and provide solutions. We see this in food delivery—and how much this has exploded and thrived during the pandemic. But I also know of a tire company that delivers car tires to your home and can change them, including vulcanizing and wheel balancing—a convenient and welcome solution during this pandemic.

     

    Provide clarity

    Providing clarity means allowing the customer time to process, or to think about their options and providing the customer a creative and fresh solution to their current situation or needs. Clarity can also be achieved by comparing and contrasting available options, instead of just presenting your product or service in isolation. Show the options and compare the benefits, including time and cost savings. The key success factor is to ensure that the sales team of your company is taking ownership of the situation, as much as possible, rather than allowing the situation to take ownership of your company and its potential customers.