Teens who walk to school have been found to be fitter and perform better academically. Hasil selidikan 'Archives of Paedriatics and Adolescent Medicine' juga mendapati murid yang dihantar ke sekolah dengan kenderaan sedikit 'wound up' atau murung atau kurang cergas dibandingkan dengan yang melakukan pergerakan badan yang cergas.Pokok pengkalnya ialah jika ada kecergasan sistem dalam badan murid, mereka akan lebih bersedia dan cergas untuk sepanjang hari. Journal itu juga mengatakan, apa yang lebih penting, jika anak-anak berjalan ke sekolah, mereka akan berjalan bersama-sama kawan dengan selesa, merasakan vibrasi yang positif dan seterusnya mereka merasakan kebebesan dan kebijaksanaan.
Jangan lupa juga, memandu kenderaan hingga ke tangga sekolah bukan sahaja mengundang kesilapan tetapi juga mengasapkan sekolah dan persekitarannya dengan udara yang keluar dari ekzos kereta kita.
Dari fakta di atas apakata kita syorkan kepada pihak pentadbiran sekolah supaya kereta ibu-bapa hanya dihadkan setakat bulatan kecil pada tiap-tiap pagi dan biarlah anak-anak kita berjalan kaki ke bangunan sekolah. cadangan ini terkecuali jika cuaca tidak mengizinkan dan kenderaan kakitangan.
Setakat ini ramai anak-anak tidak cukup senaman menyebabkan bermacam penyakit. Tidak kurang juga yang obese.
Serian
2 Sept 2013
A week ago my daughter talked to me about her working environment in her workplace. She was employed by an American company in Subang Jaya. and positioned as supply chain officer taking care of importers from Singapore. Only those who possesed good command of English are qualified to be here. At the age of 22, I consider her as young professional.
Her firm has a "work till night" culture and everyone were putting in long hours. It looks bad if you leave early from office. From my gathering, she was stressfully staying in office between 10 to 12 hours a day against the normal 8-hour for normal institutions.
Her case was not uncommon. When I was in the banks my boss wanted me to work 24/7 to achieve the given target. True enough, you like it or not, almost every minutes you are thinking about selling and targets.
I told her the targets was not at all the main issue but her immediate boss must be someone who could manage and balance this burn-out situation. Her boss can help their employees work smarter with better delegation of tasks, clearer instructions and by focusing on results instead of "face time". If your bosses are the 'I want this and that' type without 'balancing' the office atmosphere against work demand - that is where many young professionals were ending up with medical problems, including insomnia, depression and hypertension.
Such burn-out should not be taken lightly. It can deteriorate to full-blown depressive or anxiety disorders, with severe symptoms such as feelings of hopelessness and suicidal thoughts.
Staying stressful hours in office comes from the strong desire of young professionals to prove themselves. But the problem has been exacerbated in recent years because of the manpower crunch in many industries. But that does not mean they are more productive.
In her case, she took longer time to finish her task because of poor planning and lack of clear instructions by supervisor. She was already thinking of quiting the job to continue her master degree.
Note: Stay strong Nadia and take it as a lerning process.
Her firm has a "work till night" culture and everyone were putting in long hours. It looks bad if you leave early from office. From my gathering, she was stressfully staying in office between 10 to 12 hours a day against the normal 8-hour for normal institutions.
he
struggled with the decision to quit his job for a year and is now
thinking of working as a property agent or teacher. - See more at:
http://www.straitstimes.com/news/singapore/health/story/more-young-professionals-suffering-burn-out-20140414#sthash.k5LZMoqA.dpuf
he
struggled with the decision to quit his job for a year and is now
thinking of working as a property agent or teacher. - See more at:
http://www.straitstimes.com/news/singapore/health/story/more-young-professionals-suffering-burn-out-20140414#sthash.k5LZMoqA.dpuf
Her case was not uncommon. When I was in the banks my boss wanted me to work 24/7 to achieve the given target. True enough, you like it or not, almost every minutes you are thinking about selling and targets.
I told her the targets was not at all the main issue but her immediate boss must be someone who could manage and balance this burn-out situation. Her boss can help their employees work smarter with better delegation of tasks, clearer instructions and by focusing on results instead of "face time". If your bosses are the 'I want this and that' type without 'balancing' the office atmosphere against work demand - that is where many young professionals were ending up with medical problems, including insomnia, depression and hypertension.
Such burn-out should not be taken lightly. It can deteriorate to full-blown depressive or anxiety disorders, with severe symptoms such as feelings of hopelessness and suicidal thoughts.
Staying stressful hours in office comes from the strong desire of young professionals to prove themselves. But the problem has been exacerbated in recent years because of the manpower crunch in many industries. But that does not mean they are more productive.
In her case, she took longer time to finish her task because of poor planning and lack of clear instructions by supervisor. She was already thinking of quiting the job to continue her master degree.
Note: Stay strong Nadia and take it as a lerning process.
Last week, I was involved in organizing golf tournament at Borneo Highlands Resort specifically for our company’s clients. In an email to all fellow Branch Managers, who were involved in organising the tournament, I wrote:
President Obama and House Speaker John Boehner are at loggerheads over several issues including taxes, spending cuts and operation in Libya but on the green they are on the same wave-length on the game and enjoying the scores.
You may not talk while on the green but a long walks or a cart rides between shorts are often seen as a way to improve relations. This is the opportunity that I think has value beyond the game. Spending a number of hours together in that kind of environment can only help to improve the chances of bipartisan cooperation.
That is on the high-level part of the golf.
"Dear Comrads,
The most important thing to keep in mind when organizing this golf tournament is entertaining our customers and ensuring they have a good time at Borneo Highland. Take advantage to broaden our networks, establish an image as an excellent banker and help build relationships and trust. Let us value this tournament as a business tool which is part of our strategic acquisition plan.
In one hand, we are providing our customers an escape from stresses and strains of modern urban life, offering fresh air, pleasant scenery and a temporary return to rural surroundings. Furthermore, many customers find themselves wheel-bound and deskbound throughout the working day and the lack of exercise that lead to their health problems.
Our company is moving in the right direction i.e. hosting a golf tournament for high net-worth customers and prospects. Or perhaps a simple gift of golf balls will do. No matter how golf is incorporated into a strategic plan, it is sure a success.
This coming tournament on June 19th provides an opportunity to get to know customer much better and establish trust. Our behavior as a host reflects a great deal about whom we are and how we deal business away from the course. Therefore, playing a 4-5 hour round of golf can prove vital in building business and retaining loyal customers
While golfing ability has little to do with a successful round of golf, good preparation, good ushering, knowledge of the game and the rules of golf etiquette should not be underestimated. Apart from the competitive aspect, golf is a game of courtesy, respect and consideration. Regardless of skill level, it is vital to act as a professional Banker..Thanks - OM "
Footnote:
Presiden and Barrack Obama and his most powerful Republican critic met on the green on 18 June 2011 in what was billed as the first US ‘golf summit’ involving the fierce political foes. On 21 October 2008, Cambodia's defence minister teed off with Thai military officials in a spot of golf diplomacy ahead of talks aimed at resolving a fierce border dispute.
President Obama and House Speaker John Boehner are at loggerheads over several issues including taxes, spending cuts and operation in Libya but on the green they are on the same wave-length on the game and enjoying the scores.
You may not talk while on the green but a long walks or a cart rides between shorts are often seen as a way to improve relations. This is the opportunity that I think has value beyond the game. Spending a number of hours together in that kind of environment can only help to improve the chances of bipartisan cooperation.
That is on the high-level part of the golf.
IN September 2005, Bruce Cleghorn, then British High Commissioner and a few other Western diplomats committed an undiplomatic act, walking out of a conference hall in protest against what Tun Dr Mahathir Mohamad had said in his speech.
Dr Mahathir's remarks that Cleghorn and his cohorts took offence to, leading them to behave like rednecks, were in essence saying that the military action on Iraq by the United States-British led coalition of the willing was that of terrorists.
In short, Dr Mahathir, known for calling a spade a spade, stated the obvious -- the US-British invasion of Iraq was an act of state terrorism.
This column is not planning to discuss whether Dr Mahathir's remarks were justified or to further condemn Cleghorn's uncouth behaviour.
It is to discuss the uncouth, condescending and arrogant behaviour of some Western leaders and self-appointed crusaders when dealing with the East. Of course, the East is not bereft of such individuals but their behaviour stems from bad and deprived upbringing.
The same cannot be said of the Western leaders and crusaders given the fact that they hold high and powerful positions, meaning they would have been well brought up.
That being the case, it can only be concluded that their uncouth nature when dealing with the people from the East stems from their sense of superiority, topped with a condescending attitude towards a people that at one point in history was colonised and considered less human. Hence, the presence of the likes of Cleghorn, former US ambassador to Malaysia John Malott, former US vice-president Al Gore and Clare Rewcastle Brown, who is the sister-in-law of former British prime minister Gordon Brown.
If Cleghorn got upset when it was pointed out that Britain and the US were and still are involved in terrorising Iraq, the others took the moral high ground to judge and condemn Malaysian leaders for not behaving the way they had scripted.
While the issue of Malott and Gore had been extensively discussed, the latest addition is Clare, a former BBC journalist now on a self-appointed crusade to protect the well-being of Sarawak, a former British colony.
Brown, the failed prime minister of Britain, threw in his support for Clare, by accusing the Sarawak government of excessive logging, to the extent that only five per cent of the primary forest in the state is left.
These accusations of deforestation of such magnitude had been denied and explained by the Sarawak authorities who threw a challenge to the Browns to "come and look for yourself".
While there would be as many supporters and detractors of the accusations against Sarawak Chief Minister Tan Sri Abdul Taib Mahmud and the Sarawak Barisan Nasional, what is more incredulous is the ease in which the likes of Clare and Brown can raise a stink about a far-off country when the stench emanating from their own backyard stench is more putrid by comparison. It is not a case of two wrongs making one right.
Here is a situation where there is still a debate as to the accusations of wrongdoings in Sarawak while the bigger crime in Britain, which has been proven, is ignored by crusaders like Clare and Brown.
If they were so concerned about the environment, surely Clare being the "investigative" journalist that she is, would have been able to highlight the depleted uranium in Iraq that is causing unthinkable horrors.
Surely Clare would be embarrassed to have the support of a brother-in-law who was a senior member of the Tony Blair administration that lied to the British people and dragged the nation into joining the Iraq invasion. How are Malaysians to believe what Brown had said and by extension, Clare's cause, when he is known to be a partner to Blair in war crimes?
Indeed, some may argue that it is not who said it that should be the debate but rather what is said.
But if the one who said it is known to have supported and spread lies that led to the deaths of thousands, surely what has been said needs to be taken with a pinch of salt.
Taib will face the people of Sarawak if he is guilty of what he is accused of. But to have the likes of Clare and Brown parlance on the moral high horse and judge him or BN is indeed nauseating.
Clare may or may not be a liar but Brown, someone proven to be prepared to support a liar, supports her. Brown had helped Blair make a mess of Iraq. Should anyone not be suspicious that he may be supporting Clare to mess up Sarawak?
What the Browns need to do to gain some credibility is to clean up their own mess and expose the war crimes of the Blair administration that led to the murders of the thousands of innocents in Iraq as well as the environmental disaster.
That done, the Browns should start apologising to Sarawakians and Malaysians for the crimes committed by the British government and the White Rajahs against their former colony. Maybe, they can help return what their forefathers had robbed and plundered.
Read more: Clean up your own mess first
2011/03/27
By Shamsul Akmar
Dr Mahathir's remarks that Cleghorn and his cohorts took offence to, leading them to behave like rednecks, were in essence saying that the military action on Iraq by the United States-British led coalition of the willing was that of terrorists.
In short, Dr Mahathir, known for calling a spade a spade, stated the obvious -- the US-British invasion of Iraq was an act of state terrorism.
This column is not planning to discuss whether Dr Mahathir's remarks were justified or to further condemn Cleghorn's uncouth behaviour.
It is to discuss the uncouth, condescending and arrogant behaviour of some Western leaders and self-appointed crusaders when dealing with the East. Of course, the East is not bereft of such individuals but their behaviour stems from bad and deprived upbringing.
The same cannot be said of the Western leaders and crusaders given the fact that they hold high and powerful positions, meaning they would have been well brought up.
That being the case, it can only be concluded that their uncouth nature when dealing with the people from the East stems from their sense of superiority, topped with a condescending attitude towards a people that at one point in history was colonised and considered less human. Hence, the presence of the likes of Cleghorn, former US ambassador to Malaysia John Malott, former US vice-president Al Gore and Clare Rewcastle Brown, who is the sister-in-law of former British prime minister Gordon Brown.
If Cleghorn got upset when it was pointed out that Britain and the US were and still are involved in terrorising Iraq, the others took the moral high ground to judge and condemn Malaysian leaders for not behaving the way they had scripted.
While the issue of Malott and Gore had been extensively discussed, the latest addition is Clare, a former BBC journalist now on a self-appointed crusade to protect the well-being of Sarawak, a former British colony.
Brown, the failed prime minister of Britain, threw in his support for Clare, by accusing the Sarawak government of excessive logging, to the extent that only five per cent of the primary forest in the state is left.
These accusations of deforestation of such magnitude had been denied and explained by the Sarawak authorities who threw a challenge to the Browns to "come and look for yourself".
While there would be as many supporters and detractors of the accusations against Sarawak Chief Minister Tan Sri Abdul Taib Mahmud and the Sarawak Barisan Nasional, what is more incredulous is the ease in which the likes of Clare and Brown can raise a stink about a far-off country when the stench emanating from their own backyard stench is more putrid by comparison. It is not a case of two wrongs making one right.
Here is a situation where there is still a debate as to the accusations of wrongdoings in Sarawak while the bigger crime in Britain, which has been proven, is ignored by crusaders like Clare and Brown.
If they were so concerned about the environment, surely Clare being the "investigative" journalist that she is, would have been able to highlight the depleted uranium in Iraq that is causing unthinkable horrors.
Surely Clare would be embarrassed to have the support of a brother-in-law who was a senior member of the Tony Blair administration that lied to the British people and dragged the nation into joining the Iraq invasion. How are Malaysians to believe what Brown had said and by extension, Clare's cause, when he is known to be a partner to Blair in war crimes?
Indeed, some may argue that it is not who said it that should be the debate but rather what is said.
But if the one who said it is known to have supported and spread lies that led to the deaths of thousands, surely what has been said needs to be taken with a pinch of salt.
Taib will face the people of Sarawak if he is guilty of what he is accused of. But to have the likes of Clare and Brown parlance on the moral high horse and judge him or BN is indeed nauseating.
Clare may or may not be a liar but Brown, someone proven to be prepared to support a liar, supports her. Brown had helped Blair make a mess of Iraq. Should anyone not be suspicious that he may be supporting Clare to mess up Sarawak?
What the Browns need to do to gain some credibility is to clean up their own mess and expose the war crimes of the Blair administration that led to the murders of the thousands of innocents in Iraq as well as the environmental disaster.
That done, the Browns should start apologising to Sarawakians and Malaysians for the crimes committed by the British government and the White Rajahs against their former colony. Maybe, they can help return what their forefathers had robbed and plundered.
Read more: Clean up your own mess first
2011/03/27
By Shamsul Akmar
“Definitions of Cognitive Distortions” from Feeling Good: The New Mood Therapy by David D. Burns
1. Thinking “All or Nothing”
This refers to the tendency to see things as either all good or all bad. When we judge ourselves or others according to perfectionist standards, we are thinking in terms of “all or nothing.” An example would be the person who makes a mistake and then concludes that she can’t do it anything right. Keep things in perspective. Nothing is all bad or all good. “If I look hard enough, I can find something positive in every situation.”
2. Overgeneralizing
When people generalize too much, they conclude that one event reflects the way things will always be. When we get in a tough situation, we often worry that nothing will ever improve. The fact is that things change. “What happens today will not happen forever. I can make it through the day.
3. Mental Filter
A person filters out all positive things in his life to the extent that he focuses only on the negative things. A caregiver may be using a mental filter when he becomes preoccupied with one problem behavior and ignores any positive aspects. (of caregiving) Acknowledge the negative but focus more on the positive. “Sure, there are negative things, but there are positive things, too. It’s up to me to decide which to focus on.”
4. Discounting the Positive
We tend to minimize compliments we receive from others. Instead accepting and affirming a compliment from someone we may say to ourselves, “Well I could be doing more,” or “I don’t like what I am doing so I don’t deserve compliments.” Accept and affirm the positive. “The positive things people say abut me are true.”
5. Jumping to Conclusions
You reach a negative conclusion without having all the facts about a situation. Don’t take things personally or try to predict the future. “I can ask questions instead of taking this personally. There’s probably a good explanation.”
There are two common situations in which this occurs:
A. Mind Reading
Someone makes an assumption that another person is thinking badly about him.
B. Predicting the Future
A person makes assumptions that negative things are going to happen to her, or that people will respond to her in a negative way. A person may imagine that an activity will not go well. They will worry about this future possibility, taking their attention away from enjoying the present time.
6. Exaggerating or Reducing the Significance of Events
This mental error can go in two directions either you exaggerate your negative qualities , or you minimize your positive qualities. You may think, “How can I ever take care of the household finances when I have a hard time balancing my check book? In the opposite direction, you may think , “Well sure, I’m good with plants, but anyone can take care of plants.”
Treat Yourself in the same , gentle, accepting way that you treat those you love. “I have my flaws, but I also have my strengths. I’m not going to beat myself up about this.”
7. Reasoning Emotionally
When we allow our emotions to guide our understanding of a situation, we are reasoning emotionally. The thought, “I feel lonely, therefore, nobody loves me,” bases the conclusion on a feeling, and not on the real facts of the situation. The goal is not to ignore or to suppress our feelings, but to accept these feelings and try to view situations from a rational perspective. Don’t let emotions do your reasoning for you. “I accept my feelings but attempt to see things more objectively.”
8. Think I Should
The problem with saying “I should” is that the statement has more to do with opinions than the reality of a situation. We usually say “you should” to others when we think we know what is best for them. This can often make us feel frustrated when the other person disagrees with us. By saying “I should” to ourselves, we can end up feeling depressed and angry, because what we are saying we “should” do is not what we really want in our hearts. Instead, it tends to be something that a critic in our life, such as a spouse, a parent, or a child in our life wants.
There is more than one correct way to do things. “ My way isn’t necessarily the best way for others. I have the right to make my own decisions just as they have the right to make theirs.”
9. Labelling
This is an extreme form of generalization. Instead of seeing our faults as only part of our otherwise good features, we single them out as a reflection or ourselves. You may act impatient in caring for you sick family member, and then conclude that you are an impatient person. We are more than our mistakes or imperfections. “I may do something foolish, but that doesn’t make me a fool.”
10. Personalizing
A person may assume responsibility for a negative event when she is not to blame. A person may feel embarrassed by something a spouse, relative, or child does as if their behavior were reflection of her abilities as a wife, mother or relative. Don’t take the blame for others’ behavior. “Although I care about them, I’m not responsible for their decisions or actions.”
Source: Autonomous Healing Zone
1. Thinking “All or Nothing”
This refers to the tendency to see things as either all good or all bad. When we judge ourselves or others according to perfectionist standards, we are thinking in terms of “all or nothing.” An example would be the person who makes a mistake and then concludes that she can’t do it anything right. Keep things in perspective. Nothing is all bad or all good. “If I look hard enough, I can find something positive in every situation.”
2. Overgeneralizing
When people generalize too much, they conclude that one event reflects the way things will always be. When we get in a tough situation, we often worry that nothing will ever improve. The fact is that things change. “What happens today will not happen forever. I can make it through the day.
3. Mental Filter
A person filters out all positive things in his life to the extent that he focuses only on the negative things. A caregiver may be using a mental filter when he becomes preoccupied with one problem behavior and ignores any positive aspects. (of caregiving) Acknowledge the negative but focus more on the positive. “Sure, there are negative things, but there are positive things, too. It’s up to me to decide which to focus on.”
4. Discounting the Positive
We tend to minimize compliments we receive from others. Instead accepting and affirming a compliment from someone we may say to ourselves, “Well I could be doing more,” or “I don’t like what I am doing so I don’t deserve compliments.” Accept and affirm the positive. “The positive things people say abut me are true.”
5. Jumping to Conclusions
You reach a negative conclusion without having all the facts about a situation. Don’t take things personally or try to predict the future. “I can ask questions instead of taking this personally. There’s probably a good explanation.”
There are two common situations in which this occurs:
A. Mind Reading
Someone makes an assumption that another person is thinking badly about him.
B. Predicting the Future
A person makes assumptions that negative things are going to happen to her, or that people will respond to her in a negative way. A person may imagine that an activity will not go well. They will worry about this future possibility, taking their attention away from enjoying the present time.
6. Exaggerating or Reducing the Significance of Events
This mental error can go in two directions either you exaggerate your negative qualities , or you minimize your positive qualities. You may think, “How can I ever take care of the household finances when I have a hard time balancing my check book? In the opposite direction, you may think , “Well sure, I’m good with plants, but anyone can take care of plants.”
Treat Yourself in the same , gentle, accepting way that you treat those you love. “I have my flaws, but I also have my strengths. I’m not going to beat myself up about this.”
7. Reasoning Emotionally
When we allow our emotions to guide our understanding of a situation, we are reasoning emotionally. The thought, “I feel lonely, therefore, nobody loves me,” bases the conclusion on a feeling, and not on the real facts of the situation. The goal is not to ignore or to suppress our feelings, but to accept these feelings and try to view situations from a rational perspective. Don’t let emotions do your reasoning for you. “I accept my feelings but attempt to see things more objectively.”
8. Think I Should
The problem with saying “I should” is that the statement has more to do with opinions than the reality of a situation. We usually say “you should” to others when we think we know what is best for them. This can often make us feel frustrated when the other person disagrees with us. By saying “I should” to ourselves, we can end up feeling depressed and angry, because what we are saying we “should” do is not what we really want in our hearts. Instead, it tends to be something that a critic in our life, such as a spouse, a parent, or a child in our life wants.
There is more than one correct way to do things. “ My way isn’t necessarily the best way for others. I have the right to make my own decisions just as they have the right to make theirs.”
9. Labelling
This is an extreme form of generalization. Instead of seeing our faults as only part of our otherwise good features, we single them out as a reflection or ourselves. You may act impatient in caring for you sick family member, and then conclude that you are an impatient person. We are more than our mistakes or imperfections. “I may do something foolish, but that doesn’t make me a fool.”
10. Personalizing
A person may assume responsibility for a negative event when she is not to blame. A person may feel embarrassed by something a spouse, relative, or child does as if their behavior were reflection of her abilities as a wife, mother or relative. Don’t take the blame for others’ behavior. “Although I care about them, I’m not responsible for their decisions or actions.”
Source: Autonomous Healing Zone
The ability to pick up on the identity of the customer and know what is important from perspective is an invaluable skill. Some customers are detail people, others are more interested in finding an inttity they can relate to before making a purchase decision.
Know the difference. The personable customer will be bored by the statistics, and the detail person will not appreciate an attempt to be 'buddies.'
Stay in Communication
Persistence can be a great strength in sales.
Often potential customers don't have an immediate need for your services and reminders make a big difference in staying on the radar screen. There are numerous resources for staying in communication with your customers such as direct calls, e-mail, written communications, literature, and industry interactions. Just be wary of the line between persistence and pestering.
Be on Time
Punctuality is your first opportunity to show a potential customer that you are a person they can count on. That reputation for reliability then applies to your company and products as well.
Often circumstances will come up to make you late, and when they do it is critical to call ahead and reschedule. Take responsibility for whatever caused the breakdown - company business, a manufacturer, traffic or the weather.
No Effort Goes Unnoticed
It is often easier to justify why we didn’t do something extra than to justify why we did. However, in establishing a reputation for yourself and your company, going the extra distance often is what separates the wheat from the chaff at the time the critical decision is made as to what to buy.
Assume that an extra effort gets noticed and present it in a way that can be recognized as being beyond the call of duty. It always comes back to you: front, side, or center.
The Customer Is Always Right Even When He’s Dead Wrong
It is easy to say that the customer is off base, doesn’t have a clue, and you could fix them and their problems if they would just let you. This attitude leaves little room to establish a long-term relationship for business.
Get the Referral
One of the best resources that you have is your existing customer base -- the satisfied ones. They can provide an unbiased endorsement for your products and services. More importantly, customers often know people who have similar needs. The key is that you have to ask for the referral. Waiting for a referral will almost always take much longer than making the request up front.
Follow up
The sales conversation, like all conversations, fades over time. A critical step to successful sales is keeping the dialogue and actions moving forward. Even when the answer is not now, it is important to know when to follow up, or when to follow up on the actions taken to move the process forward.
Add-ons
The best source for new business is often expanding the current business with your existing customer base. Having an assessment of what they are currently buying from you, buying from someone else, sourcing internally, or leaving out is a resource.
If you have, or can create, alternative products, improvements, or integration, you have a pathway for additional sales. Sources for additional sales include products, services, and strategic alliances for other products and services.
Build a Rapport with Your Peers - They Will Be on Your Side Tomorrow
Inside any industry, there are almost always other products or people providing similar services.
Any industry has a certain amount of churn. People often find new jobs with another company in the same industry, or at least in a related industry. Therefore the guy on the other side may be on your side tomorrow. It is also possible that they may be in a related field, which means they are a potential source of new business opportunities either as customer, referral, alliance, or recommendation.
Join Your Customer’s Organizations
Potential customers often belong to various professional organizations. Join them. Having access to these groups is an effective way to connect with potential customers and enhance your rapport with existing ones.
Go either as a supplier or as someone committed to the field with the intention and goal of being an industry peer. This also will keep you current on industry trends.
Use Every Chance to Acknowledge Your Customers
Recognizing customers for their accomplishments is a powerful way to build a relationship. During the sales conversation, the customer told you what they wanted to accomplish, and how they hoped your product would help them reach that goal. Be sure to congratulate them when they hit those goals.
When to Say, "Thank You. No."
Win-win is a two-way street. There are times when a potential customer will continue to make requests such as asking for information, resources, and services without any intention of buying. This behavior is not easy to distinguish at first, but over time it becomes clear. In these circumstances, either say "no," or offer what is needed along with the associated costs.
MARKETING
Sales and marketing are often spoken of in the same breath, and for good reason. Effective marketing is key to successful sales. In sales there are some guidelines for assessing how to effectively sell and market you products and services.
What Have You Got to Work with?
Assess your company's current marketing plan to know if you are focused on the same markets as your company. Review the marketing materials, so you know what to choose for the sales conversations. Be able to make recommendations for future marketing materials based on a sales perspective and the requests of customers.
What Can You Create or Gather?
Often by knowing what marketing materials are available now and from the past, you can also know what to ask for or what materials to put together to meet your specific needs.
Are They Accurate and Up-to-Date?
If materials are out-of-date, push to get new materials printed. Brochures covered with stickers – even if it is just for a change of address -- look unprofessional.
How to Package and Present It?
Know how your company's marketing materials are supposed to be presented. Your presentation will be more effective if the brochure or quotation you leave behind reinforces the same message.
What’s Enough?
It is often difficult to gauge what is going to be the appropriate marketing materials for a particular customer. Often it is better to have a conversation first, then present the materials that are best suited to their needs. Otherwise you'll overwhelm the customer with information.
SALES TOOLS
It is important to have the right and reliable tools to get the job done.
In sales this often includes a car, computer, pens, briefcase, paper and account files. Keep notes and build databases. Over the years, powerful businesses have been built through the collection of data and the subsequent integration of that data into information.
Information on your customers and their companies, products, services, connections, needs and wants, as well as what is coming up in the immediate, near-term, and long-term futures are critical tools for successful sales. There are many systems to do this: database programs, Palm Pilots, note cards, Day-Timers, etc. Find one and use it.
Set Up a System
Put a method to the madness. While every sale is different, there are a number of processes that are similar or the same from one situation to the next. Being able to look at what is involved in each sale and see where the processes can be streamlined or made more efficient is an important means of increasing the throughput of the sales process.
What are your resources? Take an inventory, then evaluate, sort, and choose. In sales there are always a lot of potential resources.
• Literature: Old literature, new literature, corporate media, annual reports, industry reviews, etc.
• Customers/Accounts: Existing customers, lost customers, potential customers, leads, referrals, cold calls, etc. Track your success.
• Customer Interactions: Conferences, interactions, presentations, displays.
• Human Resources: From inside ¯ executives, sales and marketing management, product management, technical support, research and development. From outside ¯ sales force, field support, maintenance.
The key is to be able to access what is potentially available and then establish a hierarchy of what is going to lead to sales on short- and long- term tracks, small- and large-volume sales and minimal to grueling effort.
GOALS AND TRACKING
Set Goals
What is the real purpose of goals? They pull you forward like a bungee cord.
Having a sales target is essential to establish a sales plan. I often recommend looking at what is beyond reasonable, as it will create unreasonable results.
There are some key things to consider. One is who can work with me to achieve these goals and what incentive is there for them? The other is how can I communicate my goals to my customers so that they can support me in winning.
Track Your Success
If you have no compass, you can’t tell if you’re moving in the right direction. One of the pitfalls of sales is focusing on the sales and not on where you are in moving each conversation forward. Have a system to know where each existing and potential sale is in the sales process. That allows for prioritization.
Other Issues
Appearance
Looking good, smelling good, sounding good, and smiling ear to ear. First appearances, second appearances, and every appearance count for a lot. Presenting yourself is often as important as presenting your products. Being well groomed is extremely important.
Continuing Education
The only problem with a learning curve is that it stops when you think you are at the top. In any field there are always great resources to make yourself more useful to your company, your customers, and yourself. Sources include formal educational institutions, certification courses, self education, corporate training initiated by the company or yourself, industry organizations, industry publications, seminars, conferences, and, most important, your customers. It is difficult to be a resource for that which you do not understand.
To his chagrin, the Fire Department advised him to FIRST get the approval from DBKU for their basis to do the job. I agree with the later as they cannot act based on the request by the 'illegitimate' businessman who is having no license to start the business.
Later he went for medical check-up. According to the medical officer, medical check up should applied to the workers or employees not the license-holder. Sound logical! Problem solved after he met one of the council 'big man'.
According to my cousin, dealing with other council is much simpler and less hassle. When he opened another branch at Matang, everything was smooth and fluid as the later work with a little bit of sense.
Not Meeting Requirements
“If they don’t meet all the requirements, of course the processing of their applications could not proceed. When that happens, they have to resubmit, which is why some applications may take years to get an approval,” - Kuching North City Datuk Bandar (28/8/2010)
DBKU must embrace and follow strictly to their KPI especially with regards to 'Turn around time'. You should not allow the files to sleep unprocessed for years without calling the applicants to complete the documents. According to your Client's Charter # 2 (CC), "you must attend within 24 hours and give feedback within three (3) working days!"
'Feedback' here is not only about conveying decision but to offer information or suggest an ideas, opinion etc in reaction to an inquiry, experiment, application etc.
It is also your responsibility to complete the processed including calling for additional documents without delay (giving feedback on the status of application). Your CC 3 shouted "We execute public service works promptly and efficiently in accordance to the working schedule" What work schedule and how long is the turn-around time? How prompt is your prompt.
Wrong Channel
Sending an application or request through the wrong channel was another reason for delays, Atei said, adding that the people should strive to know their local authorities well to better understand their operations - Kuching North City Datuk Bandar (28/8/2010)
How big is DBKU compared to CMS or Maybank? If the applicant submitted a bundle of docements to Department A instead of B, how long does it takes Department A to sent to B? One week? One month?
Another issue is why public do not know your submission procedures, is the public less smart or you have not done "disseminating accurate information on guidelines, rules and administration procedures towards the people". If your system of disseminating information or feedback is not effective, then no use blaming the public!
He revealed that some elected representatives were even not clear as to the respective areas of jurisdiction of the city councils. Sorry to say that many people don’t know which one goes to DBKU and which one doesn’t … - Kuching North City Datuk Bandar (28/8/2010)
Your http://www.dbku.gov.my/Eng/eng.html#, is less friendly. Besides, the text are small, the top-right Navigational Bar are refusing every visit. If one click the 'SarawakNet' it went to nowhere but 'error'. Trying to click the 'submenu' but instead you are like playing chasing game! If such thing like information portal is not user-friendly, how do you expect the information come dowm well into the public.
Let us revisit CC #1 - Practising 3S ('Senyum. Salam, Sabar') in all services. I fully salute your staff at Satok Counter. I dare to say they are providing services are beyond expectation. They welcomed you with initial greetings, they smiles, they look at your face and they end up with end greetings. My experience was more than that, they even asked me if I have any other enquiry! Calling your Head office and the staff was firm but never talk with smiling voice.
Not all the department are less performing. We love those traffic controller. The enforcement officers are marvelous. The parking girls were also smiling and thanking the public for making payment but unfortunately they are not really part of the DBKU.
Borneo Post Report 28/8/2010
Kuching North City Datuk Bandar, Mohamad Atei Abang Medaan, yesterday dismissed allegations that the Kuching North City Commission (DBKU) had been delaying the Occupation Permit (OP) application process. Mayor says delay in OP issuance because applicants fail to meet all requirements
“This is not true. If they (applicants) follow all the rules and fulfil all the requirements, then there is no question of ‘lambat’ (late). However, if they submit late, of course they will get their approval late,” he said.
He pointed out that the major cause of delays is the failure of applicants to meet the requirements of related authorities such as the Fire and Rescue Department as well as Land and Survey Department. He added that the application process strictly followed DBKU’s client charter.
Sending an application or request through the wrong channel was another reason for delays, Atei said, adding that the people should strive to know their local authorities well to better understand their operations.
He said when people had little knowledge of the city councils for instance, they were bound to fail to understand why certain things could not be done.
For instance, he said, an elected representative had blamed DBKU for neglecting the maintenance of facilities in a building which is actually under Kuching South City Council’s (MBKS) jurisdiction.
by Lee Ya Yun
August 28, 2010, Saturday
