Archive for the ‘Corporate Careers’ Category

Hi Everyone!

My series on “How To Make Money Run After You” will be my most lengthy series that will be published in Manila Bulletin by far, as such I believe that it deserves it’s own website. The new website is a hundred times more awesome than my already awesome business advice blog! so that I can organize and really teach all of you how to not just make money run after you but to be able to create “True Wealth”.

Go here now to check it out: http://wealthflowproject.com

For the past 3 weeks, I have been very busy creating a brand new site which contains not just my money management articles but ALL my business and investing articles including my super genius wife’s articles on career management. Once you get to the new site, you will immediately see how much effort I really put into it as all my articles are now much more organized and tasks and assignments as well.

What’s more is that I became really “obsessive-compulsive” about making sure that all my lessons are received by all and that the tasks and activities are clear and step by step. I call this the “Wealth Plan” and it is FREE for all of those who sign up on the new site. (On the right side you will see a big red arrow, can’t miss it really) Just place your name, email and phone number, then click register. Super easy!

Go here now to do that: http://wealthflowproject.com/instructions

Oh, by the way, you will also have a blast looking at all the “cartoons” I personally drew for the site! Yes, I also draw and doodle, one of my other hidden talents. Also, just to let you know, I drew all of the artwork on my iPAD and directly uploaded it into the site. Super awesome! I love technology don’t you?

So, for those of you who what to stop running after money and make “Wealth” flow instead to you,

go now to http://wealthflowproject.com  or just Click HERE Now

All the best!

Mark So, your handsome business mentor!

First off, I’d like to thank all of those who visited and commented on my blog for Part 1. For those of you who have not yet read it please click here

The Yin and The Yang Salesman

The Yin and The Yang Salesman

From the comments, it was apparent that everyone has a favored salesman type, either Yin or Yang. But I was truly amazed and happy to read some of the comments that came very, very close to what I will be revealing today. These comments validate what I believe a True Salesman should be.

But first here are some interesting stats. 45% of those who commented were Yins, 30% were Yangs and  25% were unsure. And out of all the comments, a whopping 91% believed that Yins will outsell the Yangs!

And that verdict is absolutely, in my experience, CORRECT. Here is the most important revelation that I have discovered in all my years as a Salesman:

“Yangs Can Move Mountains when it comes to selling, but it is the Yins who are the ones who can best influence and maximize the full selling potential of the Yangs. And it is the Yins who have the best chance of closing deals if they so want to.”

One comment on my blog says a lot:

“I Am a Yin but I know that I can beat the Yang…How? By hiring a Yang to sell for me. Hehehe. I am not the type of person willing to develop my weaknesses. Rather, a person who wants to look for a person who can compensate it. Regards!” –Julius

That comment is classic Yin thinking and I applaud Julius for his concise and dead on insight. But you see it is not enough to just hire Yangs, because Yangs can also hire other Yangs to sell for them. The true power of the Yin is that they are one of the few people on earth who can control, correct, influence, and persuade the Yangs to be the best they can be.

Yins Naturally Control Yangs

The Yin Naturally Controls Yangs

Yin Naturally Controls Yangs

I want you to picture a thoroughbred champion race horse, now that horse is a powerful and magnificent creature — that’s a Yang Salesman. A Champion race horse can run 55 to 65 Kilometers / hour, which is pretty darn fast. Anyone (with a lot of money) can buy one (hire a Yang Salesman), but not everyone can ride one (control a Yang Salesman) without causing any serious injuries to the rider or the horse.

Only the right horse Jockey can control the race horse, and typically horse jockeys are no more than 5’5” in height and weighs no more than 116 pounds. Jockeys look normal in every sense of the word, in fact you might not even notice them most of the time, but, they have an enormous power inside of them, they can control the race horse. Now think of the Jockey as the Yin. Without the Yin, a race horse can run like the wind, but it will not be able to run as fast and as hard as when the Jockey is in control, even with the additional 116 pounds.

Do you get the picture? Good, let me go a little deeper now and let me now go back to salesmanship. You see not all Yins would like to become horse Jockeys, in other words, not all Yins would like to venture into sales because not a lot of Yins think that it is possible for them to succeed in it.

From the comments coming from the Yins on my Blog, it is very apparent that Most Yins, are still thinking that to be a true salesman, you need to be a Yang. So I want to let everyone know that that is NOT TRUE, and there really is no need for any transformation. Just a little confidence to know that you have what it takes as a Yin to possibly be the greatest salesman ever. I’d like to add another comment from my blog:

“…with perseverance, direction, interest and positive perception … you can make your goal come true….Its within you….” -Sofia

Great words Sofia, and let me add to that this truth: All Yins, and only the Yins have the immense power to control the Yangs if they so wanted to. Can you imagine a racehorse controlling another racehorse? Or an outgoing, extroverted person controlling another outgoing extroverted person? In some cases it can work, but in most of my experience, that relationship will be “explosive” in tagalong: “kapag pinagsama ang dalawang taong malakas ang dating, sasabog iyan”.

Now, When it comes down to it, Customers Naturally Like Yins more than Yangs

You see, it’s all very simple, Yang Salesmen have a tendency to repel other Yangs and if the other Yang happens to be a potential customer, getting a Super Yang to close will most likely turn into a contest of who can convince who. Instead of just closing the deal, a Yang usually has the tendency of OVER SELLING which is a big No, No in sales. I have had the privilege of seeing my wife (A SUPER YIN) sell a few times and she closes 99% of them (FANTASTIC if you ask me). Honestly though, and my wife will admit this to anyone. She is not comfortable doing the selling on her own, it freaks her out, but still she manages to get the customer to buy anyway because of this simple truth: Yins are perceived as ordinary “honest” folk who do not sell but who give advice and make honest recommendations.

Customers Trust Yins More

Customers Trust Yins More

In other words, if a Yin is selling, the customer usually let’s their guard down, and are more open to possibilities. And if the customer is open to what the Yin has to say, 99% of the time they will buy, because Yins will almost always tell the truth. And in the world of selling, truth and honesty is the key to sales success.

So for the Yins out there, listen to what I have to say: “There is no need to be a great talker, no need to be a great presenter, no need to be a great charmer. There are only 2 things you have to learn to become possibly the greatest salesman in the world: 1.) Have confidence in yourself and 2.) Learn how to close the deal.

If you want to learn how to build confidence and close the deal, I’m inviting all of you, whether Yin or Yang to go sign up for the Intensive 2-day Sales Training Workshop. Conducted by yours truly this June 9 and 10, 2010 ( Wednesday and Thursday) from 9AM to 5PM at Suite 1503A West Tower Philippine Stock Exchange Center Exchange Road Ortigas Center Pasig City.

Mark's Proactive Sales and Marketing Seminar

Attend Mark's 2 day Sales Training Program!

I hope to see you all there! Also feel free to leave a comment, I would honestly love to hear from all of you.

Author box:

Mark So is a fervent businessman, forex trader and educator.  He is the Chairman and CEO of Businessmaker Academy—a business, finance and corporate training center.  He is also the Chief Forex Trainer of Forex Club Manila.  A sought after speaker for business and forex, he conducts seminars on Business Skills, Sales and many more.  To know more about these seminars, you may visit www.businessmaker-academy.com or call (632)6874645.  You may email your comments and questions to:   markso@zerocapitalclub.com

So today I wanted to share another piece of my life which I hope will help all those looking for a job and a prosperous career. This is the true story of how I created my own job in a big Telecoms firm back in the early nineties. Now even though times have changed, the principles that I used and will teach you in this article are in my view, timeless.

I graduated from college as an Electronics and Communications Engineer (E.C.E) and was raring to land my first job. As an E.C.E., the opportunities back then were either to venture into electronics (computers, chip design and manufacturing, etc.) or venture into the field of communications (phone companies, television, radio etc.) So like many of my batch mates, I applied and went for interviews with all the top companies in those fields. Now, believe it or not, I was not an ace student, my grades were average, BUT, I had an “edge” – I could really talk and communicate well, but most of all, I believed in myself.

At first, our career and placement office from my school helped arrange for interviews with several multinational companies. So off I went applying, testing and interviewing, and it was fun, exciting, and scary all at the same time. But after a few weeks, it was still a waiting game and I began to feel the pressure of the job hunt as my batch mates were one by one landing their “dream” jobs. So I tried another tactic – Cold calling. I picked up a “yellow pages” directory and started calling the companies that I wanted to work for. After a whole day of doing that, I could honestly say that I never knew how rude some people could be. “Hello, this is Mark, do you have a job opening?”, “Wala” Click. Not once did I feel welcome in any of those 100 calls I made that day, but no matter I told myself, it’s their loss. (In hindsight, Manila Bulletin would have been a better strategy) All the while, my mom would be constantly telling me “Mark why don’t you call up Tito Gigi, I’m sure he can help you.” And like most sons (well most males) I didn’t want to make that call because I wanted to prove to my parents that I could do it on my own.

A few more weeks went by and still nothing, so reluctantly, I swallowed my pride, and gave in to my mother’s wish and called Tito Gigi. You see, Tito Gigi was the best friend of my Godfather and they were very close. Tito Gigi is also very well connected—he is after all an Executive Head Hunter. However, it was not common for a Head Hunter to place new graduates, simply because new graduates have no experience, but for me he made an exception. “Come over to my office tomorrow afternoon at 4PM” he jovially told me over the phone. And so the next day there I was. This was the first time I’ve seen him since I was 5 years old so he looked at me from head to toe and asked me 2 simple questions – what course did I take, and what industry would I want to work in. I told him E.C.E. and Telecoms. With that he was on the phone talking to a Vice President of a big Telecoms firm in Makati and I could hear him say “Pare, I’m sending you this wonder kid, why don’t you interview him tomorrow, magaling ito!” and after he closed the phone, “Mark, go to this address tomorrow at 9AM sharp, oh and Mark, tell your mom I miss her Chocolate cake.” And with a wink and a nod from Tito Gigi, I had an interview with the head of the mobile (cellular) division of Islacom.

So before I talk about what happened with my interview, I wanted to share this first important lesson when finding a job: “Find your Tito Gigi” in other words, find someone who has connections and who can open doors for you. You will realize this soon enough, the first step in getting that job is to get noticed by a potential employer and to do that, it helps to get the endorsement of an influential person. Tito Gigi gave my potential employer a glowing endorsement which gave me immediate credibility and the opportunity to sell myself.

Now getting your foot in the door is just part of the equation, so let’s continue my story:

I was at the SGV building at 8:30AM and at exactly 9AM I was in front of the head of the mobile division. But unlike my short and easy meeting with Tito Gigi, this meeting would need me to really prove myself and work for it. He asked me first how I knew Tito Gigi, to which I told the truth, he was the best friend of my Godfather, then he asked “was?” not “is?” I said, yes because my Godfather passed away a few years back. Then he asked for my transcript of records, looked it over for a minute then looked back at me and said point blank “Mark, how can I hire you? Your grades suck.” At that point, I could feel that the interview was already going downhill. But as I mentioned earlier I had an “edge”, I could talk and I believed in myself. So before I let the interview go bad, I listened politely and waited for him to finish, and then with a little courage I asked, “Sir, are you assuming that I’m applying here as an engineer?”. He looked at me puzzled then looked at my resume again and said “Yes, aren’t you an E.C.E. graduate?”  To which I replied: “Yes I am, but that’s not what I’m applying for” He looked even more puzzled and asked me to explain some more, which I did “Sir, I understand how engineers think, how they talk and how they work because I’ve been trained as one, but I am different from a typical engineer, I can communicate and translate the technical to the layman. I would assume that you have a marketing department?” He slowly said “Yes, we do”. “And sir does your marketing department have a hard time communicating with your engineers?” “Yes sadly, they do.”, “Well sir, the job that I am applying for is to translate your marketing programs to a language that engineers can understand. At the same time, translate what the engineers can do to a language your marketing department can comprehend.” Afterwards, there was a minute of utter silence which seemed like a lifetime to me. Then he said, “I can definitely see your point and you come across as someone who can speak his mind very clearly, I’ll have to seriously think about what you just said.”

With that we shook hands and I left with my head held high.  I got a call from him a week later, he hired me and had created a brand new position in the company, I would start work the next Monday as Islacom’s first “Marketing Analyst”.

So here’s the more important lesson in closing the interview and getting that job, when you apply for a job, do not just apply for a position, you should apply as a ‘solution’ to the company’s problem. If you are able to properly articulate your ‘value’ on why the company should hire you, your chances of getting that “dream job” will be closer than you think. Good luck in your job hunt!

Author box:

Mark So is a fervent businessman, forex trader and educator.  He is the Chairman and CEO of Businessmaker Academy—a business, finance and corporate training center.  He is also the Chief Forex Trainer of Forex Club Manila. Mr. So Graduated and is a licensed ECE, however his passion has always been in this order – 1.) Love for his wife and family, 2.) Making Money; and 3.) Teaching others how to make money as well. To learn from Mark in person, attend his seminars. Visit http://www.businessmaker-academy.com You may also email your comments and questions to:   markso@zerocapitalclub.com