A little bit about Solution Selling – Peer-level Relationship

Today I spent time with my team, watching Linkedin Learning on “Solution Selling” together. My teammates are quite young, some of them are first timer in sales.

In #solutionselling , we focus on customer’s objectives and goals. This is the most important thing in solution selling – understand our customer’s objectives and goals, and help provide the solution. We do not sell based on features or price.

How to do this? By having conversations with the client, and ask questions to focus the conversation. 

After each segment of videos, we discuss what do we understand from the video, and also share about related areas.

One of the things we learned is about peer-level relationship. When we discuss with our clients, we need to establish peer-level relationship, which means we are at the same level with them. We cannot put ourselves as too big compared to them, or too small. This is so that the discussion on both sides can flow better, and we do not tend to just agree to everything the customer said just to gain the sales.

As a young sales team members, my teammates often feels small when they enter a room with a big organization to discuss how OfficeCentral can help them. So, we discuss why this happen and how to improve them.

Picture: Sometimes we feel so small, like the cat ^_^

Why? Some of the items that my teammates shared include:
– Low confidence
– Feel not on the same level (usually the bosses are the ones who join the meeting)
– Feel not enough knowledge

Next, we discuss how to overcome these.

Some of the brainstorm ideas we got included the following:

Mindset. First and foremost, we need to correct our mindset. Sometimes we probably meet the prospect with a wrong mindset – we want to sell them something. When we meet with a prospect, we are actually bringing value to them. We want to help them possibly identify their known or even unknown problems, and help to provide solution to them. We have something that they want – value.

Grooming. The way we present ourselves will give impression to our clients. And also to our own confidence. By ensuring that we groom ourselves to the higher level, it will help to boost confidence, and give good impression to our prospect. One of the easiest way to do this is by wearing blazer when attending meeting with prospects.

Knowledge development. Apart from the trainings provided by the company, the sales team should regularly explore the system to increase their product knowledge, read, and keep their knowledge up to date by reading the market trend. Even if some people don’t like to read, they can still watch thousands of videos available online. Time investment is required. Money investment? Not so much. But if you would like to invest your money for knowledge – that’s great! At Authentic Venture Sdn Bhd, we even provide mini library full of books that will help the team increase knowledge. So they should take advantage of that.

Preparation. Preparation before the meeting such as looking up about the organization, understand their business, prepare the questions we would like to ask during the meeting, all of these will help us to feel more confident when entering a meeting with a prospect.

All of the above may sound simple, you likely know about those too. So, now you already know about it, you need to do it.

Do you have ideas to overcome these issues? Share with us by commenting below!

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One of my regrets..

One of my regrets is not reading much non-fiction books during my college years apart from the books that I have to study for my electrical engineering degree.

Now I have discovered more and more as my passion for reading grows bigger.

And kindle plays a part in helping me to finish reading the books too. I listen to my books while driving. Believe me, when you’re driving in traffic jams, kindle is a godsend. Previously I have managed to finish one whole book while driving from kuantan to kota bharu in traffic jam to attend my colleague’s wedding. (Besides listening to books, kindle helps me to get the books that are not available in Malaysian bookstores)

These are some of the books I have read. I have finished reading/listening almost all of them, and I am at second round of reading them to get the ideas presented (that I found during my first reading/listening) to be implemented in my life and our company.

If you’re in university now or freshly graduated, nurture your interest in reading. You can be surprised of how much knowledge there is in the world and how much they can help you in your life. Even if you are not fresh graduate anymore, it is not always too late to start picking up a book and read.

An evening at Kidzoona IOI City Mall, Putrajaya

Today I brought my 3 kids to Kidzoona at IOI City Mall Putrajaya for them to enjoy indoor playground. It’s been a while since we last visited an indoor playground – so I decided to bring them so they can release their energy.

Alhamdulillah since they all have grown up a bit (Adam is 7, Meena is 6 and Azmi is 5), it’s easier to manage them when going out on my own since Afiq is working today. Previously it was a nightmare if I have to manage all three of them alone at a shopping mall 😅.

Kidzoona is located in Molly Fantasy, near to the ice skating rink at IOI City Mall. Entry feea is RM18/pax for unlimited playtime during weekends and public holidays.

Kidzoona has various types of games and toys such as bouncing castle, magnetic sand and more. Suitable for younger kids but might be a little boring for kids that are more than 8 years old.

At Kidzoona the kids can also play pretend as shopowners and doctors. I remember I used to play pretend at home with diy stuff 😅

What I like about indoor playground is that I can have a rest while they play as much as they want. I don’t have to worry about them running off somewhere like during playing at outdoor playground. And hopefully once they have played their hearts out, they will sleep earlier at night (haha).

My kids love Kidzoona and the price is quite reasonable when compared to other indoor playground. It’s been 3 hours now and they still don’t want to leave yet. Haha.

5 reasons why internship is important

Are you a student? Are you currently going through your internship program or thinking to join an internship program?

One thing that I observe, and someone has taught me this too previously, is that when you are a students, all the stress that you undergo such as studying, preparing for exams, etc, is not as big as it seemed once you enter the real working world, especially once you assume more responsibility such as taking care of your family – even more so once you are married.

This is the same as when you undergo your internship program. If you are too stressed out or depressed during the internship duration, that is a sign that you’re not managing your time and stress well enough.

5 reasons why internship program is important to a student (of course, besides getting a pass in the course):

1. This is the time to actually discover your interests

You might think you like what you’re doing or going to do while you were in the university, but it might be a totally different world out there. University’s main point is to teach you how to communicate, think and bring yourself in the real world. Probably not so much on the work hands-on type of experience. Internship program allows you to have a hands-on experience in the area that you are assigned in.

2. Learn to communicate with your colleagues and superiors

Communications between friends, colleagues and superiors might be different depending on the situation(s). This is where you learn how to communicate and express your thoughts and ideas.

3. Learn to manage your time

Trust me, if you think you have too much things to do as an intern, you might not be managing your time well. So if you feel this, it is time to learn and improve your time management skills.

4. Learn to manage your stress

There is almost no company/organization in the world that you can work at that will have absolutely no pressure or stress. Sometimes stress can be a good motivator for you to complete your job.

The most important part is you have to manage your stress and learn how do you de-stress and motivate yourself to achieve more.

5. Opportunity to build your network

Take this opportunity to develop your network in the industry. Get to know people. For your information, besides you learning about the company and the mechanics of business, the company is also learning about you.

If you work hard, successfully give good impression during your internship program and get to know a lot of people whether your company’s employees or customers/suppliers, there’s a very high chance for you to secure employment / other opportunities in the future. And this goes a loooong way.

In the Ventures Internship Program that we have at our company, Authentic Venture Sdn Bhd, we learned a lot about each students that join us. Some of them actually take the good opportunity to learn more and have achieved quite good results in the program. However some also struggled and probably need more guidance in understanding the mechanism and benefits that they get from internship program.

At Authentic Venture, we provide a lot of trainings, learning opportunities and networking opportunities with other companies’ management and CEOs. It really boils down to the interns themselves to make full use of the opportunities provided.

Are you interested in our internship program? Feel free to send your resume to careers@ventures.com.my. Thank you!

Tadika Vonad Bandar Baru Bangi

Hi everyone!

Thank you for dropping by. Today while I am waiting my clothes to dry at this diy laundry dryer (due to very damp season – my clothes takes longer to dry at home), I would like to share about Tadika Vonad Bandar Baru Bangi.

We first enroll Adam at Tadika Vonad when he was almost 2 years old. We had issues with maids keep running away (haha) and decided to stop taking maids and sending them to nursery instead.

We have chosen Tadika Vonad Kajang Impiana due to its location, cleanliness and very spacious area for kids (probably the most spacious nursery we have seen). So the kids will happily run and play around.

Picture credit to Google images.

So we ended up sending all our kids Adam, Meena and Azmi to the this nursery. The teachers are good too.

They divide the kids into the groups below:

1. Baby

2. Toddler (babies that can walk) usually 1-3 years old.

3. Playschool – usually 3-4 years old.

4. Kindergarden – 4-6 years old

However when Adam turns 4, we enroll him into kindergarden and unfortunately, the kajng impiana branch does not have kindergarden yet at that point of time, therefore he was transferred to Tadika Vonad Seksyen 7, while Ameena and Azmi stayed at Tadika Vonad Kajang Impiana.

When Adam was 5 and Ameena was 4, the Kajang Impiana branch introduced kindergarden so we decided to let Ameena stayed at Kajang Impiana.

We spent 2 years traveling to both branches and boy does it consume some precious extra time 😅 so when Adam turned 6 and Ameena turned 5 and Azmi 4 (azmi now has to enroll into kindergarden as well), we decided to move Ameena and Azmi to Seksyen 7.

We saved tons of time and they are very happy at Tadika Vonad Seksyen 7! (Well they were happy too in Kajang Impiana previously).

Here are some of their pictures from last year:

Aren’t they cute?

Well from my observation, I think Tadika Vonad has managed to build a good system and provide quality education to the kids at an acceptable price. My kids love their teachers and they have very low turnover of teachers when compared to other places.

My kids learned a lot and improved a lot at Tadika Vonad. Even Azmi who at times will teat my patience due to his excessive activeness, his teachers adored him as he brings joy to the kindergarden and brightens up everyone’s day! (He’s a very friendly kiddo).

I highly recommend Tadika Vonad for those of you searching for a good nursery and kindergarten for your kids =)