Co-creator As Future Skills & Sub-skills to Become Good At It

Based on LinkedIn research of the future jobs, here’s the top 5 skills needed in 2019.

Here’s from World Economic Forum (WEF) research as reported in WEF Future of Jobs Report 2018 regarding expected reskilling across companies. You can download the full report here.

One of the skills that will useful to teach, demonstrate and acquire by future employees and professionals are co-creation skills. From LinkedIn above you could see it being the third important skills. So, what is co-creation skills? What is a co-creator? What are sub-skills needed to be good at it?

Co-creation in today’s business context is about working by collaborating with others. We define co-creation as the collaborative development of new value (concepts, solutions, products and services) together with experts and/or stakeholders (such as customers, suppliers etc.). Co-creation is a form of collaborative innovation: ideas are shared and improved together, rather than kept to oneself.

We use to think co-creation and collaboration is only being done internally with our office collagues and co-workers. However, co-creation now is being done including with the customers. Companies should understand their customers’ desired experience and use that knowledge to work backwards to define company processes and culture including use of technology to improve customers’ experience.

“Co-creation is joint creation of value by the company and the customer; allowing the customer to co-construct the service experience to suit their context.”

Prahalad and Rawaswamy 2004, “Co‐creating unique value with customers”

“Co-creation is a purposeful action of partnering with strategic customers, partners or employees to ideate, problem solve, improve performance, or create a new product, service or business.”

Christine Crandell

Here are some examples of customers co-creation products and services:

  1. Self check out service – it used to be checking out from hotel you stay will take long time. Some hotels found that experience is dreading the guests and impacting their future stay in the hotel. After listening and empathizing with the guests, they offered self check out service. You could see this happening at our the bank with ATMs – you no longer have to go the counter.
  2. Counselling sessions for long term patients – healthcare is a tricky business. The patient is on constant pain especially after surgery and no likes to be in pain for a long period. For long stay patient the hospitals found out the patients become bored, hence they need someone to talk to or they become emotionally disturbed. Some hospitals offered counselling sessions based on this insights.

The question is, how could co-creation skills become an individual skills development? Looking at lightning speed of change happening around us today, there’s a dire need for the future employees and executives including entrepreneurs to acquire co-creation skills in order to ensure new value can be created out of the deep interaction with multi-stakeholders.

Here are some of the sub-skills that are useful and helpful for you to become competent and skillful at being a co-creator in your next project:

  1. Project Manager – project managers understand “start-end” will bring value. They are also good at breaking down the tasks and building the right team to achieve goals.
  2. Understand creative process – the person can lea brainstorming and ideation sessions to milk creative juice from team members and challenge them to achieve greater height.
  3. Politically sensitive – decision making involves power play with the stakeholders. Knowing how to unite all these differences among them will unleash untapped value to the project. It is useless to think “Me, myself and I”. The world is a big playing field.
  4. Know about concept development – a good concept usually easy to communicate, clear and succintly understood by general public. If you can’t explain it in simple language, chances are the concept is still vague.
  5. Understand the need of research – it is impossible to know everything by heart. One must do research and able to compile enough context to build business case on the concept or project.
  6. Networker – it is know what you know, it is who you know and whether the people of you target group knows you or not. Sometimes you have to be in the public for a while to get acquainted. Be enthusiastic with networking or get someone to do it for you .
  7. Does not give up easily – it could be tiring and exhaustive coordination sometimes, hence you are someone that are able to envision something greater than what it seems. Always get in touch with your team and find out ways to inspire them as well.
  8. Tech savvy – knowing simple productivity tech tools will save a lot of time and make you more efficient. Use of mobile tools, video editors and blogging/social media could help you become better co-creator.

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Knowledge Worker – The Essential Skills

Today’s world is not short of knowledge. In fact this profession called knowledge worker coined by Martin Feregrino in 1959 is in its strongest momentum now. The explosion of knowledge since the dawn of 21st century proves Peter Drucker’s prophecy that managing knowledge worker is the biggest management challenge. “Success in the knowledge economy comes to those who know themselves—their strengths, their values, and how they best perform.” – by Peter Drucker who popularized knowledge worker in his scholarly article; Managing Oneself. Knowledge economy is big business. It cuts across almost all small and big businesses across all industries old and new. Entrepreneurial business for example is created out of knowledge economy. Most emerging economies are driven by entrepreneurship. It liberates the country and it democratizes the economy. You can see this in African continent and Latin America emerging economies. I love entrepreneurship!  Anyone who has knowledge wins in the marketplace.  But who is knowledge worker? What they do? How to be one?

Truest perception on Knowledge Worker

“Knowledge workers in today’s workforce are individuals who are valued for their ability to act and communicate with knowledge within a specific subject area. They will often advance the overall understanding of that subject through focused analysis, design and/or development. They use research skills to define problems and to identify alternatives. Fueled by their expertise and insight, they work to solve those problems, in an effort to influence company decisions, priorities and strategies.”

“Knowledge workers may be found across a variety of information technology roles, but also among professionals like teachers, librarians, lawyers, architects, physicians, nurses, engineers and scientists. As businesses increase their dependence on information technology, the number of fields in which knowledge workers must operate has expanded dramatically.”


In my opinion, a modern knowledge worker has to have at least basic degree and few years of work experiences to back up that knowledge. But look, in Malaysia there are more than 250, 000 graduates churned out from the universities and colleges every year. After 5-10 years, these graduates should already have some level of knowledge to be considered knowledge worker. By that time also the country has already produced nearly 2 million graduates!! They are the prime movers of the economy. The big bulk of them are Generation X and Y. Yes, by definition they can even print their degree honors on their business card but that;s not enough if they just follow orders eg. “do as I told you so” mindset. We don’t want that. We want prolific knowledge worker. Someone who is different in attitude, distinctive in character, constructive in thinking and most importantly skilful communicator.

Most knowledge worker is highly qualified by education standards but most of them also unable to express themselves in professional setting. They are not a skilful communicator at work place. They sometimes pleased people to stay keep their jobs. It robs their opportunities to shine by speaking up their mind. Some of them  are not problem solver and they find it difficult to relate themselves to people. Even though many studies proved that Generation X and Y are more expressive compared to previous generations, majority did the opposite at work place. Some are vocal but unable to collaborate with others. Too clever by half. They think they know all and they become PITA as expressed by their previous generations supervisors or bosses. 😉 Some commented the structural design of the organization as main cause. Of course organization has its own dynamic. Although a valid reason and justified but what can knowledge worker do by themselves to overturn the situation? What skills they need to acquire so they relate better with people and be prolific knowledge worker? What skills they need to learn so they can capitalize on their knowledge and serve the customers better? How to become the bridge for people, ideas and plans? How to become great problem solver? How to be a great specialist? How to capitalize knowledge? We need combination of various skills and we have a match up; Consulting Skills. (Check out this video to know what Consulting is NOT.)

Consulting skills made of three skills:

Technical skill — know-how and how-to knowledge in areas of expertise

Interpersonal skill — ability to connect with people

Consultative skill — ability to give advice, solve problem and manage situation

The technical skill is easily acquirable from formal education and later deepened by work experiences. However the other two skills don’t come quite naturally and depending on type of jobs you attached yourself to. For example an engineer is very unlikely to get expose to interpersonal and consulting skills in the first 5-7 years of working. Some may even take longer. However as they move up they need those 2 skills direly. Unlike a sales person they may acquire the interpersonal and consulting skills in the early years and slowly gained their technical competencies much later in work life. That’s where sometimes sales engineers, project engineers, scientists, researchers and other experts fall in the trap and become unskilful communicator. A skilful communicator usually gets ahead faster. Especially in today’s world where we meet people more than sitting doing desk work.

While it is perfectly ok not to acquire consulting skills in your right now (you can contest that), it can be stressful when you are unable make yourself heard. In other words, soon all your knowledge may become self fulfilling prophecy because you just don’t have the skill to express it. Now, does that sound disastrous? In today’s world knowledge is abundant (read Google!). However the ability to manage and communicate that knowledge skilfully is what would make hell of difference. In fact, many small consulting companies are built on their abilities to reach vast yet niche information and present in the way understandable by their clients.

In consulting skills, there are 5 main things you need to know and do. There are:

  1. Know and play your roles
  2. Listen well
  3. Solve problem
  4. Relate to people
  5. Present succinctly


Know and Play Your Roles

Generally there are 6 main roles of a consultant:

  1. Strategist — able to think strategically and provide direction
  2. Facilitator — able to coordinate things together and nudge towards goals
  3. Coach — able to impart knowledge and improve performance
  4. Influencer — able to effect decision, character, ideas and behaviour of someone or something
  5. Problem Solver — able to connect ideas, innovate and entrepreneurship to solve issues
  6. Administrator — able to organize people, ideas and plans well

The one liner above is self explanatory and key idea about what the roles are. As much as I want to add more into the description, I suggest you read from other sources for more detailed explanation or just Google up. The above is adapted from Peter Block’s Flawless Consulting.

Listen Well

Listening is hard, hearing is easy. Attentive or active listening is a lot harder. It takes practice. The purpose of listening is to be able to understand deeper meaning inside what was being said. Listening is not just taking and following orders but rather understanding the full context of the information. The tricks of good listening are to shut your third voice and ask questions.

Third voice is a voice in your head when you hear someone talking. You know the voice that is judgmental, critical and perceptual but hidden inside your brain. All of us have them. Some people just have it louder and because of that other conversation becomes secondary – they stop listening. To shut it off is to consciously tell yourself to focus. You must genuinely want to hear that conversation between you and your customer or partner. Alternatively you may practice concentration technique during your meditation.

For example when your client is telling you his problem, you should focus on the client and issues at hand. Instead many start to throw their judgment and react to those problem statements instantly without clarifying the matters carefully. They thought they are being objective and responsive. But you see, we deal with people and people have emotions. Usually to not sound complaining, people like to lace their true feelings so it looks like a problem of something else (usually related) but actually about something else – but buried deeply inside their heart. So you got to listen.

Then, after you listen for some time you have to ask questions to clarify. Use 5W1H (What, Where, Why, When, Who and How) questions method and you will soon realize you get to the heart of the matter. From here you will roughly have clearer picture about the situation and can respond better.

Solve Problem

Once you have understood the problem, you can now attempt to solve it. Some people called it solutioning stage. You see, at this stage it is possible to know what exactly happening and you may also have shaped own opinion about the issue. Right? You also should already have some ideas on the limitations and expectations of each of the stakeholders. It’s up to you how you want to package the solution and recommend to your client or partner. In this article I will outline the thinking behind solutioning so it can help you a little bit.

  1. What is your view of the overall project?
  2. What do you want from the client?
  3. What are you offering the client?
  4. What do you think the client might want?
  5. Are the key clients will be in the room?
  6. What problems do you anticipate?
  7. What’s Plan B or C?

There was a client who asked how to provide solution when the process itself took 7 steps? I prefer to dissect the mini steps so you don’t missed out anyone of them. Once you are familiar with these steps, with practice you are likely to be able to solve problems in less than 7 minutes! 🙂

Relate to People

This is hard to do, because you need to have contact with people. You need to build relationship by building trust. People don’t give out trust easily even among siblings. There was a line in Godfather movie goes like this, “Your father did business with him but your father never trusts him.” Firstly to build trust, you first got to give it to someone you wanted to build trust on. Then you are authentic. You have to be genuinely interested in people and try to be less judgmental. Yes, people have motives but still you will find someday that they are people that you can relate to if you care enough about them. You don’t have to friend everyone!

Therefore for you to practice consulting skills effectively, you have to throw away that false judgment on people and start connecting. Otherwise you will constantly have preconceived ideas about everybody including your customers. That’s bad for business. Worse, you start second guess every move you make.

Another way to relate to people is by sharing the same thing. In sociology it’s called shared symbols. People with more shared symbols get together easily and for long time. Recall your secondary school alumni, how many of you still feel connected to old boys association? How many of you feel disconnected with your workplace? Build shared symbols with your customers and people around you. You also create them for example by sharing hobbies and sports. That’s why golfing works to build trust because you are together under hot sun to enjoy the game. (That’s what golfers told me!)

Present Succinctly

When you have developed enough all the above, this final skill will come quite naturally. You know, in sales customers buy because of the sales person and buy more because of that sales person too. Products and services these days are hard to differentiate. Therefore your ability to present well matters greatly. When you present you need to focus on the message. I am sure you have seen some good advertisements where the message is simple and single. You got to do the same. Make sure all your key points are directed back to the message you want to project. If you want the message to be about “getting approval”, make sure your points are all related to that.

Presentation in technical, you have to give more attention to U-A-S. You (U), what type of presenter you are. Some people a little quieter presenter than the rest. Just be yourself. When you are your own self your confidence shot up. If you think you are an introvert, you need to act out during your presentation. On the other hand, if you think you are an extrovert, you need to tone down a bit.

Then you need to look at the Audience (A). You have to know who is coming or what your audience type is. While they may be several types in a big hall, they come there for only one reason and very much related to the title of your presentation. One thing to remember, you can’t please every audience but you must always please the majority of your audience. Don’t waste their time if you don’t have anything they want to hear. Always ask yourself the key take aways you want to remember after your presentation.

Finally you also should pay attention to Situation (S). This concerns the place you are going to hold your presentation, the mood and settings. If you have to come early for set up, please do so. Don’t rush your presentation day and don’t come too early because it makes you tired. No one likes to wait too long. It drains your energy. A simple advise, prepare your own tools. 🙂

So when put all these skills together there is one additional thing you need to remember. You need to ask yourself whether all your answers and plan for the above align with your business goals (that you have set earlier). You must be able to manage all these skills to carry you through. You begin with the end in mind. Got it? But how to know whether your goals are solid? Here are some tips:

  1. Is it consistent with your strategy or higher goals?– you need to check whether your business or project goals supporting your priority.
  2. Is the goal self reinforcing? — you need to have business goals that you can work on within your own resources and resources that have been allocated to you.
  3. Is the goal robust enough? — you need to ensure the goals are big enough for you to make significant change for the project or business.

By practicing these skills you are already practicing consulting skills. Of course more practice will make your skills sharper and leaner. When you first begin expect to get yourself reeling on the entire thing. But keep pushing yourself and don’t stop until you sane. Don’t give up because you have given up a lot over the years, so why not making a commitment to this from now onwards? You will soon realize even as an engineer, researcher, scientist, lecturer, manager, director or any other job you will be able to pull it through by being more consultative. You will feel more accepted in the market, your sales will go up, your customers are happier, your colleagues see you as a great executor, you get more things done and you will be a lot happier. You have just capitalized your knowledge and expertise! 🙂

p/s: Knowledge worker rocks! we move the economy and we will be the very people that drive innovation. 😉

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Entrepreneurship – and What Else?

Someone asked me long ago about my unsuccessful business venture. I started a restaurant in 2008 and within a year I closed it down. Many of my friends surprised by that decision and I was personally felt the same. I was affected by the economic crisis and decided to stop the bleed. It was bad location decision and few other things. Bugger!

Lesson learned and I shouldn’t repeat again. Some friends comforted, “At least you got that spirit of entrepreneurship! Which all of us don’t.” I also learned that spirit of entrepreneurship was just a good head start, but never enough. Recently I faced with the same question – Entrepreneurship and what else? But this time was on Bumiputera Small Medium Enterprises (SMEs). The issue is larger than I first thought and I begin my conquest to unearth the mystical reason why Bumi SME not as successful as non-Bumi (more specific the Malaysian Chinese).

From Global Entrepreneurship Monitoring (GEM) Report 2009, Malaysia is categorised as Efficiency-Driven economy i.e. in between Factor-Driven (1st stage) and Innovation-Driven (3rd stage). The finding also discussed about entrepreneurial Attitudes and Perceptions among the participating countries. Malaysia surprisingly rated 5% Entrepreneurial Intentions; which is equivalent to Germany (5%), higher than Hong Kong (3%) and slightly lower than United States (7%). In other words, even in some advance economy the entrepreneurial attention is not necessarily high. This confirmed my hypothesis that entrepreneurship is not the problem but something else.

On Perceived Capabilities, Malaysia was rated 34% which is almost the same as South Africa (35%), higher than France (27%), Japan (14%) but lower by half compared to Saudi Arabia (68%). It is understandable and also evidenced in GEM Report 2009 that entrepreneurs were reduced by several percentage caused by the 2008 financial crisis. Many aspiring entrepreneurs think the opportunities look bleak and full of uncertainties. I can attest to that!

From GEM Report 2009 also I draw the conclusion that Malaysian entrepreneurs do not suffer from any serious disease because a few other economies that perceived to be entrepreneurial also had similar attributes. Therefore in terms of spirit of entrepreneurship we are more or less at par. Then what is the problem? Entrepreneurship and what else?

Definition of Efficiency-driven entrepreneurship is:

“As the industrial sector develops further,

institutions start to emerge to support further

industrialization and the build up of scale in the

pursuit of higher productivity through economies of

scale. Typically, national economic policies in scale intensive

economies shape their emerging economic

and financial institutions to favor large national

businesses. As increasing economic productivity

contributes to financial capital formation, niches

may open in industrial supply chains that service

these national incumbents. This, combined with

the opening up of independent supplies of financial

capital from the emerging banking sector, would

spur opportunities for the development of small scale

and medium-sized manufacturing sectors.

Thus, in a scale-intensive economy, one would

expect necessity-driven industrial activity to

gradually fall and give way to an emerging small scale

manufacturing sector.”

Basically Malaysia is on right track promoting entrepreneurship lead by the government (a vital component for a healthy ecosystem). But the majority entrepreneurs in the statistic may not be the Malays. I don’t see many of them committed to their enterprise. I don’t see them playing the global business as entrepreneur. I don’t think there are many of them in the emerging and highly profitable businesses such as IT, manufacturing, retailing or oil and gas. There is a handful of course. Recently, a senior executive pondered and asked why there are so many casualties with Malay entrepreneurs. He added, “Their products are as good but didn’t take off well.” Some spend hundreds of thousands (some millions!) in branding or rebranding, marketing and nice office to please the customer but fell short. Worse many were accused over reliant to government contracts, personal contacts and handouts that flanked them. On the contrary?

At first I believe all these accusations true to all Malay entrepreneurs. But then I see some of them made it well. How could that be possible? They run small businesses with financial prudence, very good products and most important profitable. Some grew to become large enterprise, some remained where they are for number of years and some became fair-size. I joined some of them to know further. I work for a few years and quickly know the answer why some Malay entrepreneurs successful and some not. I also have worked with non-Malays therefore understand how they ran their enterprises. Moreover, I also conducted some interviews with leaders of multi-millions and several billion dollar business owners, they concluded my hypotheses. These people are successful entrepreneurs and possess solid entrepreneurship spirit. They also have additional skill which I will tell you soon.

The problems are convoluted one. I realized it was structural and cultural problems of the Malays. Many Malay entrepreneurs are unable to sell professionally. Yes, the selling skills. That’s all. They did fairly well in other areas except selling skills. They had lots marketing ideas (although may not be the truest marketing form but still acceptable), they make great products (some technical people I met have superb skills through solid education), they are well networked but fail to sell – professionally. They soon wind down and suffered great losses.

There are two obvious reasons to this. Firstly, culturally the Malays are somehow not adept to selling skills. And structurally, none of us learn how to sell in school. After many years in sales profession, I think selling is a technical skill. You can learn and practice to get it just like any other skills. Let me tell you how it works.  My work in training and consulting in the area of human resource development allows me to see this first hand.

Since the financial crisis – Great Recession of 2008, many companies concerned over dwindling business. Sales are heart of a business. They say the customers were cutting back. Business is hard to come by. Therefore they have a grand plan; instead of carefully train them, the management decided to convert as many current workforces into sales force. This trend started back 10 years ago after 1997/98 economic crisis. At that time sales people were recruited by boat loads. Many of them didn’t have any experience because there wasn’t any need. The growth period means business comes to you. Competition is not around, foreign business is limited and efficiency as a strategy is not as ubiquitous. Sales people job at that time was to secure jobs by whatever means and there was limited training provided or around. The good news was they pulled it through. After so many years when the economy stabilized the sales people became order takers. Many of them reap the seeds they sowed during the bad times for continuous business for several years more until – another crisis hit. Now they have forgotten how to sell professionally because they never had the skills to begin with. They used to have big entertainment allocation, golf courses deal maker and karaoke rooms deal singers. To make matter worse, all of the sudden they see business landscape changed, competition from everywhere and innovation at breakneck speed. They couldn’t catch up. In 1997/98 crisis many of them, as senior staff, cashed in by taking separation scheme (VSS) especially in banking sector. They opened up own business and little did they know the “borrowed” branding and profile of their company that made those past sales happen. So when they are on their own, they lose the leverage. “What brought them here, can’t take them there.” The same is happening now. Can you sell?

Like I said, selling is a technical skill. Whereby you can learn the skills and sales usually happen quite naturally. However, selling skill is made of several other skills and to sell professionally is another ball game altogether. There are presentation skill, organization skill, business writing skill, speaking skill and closing skill. These are basics. I will not touch all of them here. But I will touch some of them by explaining what you can do to become better salesman.  “Sales happen by design, not by chance.”

  1. 1.       Prospecting (Looking for customers)

If any of my sales people say that they cannot get a sale because there is no customer, I will tell them to try harder, because they’ll get luckier! Today’s world presents us with so many types of customers. You can get customers from directories, personal contacts, professional network, magazines, internet, and associations report and so on. Find and call ‘em. What I observe here is many entrepreneurs are not hard working enough to look to other than personal contacts. How many contacts do you have on your cell phone? Although personal contacts (own networks) prove to be easy to penetrate (check out insurance and multi-level selling approach), but this network also prove to have the highest expectation and damage control will cost the highest if you screwed up.

Entrepreneurs have to be very careful because generally when you are new, you tend to screwed up in the first few attempts. But the degree of screw-up”ness” varies. Another issue is because they are your own network and maybe to be nice to you they might not tell you the truth. They simply don’t want to hurt your feeling. Therefore when you are looking for customers I would normally recommend someone outside, someone represent your ideal customer profile and someone that can tell it off your face. Look from other channels.

When you have a list of them, say 1, 000 of them (yes 1, 000 customers!), you need to qualify them. I use qualifying method as simple as ABC. ‘A’ is for top must see customers, ‘B’ is your must see but smaller in size and ‘C’ is good to know them for future sales. You also must note that each customer in each category can move up or down depending on their buying readiness. Just don’t get stuck up with the approach, because it’s just ABC!

2.       The Presentation (Showcasing yourself and your business)

This is where so many entrepreneurs fail miserably. The main reason is unpreparedness. A lot of entrepreneurs and sales people think they can “fry” or “BS” the customers. Like the saying goes, “You can fool one person at a time but you can’t fool everyone all the time.”They underestimate the customers right at the beginning. This disrespectful behaviour kills the sale even before it starts. It erodes your mind and soul. What many don’t realize is the customer is always prepared before the pitch. The customer search the internet, ask from the buyers or friends, crowd source from social media or read from the newspaper. Shooting your own foot?

During the presentation the entrepreneurs must make sure to well dress, smell and feel good, bring sales kit, prepare presentation slides, know who is coming to the meeting, have sales goals and able to handle questions. And these are just the basics. If you cannot fulfil any of mentioned, you should get someone who can to go with you. Bring your technical team, project member or bosses to help you out. Customer likes the feeling that you pay attention to his needs by being prepared.

From my experience, the Malays tend to be very shy. Either lack of confidence or too full of themselves. Why I say this because I have some of them who are too “full” (read fool!) and some plain “underdog” (also read fool!). The latter group is worse because they feel selling is a demeaning job and only for failures. Only those who manage to see the ultimate goal of selling is to provide something useful and benefits to the customers espoused selling.

3.       FU! (Follow up your customers)

There was a study and I have forgotten what it was but it says that, “Majority of customers want to be asked to buy because they want to feel you (sales person) really want their business”. This is so true. If you don’t ask you don’t get. The customers will only queue up (like iPad 2 launched recently) if your product pull-effect is great, else push-effect still needed. The Malays tend not to be so hard or pushy. You will be surprised to know that a lot of customers don’t buy because they were not asked to! They just walk pass and grabbed by someone else. How many of you had experience with customers who said they always bought from the wrong guy? Later they stereotyped the nice guy like you?

By being able to sell professionally we will be able to grow our SME sector. Trust me. Our problem is the supply of salesmen. Professional salesmen. The Malaysian Chinese has enormous supply and as you can see their SME growing fast and expanding globally. Besides because there are too many of them, the cost of hiring them is cheaper. The commission tend to be bigger. Unlike the Malays because the supply is small, the talent market rate not as competitive. Besides, its difficult to get a good one.

I urge all the Malay entrepreneurs to take up professional selling skills somewhere or learn from someone who knew. I know a place where you can get it cheaper – bookstore. But you got to read of course. Otherwise, just call me! 🙂

You see, it is very important to understand that selling is an important life skill. Everything around the world now needs selling. With better selling skills you will different and your sales will certainly climb. A recent research also shown that many CEOs now came from sales-related background. Try my seemingly simple solutions up there. Now, if you look at the Malaysian Chinese, they have selling in their blood from the mainland and it’s in history too (go read). It’s culturally embedded in them. I can understand why living in China is stressful because can you imagine competing with lots of them? It’s ferocious. I have seen some during my primary school whereby they almost strangle each other to top the class in Math and English. Professional selling is learnable skills and you should fight for it. When asked whether I should set up another venture and call myself an entrepreneur again, “I might!!” – because damn sure I can sell!!