Categories
Archives

Archive for the ‘Lesson’ Category

Cheer UP

  1. “Failure = You are not finished yet. Success = Prepare yourself for another adventure.”
  2. The best things in life happen UNEXPECTEDLY.
  3. When everyone believes in you but you don’t, you are cheating others. When you believe in yourself but others don’t, they are cheating themselves.
  4. Key ingredient in Life is “how you see yourself ?
  5. Tough time separates Friends from Acquaintances
  6. Good Friends are like Good Books; always ready to LIFT you up.
  7. If you have learnt from your FAILURE; you have not FAILED.
  8. SUCCESS is never SULKING
  9. Loving is being never LONELY
  10. Goal Setting is creating your 20:20 Vision
  11. Just like Flowers bloom the best in a Garden; YOU perform the best in the company of BEST minds.
  12. Being alone is better than being with someone bad. Egyptian Proverb

Beads in the Necklace

 

  1. In life you can’t  avoid DISAPPOINTMENTS but you can certainly LEARN from them.
  2. If you want to PERFORM first class then treat yourself first class.
  3. You want to fuel your energy; Smile at others; with others and for others.
  4. We all have wings but few know how to use it.
  5. When you embrace the uncertain; life opens up unusual NEW paths.
  6. Change Creates Opportunities
  7. Success is your ability to rise above your discomfort.
  8. We live in a world where perception is reality.  It takes time to build perceptions and takes even longer for perceptions to change.
  9. Dream big and identify the genius in your craziness
  10. Always the beautiful answer who asks a beautiful question

My Quotes

  1. We are all born with limited resources but successful make it unlimited through creation and recreation; just like the painter who creates unlimited shades out of 7 shades of colours in rainbow.
  2. Life after death is a mystery so is the woman.
  3. People in the house of adversity reflect humility whereas people in the house of power have a CHOICE.
  4. There is time to achieve anything in Life; but not everything in Life. Hence chose wisely.
  5. Don’t expect to reap the fruits of OPTIMISM when you sow the seeds of PESSIMISM
  6. Honesty, Integrity and Kindness are like the wine. Guard them closely and they will improve with age.
  7. Dreams are sign posts provided you act on them else they remain YOUR DREAMS
  8. Life begins when you begin to live your DREAMS
  9. My mistekas are my choices and so do my successes.
  10. LIFE is like the MIRROR; you SEE what you THINK.
  11. Success and Happiness in life is the by-product of ENERGY, GRIT and WILL within you.
  12. The difference between the successful and not so successful is not the lack of strength or knowledge but the lack of will.
  13. Be who you are and say what you feel because people VALUE who express their opinion
  14. Everything is possible provided you write down your top three problems and then give 100% of your ENERGY to building your solution.
  15. To live your life; be CURIOUS, express OPINION, LAUGH more; bring out the CHILD in you.
  16. Time spent on making a mistake is better than time spent on doing nothing.
  17. Belief is a powerful force provided you believe in yourself.
  18.  Wear the change AND YOUR SMILE
  19. Invest in YOUR SMILE and world MAY SMILE back at you but invest in OTHERS SMILE and world will SMILE back at you.
  20. Nothing HAPPENS by chance OUTSIDE but is CREATED by how you feel INSIDE.
 
Enjoy Reading

Mistakes – essence of life

 

Who said you can’t make mistake ?  who said you can’t start over again ?

Even an average 7 inch pencil has an half inch eraser; you can buy ink remover to wipe out mistakes; you have spell check to correct the spelling errors; even  the keyboard has a  delete key.

"10" things I learnt about selling

You had the fortitude to join sales profession.  Now what ?

You must develop few habits and skills to automate the sales activities.  When I said automate I am referring to automating your mindset.  And here are “10” skills that will help you sail through the sales journey.

  1. Always be planning: spend 20% of you time planning your day, week and month in advance. Plan for activities and plan for results.
  2. Always be learning: Learn everything you can learn about selling.  Read “6” best sales methodologies books and explore what is useful and effective.  Use it.
  3. Always Stay hungry. If you are hungry you will visit the restaurant.  Think hungry think customers and always have 10 – 15 active prospects in your plate that you can close this month. 
  4. Always be positive. You lose some and you gain some.  And when you lose some it’s your attitude that will lift you up and it’s your attitude that can let you down. Hence maintain a positive attitude.
  5. Always be genuine: Always be genuine in your commitments and recommendations. Selling is a game of trust relationship.
  6. Always be sincere: Always be sincere.  Treat your prospects and customers as you would like to be treated.
  7. Always be adding value: Go a step further when delivering your commitments.  A little extra service, an early delivery, a little extra wrapping, an extra training will go a long way in maximizing your customer returns.
  8. Always be developing: Spend more resources on yourself than on your job.  Invest on self development.
  9. Always be measuring: Brush up your mathematics skills.  It will help when calculating discount and measuring to retain statistics on your calls, closures, commission, pending and sales figures on the finger tips.
  10. Always be closing: Explore how you can close your business faster and earlier.  How can you reduce the sales cycle?

 

 

Key attributes of successful Sales profession


Sales is one of the oldest professions and many other professions are offspring’s of sales.  Hence, it is no wonder that Sales professionals are multifaceted. They study and imbibe the unique skills & practices of other professions such as Medical practitioners, Insurance agents and teachers, to become more effective.

Medical Practitioners: Practice medicine.  Patients visit them and doctors exercise their domain knowledge and ask relevant questions to find the correct remedy.  Similarly Sales professionals should become customer’s business domain expert and hone their skills of asking question to make the sale.

Insurance Agents: They provide consultancy and advise on insurance covers, be it your physical assets or your physical health. An insurance cover is your umbrella for when a disaster strikes.  Sales professionals should also talk insurance with their customer. How an extra cover can insure their assets are unaffected when and if a tsunami, flood or earthquake strikes. How the business can get back on track with little extra care.

Teachers: They are subject matter experts and students attend their classes to learn. Sales professionals can emulate teachers; become subject matter experts and exercise education based selling.  People love to buy from people who know their craft.

Entrepreneur: They invest, create and partner with others to generate profits.  Sales Professionals should also invest in themselves and their customers and partner with them to create profits.

Artist: They create works of art and people pay for their works. Sales Professionals should create value proposition and play in the Blue Ocean rather than bleed in the Red Ocean.

Actor: Actors are performers. Give them a scenario and they become the part, an old fragile person, a youthful personality or a child.  Sales Professionals are performers too, they reflect gentle or firm as the script demand.

Public speaker: Earn their living by speaking to an audience.  Sales professionals benefit by honing their public speaking skills. Consider it to be as if your life depended on delivering an impactful message.

Every profession has its bright spots and when we choose to practice those bright spots, we choose a life with a difference.

 

Pearls of wisdom

Vaman Kamath

Couple of years early I purchased a book titled “80/20 CEO” a leadership essential series on Vaman Kamath then Chairman  of ICICI Bank and current Chairman of Infosys.

The book constituting around 80 pages have always fascinated me, with its simple prose and wisdom encapsulated in short book that could be read from a – z in  2 – 4 hours time period. Last friday once again I picked up the book and went to the last chapter titled “Take Aways”.  And am sharing few pearls of wisdom that are ever green, ever shining examples of brilliant living in the business world.  The statements have deep meaning hence read them and absorb them unravel the meaning.

  1. Develop an eye for observation.  Obsession with observation contributes to several parts of learning process and value creation.
  2. You may be a big organization but act like a garage startup.  Apply its 90-day rule and you will be able to make process more effective.
  3. Leaders learn by leading, and they learn best leading in adversity.
  4. Future belongs to learners not knower’s.
  5. Speed is the seed capital in the international and domestic digital world.
  6. Gut feeling has a strategic significance in decision making.
  7. Whenever there is an orbit change there is friction.

Enjoy and savour the “7” pearls of wisdom.

 

 

Bring quality and value in your relationships

Relationship

“Better to ask Questions than to remain ignorant” ………Said a wise man.  Asking questions is an art that few comprehend when crafting a career. The Secret to success is Asking the right questions at the right time and in the right manner.  And you will discover answers that may have been evaded or overlooked during conversation and discussions.

Question unfolds knowledge and brings clarity between the two people or among the group engaged in discussions. The corporate world categorizes questions into various categories.

–        Open questions

–        Closed questions

–        Probing questions

–        Leading questions

–        Funneled questions

–        Rhetoric questions and

–        More………….

The art of asking questions can be learned and mastered.  And PROOF OF THE WORKING OF THIS CONCEPT can begin by asking YOURSELF questions. Asking yourself great questions and demanding great answers introduces quality and value in your RELATIONSHIPS. One evening while pondering on the subject, I started creating a list of great questions to ask myself.  The list was difficult to create but once I put my focus, the list expanded into two A4 size sheets. The next evening I sat down to edit it to 4 questions?  And here is my list of questions.

1. What should I Start doing that will maximize my potential?

2. What is the best Use of my time Now?

3. What should I Continue doing to maximize my Potential?

4. What should I Stop doing? What has the least impact or reduces my Potential ?

Acronym “SUCS” – Start; Use; Continue and Stop is a powerful tool that can be applied in your Professional, Social, Family and Personal relationships.   I continue asking these questions and discovering great answers.  You too can craft your questions and discover quality and value in your relationships.

 

Lessons from History

Greece has the distinction to produce the best philosophers in the history of mankind whose teachings are revered.  Beginning with Socrates, his pupil Plato followed by Aristotle pupil  of Plato.   Aristotle’s teachings of Logos, Ethos and Pathos are considered a pillar of Persuasion.  Aristotle considered Logos to be the paramount ingredient but emphasized all three to be important for leaders to make an impression. What did Ethos, Pathos and Logos principle of persuasion reflect?

Ethos (Credibility): You persuade by being Fair, Knowledgeable, Trustworthy, Authority and considerate.  We tend to believe people whom we respect and consider authority such as Doctors, Judges and someone worth listening to, in other words making yourself as an authority on the subject as well as someone who is likable and worthy of respect.

Pathos (Emotional): You persuade by appealing to the audience emotions. The persuader creates an environment wherein audience feels the same as the persuader. Language choice affects the audience’s emotional response, and emotional appeal can effectively be used to enhance an argument and persuade your audience.

Logos (Logical): You persuade by being thoughtful, providing good reasoning, facts and evidence.  This is an academic appeal. This was Aristotle’s favorite because he believed that giving reasons is the heart of argumentation, and cannot be emphasized enough.

Hence, learning, practicing and mastering the three principals can increase your effectiveness.  And if Aristotle appeared in the in the 20th century how would he have categorized the 20th century leaders?  Probably his observations would reflect…

Winston Churchill to be a high Pathos followed by Logos and Ethos.

Nelson Mandela to be a high Ethos followed by pathos and Logos.

Mahatma Gandhi to be a high Ethos followed by Pathos and Logos.

King Martin Luther to be a high Pathos followed by Logos and Ethos.

President Kennedy to be a high Pathos followed by Logos and Ethos.

Aristotle’s  three  principals of persuasion are corroborated  by numerous bestselling authors, teachers and so do the 20th century research in the field of persuasion.  And every effort reflects in unison that the road map to successful persuasion is not a mystery but a History made 2600 years ago by Aristotle.

How to Manage your life Energy ?

This Article appeared in  “THE KHALEEJ TIMES” – OPENSPACE on August 3, 2011

I am a good Time Manager and consider myself better at squeezing more activities in an hour than squeezing myself in size 34 trousers.   Yesterday I watched my favorite movie “Braved heart” for the 8th time.  The movie ended at 23:30hrs and it was 00:15hrs before I could hit the bed.  Next morning no sooner I got up, had gulped two strong cups of freshly brewed coffee before 7:00 in the morning.

I quickly gulped my 2 egg omelet sandwich and reached office after an hour of driving.  When driving I spent time listening to a CD’s “Arabic in 30 days.”   In between I switched on to business news on 103.8fm.   I was excited to catch up so much in so little time but my 9:00am internal meeting was a disaster, could not keep up my attention to the questions put forward and neither participated in the discussions.  What a disastrous start of the day ?

Sound familiar ?

A month ago I came across an article in HBR  “MANAGE YOUR ENERGY, NOT YOUR TIME” a profound statement and after browsing through realized the ton of gold in the wisdom scripted.  Organizations are demanding ever higher performance from their employees and employees are trying to comply through putting in longer hours.  Result…….. employees are disengaged, dissatisfied, burned out and getting their health out of fashion.  Longer hours in the office don’t work because time is a limited resource, but on the flip side personal energy is a renewable resource and by adopting simple rituals you can recharge yourself regularly and pour passion and zeal in your work or whatever you exercise.  These rituals are as simple as taking short brakes at a prescribed interval, expressing appreciation, reducing interruptions and noise pollution.  But before we go further let’s put a system to the renewable energy formula to get a better understanding and better still become a recharged person at your beckon.

You can manage and renew your energy by constantly focusing on four dimensions of personal energy.  And they are…..

  1. Physical Energy
  2. Emotional Energy
  3. Mental Energy
  4. Spiritual Energy

Wow looks intimated but not so when you practice and see the results .

Physical Energy:

  1. Improve quality of your sleep by setting an earlier bedtime.
  2. Reduce intake of alcohol and strictly no before bedtime.
  3. Reduce stress by engaging in cardiovascular activity at least 3 times a week and strength training at least once a week.
  4. Eat light meals and snacks every 3 hours.
  5. Take regular but brief breaks away from your desk at 90 or 120 minutes intervals throughout the day.

Emotional Energy:

  1. Practice deep abdominal breathing.
  2. Daily in the morning and evening practice Pranayama to diffuse negative emotions.
  3. Express regular appreciation of others at fixed intervals to start with; either verbally or through email or phone.
  4. Laugh for a minute three times a day.
  5. Stay away from pessimistic people.

Mental Energy:

  1. Practice high concentration task away from distractions such as phones and emails.
  2. Respond to emails and phone calls at predetermined time period during the day.
  3. Every night before going to bed identify the most important errand for the next day and give it the top priory for the day.

Spiritual Energy:

  1. Identify activities that give you the feeling of effectiveness, effortlessness and fulfillment.  Find ways to do more of these.  These are your SWEET SPOT.
  2. Allocate time and energy to what you believe most important.  For example spend deep 20 minutes after returning home with family.  Spend deep 30 minutes on dinner table with your family.

Live your core values.  If you are late for office due to traffic jams.  Get out early and try reaching office 10 minutes early.

Try these simple steps and stay at the plateau of your energy level all day long.  Good luck.

 

This article appeared in “THE KHALEEJ TIMES” – OPENSPACE – on August 3, 2011

free counters