Wednesday, November 22, 2017
THE RISING ENTITY: 3 Tough Things For An Entrepreneur
THE RISING ENTITY: 3 Tough Things For An Entrepreneur: As a cofounder and business development manager of technology based start up which builds one of most unique and radical B2B product in Ind...
Monday, March 23, 2015
How 20% of the Sales & Business Executives brings 90% of the Business
Seven most powerful questions which the most successful sales person and business development veterans have unlocked:
#What goes on a successful sales person mind?
We are what we think. Your thoughts become reality. If there is one thing which constantly goes on a charismatic sales person mind is the goals that he wants to achieve in his life. The physiological, emotional, psychological and financial goals that he set for him self. The more and more he thinks the clearer it becomes. The goal makes its own path and attracts the entity eventually.
#What does it take to become a flamboyant sales person?
Enthusiasm and curiosity is by far the single most factor in successful selling. In addition to that, be an effective listener. Great listeners are rare. The biggest worry that you can hear from a customer is that the sales man talks to much.
#How to build the trust?
Stay informed. Know your business and keep knowing your business. Be the subject matter expert and an authority in your domain.
#How to crack the biggest deals?
Secret is in identifying what your customers want and then help them to find out the best way to get it. Ask them how you can get them what they want. Stick with how you will help them to get what they want. Ask questions that no one has asked before. When you show a man what he wants, he will move heaven and hell to get it.
#How to identify your real prospects?
Identifying your real prospects is like finding a needle in the haystack. With such a limited time and the entire world being your prospect, it becomes all the more important to refine the real customer.
The three important anchors to identify your prospect is to qualify, qualify and qualify. The power of "WHY" enables you qualify your customer and to identify the real reason why they want what they want. Find the key issue, the most vulnerable point and then stick to it.
#How to handle the objections?
Always remember 62% of the time the original objection is not the real reason at all. A man generally has two reasons for doing a thing- one that sounds good and, a real one. Constantly focus on the persuasion while handling the objections. Having understood the most vulnerable point, take a constant closure by asking "why they want," "in addition to that," "how they want."
The uncomfortable discussions are about the pricing. Remember, when they talk about the pricing you talk about how they love "what they want". Appeal your questions and value propositions from a view point of your prospects and never with the view point about what you are pitching.
#What goes on a successful sales person mind?
We are what we think. Your thoughts become reality. If there is one thing which constantly goes on a charismatic sales person mind is the goals that he wants to achieve in his life. The physiological, emotional, psychological and financial goals that he set for him self. The more and more he thinks the clearer it becomes. The goal makes its own path and attracts the entity eventually.
#What does it take to become a flamboyant sales person?
Enthusiasm and curiosity is by far the single most factor in successful selling. In addition to that, be an effective listener. Great listeners are rare. The biggest worry that you can hear from a customer is that the sales man talks to much.
#How to build the trust?
Stay informed. Know your business and keep knowing your business. Be the subject matter expert and an authority in your domain.
#How to crack the biggest deals?
Secret is in identifying what your customers want and then help them to find out the best way to get it. Ask them how you can get them what they want. Stick with how you will help them to get what they want. Ask questions that no one has asked before. When you show a man what he wants, he will move heaven and hell to get it.
#How to identify your real prospects?
Identifying your real prospects is like finding a needle in the haystack. With such a limited time and the entire world being your prospect, it becomes all the more important to refine the real customer.
The three important anchors to identify your prospect is to qualify, qualify and qualify. The power of "WHY" enables you qualify your customer and to identify the real reason why they want what they want. Find the key issue, the most vulnerable point and then stick to it.
#How to handle the objections?
Always remember 62% of the time the original objection is not the real reason at all. A man generally has two reasons for doing a thing- one that sounds good and, a real one. Constantly focus on the persuasion while handling the objections. Having understood the most vulnerable point, take a constant closure by asking "why they want," "in addition to that," "how they want."
The uncomfortable discussions are about the pricing. Remember, when they talk about the pricing you talk about how they love "what they want". Appeal your questions and value propositions from a view point of your prospects and never with the view point about what you are pitching.
Sunday, March 1, 2015
5 Personal Productivity Sauce Of The Century
The personal secret sauce that has been celebrated amongst the top notch 0.01% of highly successful people of the world
1. So much knowledge outside can't find time? Find the relevant podcast available in your field or a self help author podcast and download in your mobile phone. Traffic, traveling, waiting time will become a boon for you.
2. Sales is all about building relationships. Always give a neat time for doing homework about your prospect's industry highlights, political and sports buzz and their cultural values. Start making friends in your business.
3. Want to write a diary, blog or articles but can't find time? Start Tweeting. An effective way to build the timeline of thoughts which can later be converted into an article or blog.
4. On a daily basis, spend time with yourself in front of mirror to tell yourself how much you love yourself and why you do! Carnegie says that it is the fundamental of building quality relationship.
Case in point, I love myself because I am such a committed person that my colleagues, boss and family trust me for anything.
5. Always contribute. 2nd law of universe says that anything which does not contribute or stay rudimentary for longer time go kaput. Eg., appendix in our body, which is always non functional and thrown out of the body with famous appendix ops.
Always be contributing in your relationship with your wife, old friends, family, relatives, business partners, girl friend, parents.
Want to share any productivity hack thought? You know where to comment.
Sunday, February 15, 2015
3 Tough Things For An Entrepreneur
As a cofounder and business development manager of technology based start up which builds one of most unique and radical B2B product in India, here is a quick peek of toughest corners:
Toughest Job: Finding and sustaining the valuable techie who has a good intelligent quotient and a great start up spirit.
Toughest Customer: The one who gives you time to understand the product, months to evaluate the offering, pay for pilot to believe the value, take an year to finalize decision, gives commitment to buy. Later, in the end, hesitatingly says that they are not ready to adopt the solution. Reason? Something that they knew from day one.
Toughest Employee: When market is validated, you have more than 3 paid pilot MOU and multiple demo requests but no ready to ship product. You need to hire more techies to double down the speed. You hired one because he is an intelligent champ and you need him to meet your promises given to potential client ( in India customer and guests are considered as god). Now, unfortunately, he has zero start up orientation and no sense of ownership. Why he joined? Time and circumstances brought him in a start up. Not by choice but destiny. Every day he feel sorry that he is not in big MNCs like his every other friends.
Sunday, February 8, 2015
Miracle Mantra To Govern Things
There is only two ways with which we see the world. One, seeing things the way they are. Second, the way we think it should be.
When one see oneself in mirror, they are willing to see them self as a person who is one of the most trusted amongst their friends, loved amongst their family and respected amongst their colleagues. If this is the case in point, how can one achieve this? Let me take an example and attempt to explain. If there is a foreign mark on your face that you see in the same mirror, how would you get rid of it? No matter how hard you try to remove the mark from the mirror image or change the mirror set itself, it would be just worthless. You can be really positive, dedicated, patient and consistent while doing this, but if you are doing at the wrong place, it's just worth less.
Last 30 years of research and studies backs the fact that the day when one start working on oneself, they would start experiencing things the way they expect from the external world. We all need to work on ourselves to change the outlook. It is always inside out and never outside in.
Friends, if this resonates with you or you have something candid to say about it, your comments are most welcomed below.
When one see oneself in mirror, they are willing to see them self as a person who is one of the most trusted amongst their friends, loved amongst their family and respected amongst their colleagues. If this is the case in point, how can one achieve this? Let me take an example and attempt to explain. If there is a foreign mark on your face that you see in the same mirror, how would you get rid of it? No matter how hard you try to remove the mark from the mirror image or change the mirror set itself, it would be just worthless. You can be really positive, dedicated, patient and consistent while doing this, but if you are doing at the wrong place, it's just worth less.
Last 30 years of research and studies backs the fact that the day when one start working on oneself, they would start experiencing things the way they expect from the external world. We all need to work on ourselves to change the outlook. It is always inside out and never outside in.
Friends, if this resonates with you or you have something candid to say about it, your comments are most welcomed below.
Thursday, July 5, 2012
You will be wiped out without these plenteous and rich people.
Suppose that every day, ten men go out for beer and the bill for all ten comes to $100.
If they paid their bill the way we pay our taxes, it would go something like this:
The first four men (the poorest) would pay nothing.
The fifth would pay $1.
The sixth would pay $3.
The seventh would pay $7..
The eighth would pay $12.
The ninth would pay $18.
The tenth man (the richest) would pay $59.
So, that's what they decided to do..
The ten men drank in the bar every day and seemed quite happy with the arrangement, until one day, the owner offered "Since you are all such good customers, I'm will reduce the charge of your daily beer by $20". Drinks for the ten men would now cost just $80.
The group still wanted to pay their bill the way we pay our taxes. So the first four men were unaffected. They would still drink for free. But what about the other six men? How could they divide the $20 windfall so that everyone would get his fair share?
They realized that $20 divided by 6 is $3.33. But if they subtracted that from everybody's share, then the fifth man and the sixth man would each end up being paid to drink his beer.
So, the bar owner suggested that it would be fair to reduce each man's bill by a higher percentage the poorer he was, to follow the principle of the tax system they had been using, and he proceeded to work out the amounts he suggested that each should now pay.
And so the fifth man, like the first four, now paid nothing (100% saving).
The sixth now paid $2 instead of $3 (33% saving).
The seventh now paid $5 instead of $7 (28% saving).
The eighth now paid $9 instead of $12 (25% saving).
The ninth now paid $14 instead of $18 (22% saving).
The tenth now paid $49 instead of $59 (16% saving).
Each of the six was better off than before. And the first four continued to drink for free. But, once outside the bar, the men began to compare their savings.
"I only got a dollar out of the $20," declared the sixth man. He pointed to the tenth man,"but he got $10!"
"Yeah, that's right," exclaimed the fifth man. "I only saved a dollar too. It's unfair that he got ten times more benefit than me!"
"That's true!" shouted the seventh man. "Why should he get $10 back, when I got only $2? The wealthy get all the break
"Wait a minute," yelled the first four men in unison, "we didn't get anything at all. This new tax system exploits the poor!"
The nine men surrounded the tenth and beat him up.
The next night the tenth man didn't show up for drinks, so the nine sat down and had their beers without him. But when it came time to pay the bill, they discovered something important. They didn't have enough money between all of them for even half of the bill!
And that is how our tax system works. The people who already pay the highest taxes will naturally get the most benefit from a tax reduction. Tax them too much, attack them for being wealthy, and they just may not show up anymore. In fact, they might start drinking overseas, where the atmosphere is friendlier
If they paid their bill the way we pay our taxes, it would go something like this:
The first four men (the poorest) would pay nothing.
The fifth would pay $1.
The sixth would pay $3.
The seventh would pay $7..
The eighth would pay $12.
The ninth would pay $18.
The tenth man (the richest) would pay $59.
So, that's what they decided to do..
The ten men drank in the bar every day and seemed quite happy with the arrangement, until one day, the owner offered "Since you are all such good customers, I'm will reduce the charge of your daily beer by $20". Drinks for the ten men would now cost just $80.
The group still wanted to pay their bill the way we pay our taxes. So the first four men were unaffected. They would still drink for free. But what about the other six men? How could they divide the $20 windfall so that everyone would get his fair share?
They realized that $20 divided by 6 is $3.33. But if they subtracted that from everybody's share, then the fifth man and the sixth man would each end up being paid to drink his beer.
So, the bar owner suggested that it would be fair to reduce each man's bill by a higher percentage the poorer he was, to follow the principle of the tax system they had been using, and he proceeded to work out the amounts he suggested that each should now pay.
And so the fifth man, like the first four, now paid nothing (100% saving).
The sixth now paid $2 instead of $3 (33% saving).
The seventh now paid $5 instead of $7 (28% saving).
The eighth now paid $9 instead of $12 (25% saving).
The ninth now paid $14 instead of $18 (22% saving).
The tenth now paid $49 instead of $59 (16% saving).
Each of the six was better off than before. And the first four continued to drink for free. But, once outside the bar, the men began to compare their savings.
"I only got a dollar out of the $20," declared the sixth man. He pointed to the tenth man,"but he got $10!"
"Yeah, that's right," exclaimed the fifth man. "I only saved a dollar too. It's unfair that he got ten times more benefit than me!"
"That's true!" shouted the seventh man. "Why should he get $10 back, when I got only $2? The wealthy get all the break
"Wait a minute," yelled the first four men in unison, "we didn't get anything at all. This new tax system exploits the poor!"
The nine men surrounded the tenth and beat him up.
The next night the tenth man didn't show up for drinks, so the nine sat down and had their beers without him. But when it came time to pay the bill, they discovered something important. They didn't have enough money between all of them for even half of the bill!
And that is how our tax system works. The people who already pay the highest taxes will naturally get the most benefit from a tax reduction. Tax them too much, attack them for being wealthy, and they just may not show up anymore. In fact, they might start drinking overseas, where the atmosphere is friendlier
Tuesday, July 3, 2012
Consultant!!
A shepherd was herding his flock in a remote pasture when
suddenly a
brand-new BMW advanced out of the dust cloud towards him. The driver, a
young man in a Broni suit, Gucci shoes, Ray Ban sunglasses and YSL tie,
leaned out the window and asked the shepherd... "If I tell you exactly how
many sheep you have in your flock, will you give me one?" The shepherd
looked at the man, obviously a yuppie, then looked at his peacefully
grazing flock and calmly answered "sure".
The yuppie parked his car, whipped out his 'IBM' ThinkPad and connected it
to a cell phone, then he surfed to a NASA page on the internet where he
called up a GPS satellite navigation system, scanned the area, and then
opened up a database and an Excel spreadsheet with complex formulas. He
sent an email on his Blackberry and, after a few minutes, received a
response. Finally, he prints out a 130-page report on his miniaturized
printer then turns to the shepherd and says, "You have exactly 1586 sheep.
"That is correct; take one of the sheep." said the shepherd. He watches
the young man select one of the animals and bundle it into his car.
Then the shepherd says: "If I can tell you exactly what your business is,
will you give me back my animal?", "OK, why not." answered the young man.
"Clearly, you are a consultant." said the shepherd. "That's correct." says
the yuppie, "but how did you guess that?" "No guessing required." answers
the shepherd. "You turned up here although nobody called you. You want to
get paid for an answer I already knew, to a question I never asked, and
you don't know crap about my business...... Now give me back my dog."
brand-new BMW advanced out of the dust cloud towards him. The driver, a
young man in a Broni suit, Gucci shoes, Ray Ban sunglasses and YSL tie,
leaned out the window and asked the shepherd... "If I tell you exactly how
many sheep you have in your flock, will you give me one?" The shepherd
looked at the man, obviously a yuppie, then looked at his peacefully
grazing flock and calmly answered "sure".
The yuppie parked his car, whipped out his 'IBM' ThinkPad and connected it
to a cell phone, then he surfed to a NASA page on the internet where he
called up a GPS satellite navigation system, scanned the area, and then
opened up a database and an Excel spreadsheet with complex formulas. He
sent an email on his Blackberry and, after a few minutes, received a
response. Finally, he prints out a 130-page report on his miniaturized
printer then turns to the shepherd and says, "You have exactly 1586 sheep.
"That is correct; take one of the sheep." said the shepherd. He watches
the young man select one of the animals and bundle it into his car.
Then the shepherd says: "If I can tell you exactly what your business is,
will you give me back my animal?", "OK, why not." answered the young man.
"Clearly, you are a consultant." said the shepherd. "That's correct." says
the yuppie, "but how did you guess that?" "No guessing required." answers
the shepherd. "You turned up here although nobody called you. You want to
get paid for an answer I already knew, to a question I never asked, and
you don't know crap about my business...... Now give me back my dog."
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