Posted on Leave a comment

How to make friends instantaneously?

My better half & I had been to a hospital recently. Ok, don’t panic. Nothing related to the pandemic. Far from it. We were waiting in the reception for some tests and watching everything roll by.

There was a tiny cafe tucked in one corner of the reception. A doctor walked up and asked for a “kashayam” and kept asking “is it ready” every now & then. “Kashayam” is nothing but a herbal drink. We Indians [that includes our Doctors too] strongly believe that our traditional herbs will help us build up our immunity.

Another doctor who just then walked in, saw this and was curious what it was. The first doctor said what it was and advised him to take it as well. The second doctor asked jokingly if he would survive taking it. He asked the cafe staff for its contents, in a typical medical style. They showed him a list on a mobile phone. Convinced, he ordered one drink for himself.

He got his drink and walked up to the reception counter and told his staff jokingly that he had not had “kashayam” after his childhood and asked the ladies there to take a photo of himself, on his mobile phone, to capture his first reactions sipping the herbal drink. They did. And he said “not bad” after tasting the drink.

He then looked at his photo, laughed & said “my face looks crumpled”. He promised to post it as his status. Then he walked up to me, a complete stranger, showed his photo on his phone & smiled. I got up and said it was looking great.

All this while, my wife and I were smiling & laughing looking at his antics. The Doctor & I became friends in a split second. He advised me to have the drink as well.

When you like someone they like you back as well. Thanks to Vanessa Van Edwards for that learning.

In #Sales, we should use #humour to make friends with our #customers and #prospects. We should do it subtly. The relationship will stay strong for the rest of our lives. I have experienced it.

How are your numbers looking up for the month? Forget the #numbers for a while, use humour and build up strong #relationships now.

Three cheers to you in advance for building up Strong Relationships!

Happy Selling!!

Posted on Leave a comment

Take good care of your people first!

I love those days when I was responsible for a large team. There was a guy in my team who complained he had so many calls to handle. In the same team, there was another person who was hardly having any work to do. I told the first guy that the second guy would be happy if he also had so many calls to handle. The second guy nodded his head in agreement. If someone does not have enough work, you know what happens next. The inevitable would happen. It is important to ensure that your team gets enough work to do.

We had a team that was handling Siebel support work at a clients place. It was tightly managed. No one had any free time. Suddenly, one member was down with some illness. He had to be sent back to his homeland. This happened when I was working in Singapore & my team member who was unwell was from Indonesia. The medical reimbursement covered his expenses to some extent. I spoke to him over phone one day after he reached Indonesia. And I understood that he needs financial support.

I went to my CFO. Asked her if she could help my guy. She promised she will do whatever she can. I wasn’t sure if that would meet his expenses. So, I decided to raise funds for him.

I decided to start the collection from my boss. So, I went to him. He was the Founder & CEO. I didn’t have to speak much or try hard to convince him. The moment I spoke about how Dennis badly needs our help & my initiative of raising funds outside of what the company can do, he smiled & took out his wallet immediately & gave me a generous amount. That moment, remains etched in my memory.

I then went on to all the heads & everyone at office. We collected a respectable sum. We handed the cash & the list to our Accounts. They sent it to my guy back home. I felt really happy.

My boss, who set the ball rolling with my fund raising, was none other than Mr.Harish Nim. He walks the extra mile in keeping his people happy. The company he founded [Emerio] grew leaps & bounds. Two things stood out, in my view: 1. Strong customer relationship 2. People management.

Take Away:

  1. Care for your people as much as you would care for your customers, if not more.
  2. Let your customers know they can reach anyone in your company anytime.
  3. Be generous.
  4. Don’t always follow the processes & policies. They are fine but that doesn’t mean you can’t break them to do something good.
  5. Trust your people. Your people expect more trust not more pay.
  6. Ensure your team has enough work & you stand out of the way.
  7. Let your people take breaks from work.
  8. Enjoy your work.
  9. Take risks.
  10. Be a role model.

Happy Selling!!