Train your mind to hear “YES”​

No, is the easiest answer to give as well as to accept. “Yes” is not an answer. It is an attitude to look at things and live life. “No” is a natural outcome of any activity where the degree of difficulty keeps on getting higher. “Yes” is an attitude which makes you look at the…

The RFV Factor in Sales

RFV is an acronym for Recency, Frequency and Value. When we design marketing campaigns, we have to customise these campaigns to specific target groups for best results rather than running a general campaign for all customers. RFV tool when used judiciously helps us arrive at the following combinations: What is the Frequency(F) of customers whose…

Everybody, Somebody,Nobody, Anybody

Whenever we have these 4 characters called Everybody, Somebody, Nobody and Anybody in any organisation, there is total lack of Accountability. The following cartoon will elucidate my feelings on this subject matter. The morale of the story is Even if there is some work which “Everyone” can do, still it must be assigned to “someone”…

Whose Right?

Yours , Mine or Ours! I have been taught as a salesperson that there is nothing called “Right” or “Wrong”. Whenever you try to prove a “Right” the next obvious question to ask is “Whose Right?” – Yours , Mine or Ours! Example 1: Salesperson – This price is right because I don’t want to…

Good to Start?

I come across lot of youngsters who carry their head over their shoulders and have the awareness and acumen to “Think Fresh” and “Think Big” about their future. They are toying with some brilliant ideas of entrepreneurship and keep on asking themselves this question: Question: Is it Good Enough to Start? Answer: I need some…

Strategy is a Fashionable Word.

Strategy is very often used as a synonym of Planning. The fashionable use of this word sometimes takes away the meaning of the very concept. The best way to explain the practice this concept is through the 4P method of Prepare, Plan, Practice and Perfect. Under each of these headings, one needs to ask oneself…

Slow and Steady is in the Race

When a new product in introduced in the market (Ref Fast Moving Consumer Goods) it is imperative to understand that acceptance of the product in the market is a pre-requisite to quantum of sales in the same. In our bid to expedite sales, we only end up Increasing the Primary and Secondary Sales Chocking the…