Communcation that leaders should avoid

January 6, 2011

“ I would like to ensure that everyone has an opportunity to meet me. ….”

I would think twice about meeting even if these words come from the God. I smell tremendous attitude in these words and I don’t think it does any good when it comes from the democratically elected PM of a nation. Somehow I felt these words lack humbleness and give a picture of a person who wants to show his position of leadership.

When I read the enclosed news, the first thing that struck me was how leaders forget that they are leaders because of people and followers, they have not come from the sky.  When you are the elected PM of the democratic nation you need to avoid the language that connotes that people are the subject and you are (whatever you think you are).

My intention is not to critise the person or the PM per se or the initiative mentioned in the news item. Actually it is a good initiative and nice way of leveraging social media. However to me it is a lesson as to how leaders need to be careful in their communication. and avoid unpleasant language. I would have drafted these lines as “ I would like to have an opportunity to meet you all”…

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Powerful selling lessons from ordinary people

February 3, 2010

It was year 1990. I was new in the city of Mumbai, was travelling in a 3 wheeler Auto Rikshaw with my fiance’. The rikshaw stopped at the busy junction and all of a sudden, popped in a dark face from the open side, with coarse voice and typical sound of clap and hand in from of my face. I was terrified but realised what was happening. The street eunuch was asking for or rather demanding money. Sitting with your fiance, in a Auto Rikshaw, which is not moving now, you are faced with intimidation of big, huge eunuch, you have no option but to give the money to buy peace of mind and time with your beloved.

This is a common scene for all the those living in Mumbai or visiting Mumbi often. Over a period of time I learnt the art of not giving in to these tactics and also learnt to communicate with these eunuch as normal person.

But I learnt 2 important lessons for my sales profession.

1. Prospecting : Usually the time windows available to beg / get money is 30 to 60 seconds, depending upon the traffic jam and traffic signal. If you observe carefully they don’t waste time with those whom they find are “hardened” Mumbaikar. They know what to look for in the prospect. They scan you in quick 5 seconds and decide to pursue the matter or move to next one. They are usally right about selection of the prospects and don’t waste time with others. This is how they improve their closure rate (so to say in sales language). From my observation the key characteristics they look for in the prospects are : Unmarried couple, just married couples, visitor in Mumbai from other part of India, religious oriented man, single lady, foreigners.

2. Delivering elevator pitch and closing the deal : In next 25 seconds are so they need to deliver the message that would fetch them money (close the deal). Depending upon type of prospect, they chose the right language ( give blessings or put a fear of curse) and straight away ask for money. Even here, they specify the amount which means helping the prospect to take decision quickly.

No one has given them sales skills training, it is the hardship of life that forces them learn quickly or they would starve.

At Ashnik, we help you equip yourself with the right skills, processes and methodologies to be successful in your sales career and help companies to grow their business. We are an exclusive partner of Adventace, a global sales change-management firm specializing in helping sales operations Create the High Performance Sales Environment® (HPSE) through an integrated, metric-driven set of products and services, in ASEAN and India region


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