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Death and Rebirth of a Sales man Part-4 Reason-4- Technology : Technology has changed the landscape of sales function, today it is the apps that enables the customer to interact and buy through online and hence salesman's job is reduced to order taker or a delivery boys’ role. Solution-4-Change of roles: Initially customers can be acquired through online platform, but they can be served through personal interaction, this will not only enable customer feedback, it will also help in cross selling, upselling and renewals M.L. Narendra Kumar

Death and Rebirth of a Sales man Part-3 Reason-3- Not perceived as an Intellectual job In the past customer was dependent on the salesman for information and explanation, but today customers are well informed and they acquire the knowledge through internet and do their analysis by themselves. Hence the role of salesman is less in buying cycle. This shift has reduced the need for a smart salesman and hence youngsters don't see any value. Solution-3-Change in usage of sales professionals: We need to accept the fact that certain sales function is faded and becoming obsolete. Industries which demands meeting intellectual customers should hire smart candidate and train in him on skills and knowledge required in matching with intellectual needs. Organisation should promote career path to attract such talent and develop process to acquire and delight such customers, this will satisfy both the customers and the sales person M.L. Narendra Kumar

Death and Rebirth of a Sales man Part-2   Reason-2- Affects the marriage life : When it comes marriage sales people are not preferred as life partners and the reasons can be too much of travel, not lucrative, job instability, lack of respect etc. Some of the youngsters would have seen their relatives or friends finding it difficult to find a suitable life partner & hence the interest in sales career is fading. Solution-2-Policy Change: ·          Sales Professionals should be treated well within the organisation by developing policies that suits the salesman to balance his personal life too. ·          Usage of Technology to reduce traveling should be explored to help the salesperson to close deals through remote platforms ·          Senior sales persons can be given a role of sales trainer/coach to reduce their travel and to use their ex...

Death and Rebirth of a Sales man Part-1 Part-1-Low Acceptance Level When we cross a retail outlet on busy road you can see a " Wanted sales man" board. When you cross a restaurant, you can see delivery boys waiting to pick the order. Today some section of youngsters is comfortable being a delivery boy rather than being a salesman. Why is there a shift in these youngster's attitude? Let's understand this through various reasons Death of sales man-Reason-1- Low acceptance level: When we enter a flat or an independent house, we would have seen a board, “salesmen not allowed inside" but there is place for food delivery boys or a product delivery boy. Though sales being a challenging job and multi skill developing job, due to poor acceptance youngsters have slowly rejected it as a career. Solution-1- Improving Acceptance Level An education about importance of sales people should be initiated through many medias to change the perception ab...

Mode of Persuasion-Part-5 Part-5- Kairos Kairos signifies a proper or opportune time for action. Kairos can be used in persuasion to take advantage of the situation. Ex- GST Courses was launched, when companies were migrating to GST Similarly, A soft skills or behavioural programs can be conducted based on the situation. Ex- How to give feedback, is a program that can be conducted before performance appraisal. A training program on Quality before the Quality certification will add more value to the company, rather than running a regular program. To sum up the mode of persuasion ·          We can use Ethos to build credibility ·          We can use Logos to appeal to the logical sense ·          We can use Pathos to appeal to the emotion side ·       ...

The Modes of Persuasion-Part-4 Part-4-Telos Telos is connecting with the purpose in a persuasive speech or a training. As Trainers we should understand the purpose of learning and connect the content to the purpose. There are situations, where the learner might not be clear with the purpose, in such case we should make them realise the purpose of what they are learning. Telos should be supported with logical facts and it should also appeal to the emotional side of the brain. In 2005 I used to conduct training programs for a Private bank, where we had participants who were seniors by age, they were a part of Tamil Nadu based private bank later acquired by my client. Those seniors were regularly sent to various behavioural programs and skill building programs. I was delivering a presentation skills program for those seniors and few them said it was not required for them because they felt they are too old and few them were in the retiring age too. After listening to su...

The Modes of Persuasion-Part-3 Part-3-Pathos Before you start the training understand the following ·          Who are you addressing? ·          What are their concerns, values and beliefs? Not all the learning can be addressed logically, certain element of learning should appeal to the emotions too. Ex-while conducting a work life balance program, we need to address the need for taking care of the family and health, despite of the audience crying “no time syndrome” While debriefing an activity, need for focusing on quality should be addressed emotionally by putting oneself as a customer. Most of the advertisements work on emotions, people use emotions to buy a product. A body spray is advertised not only to keep oneself fresh, it also reinforces the impact of bad body odour and social acceptance. As a trainer, if we car...

The Modes of Persuasion -Part-2 Part-2-Logos-Logos- Clarity and Facts The content should be clear, factual and it should appeal to the logical side of the brain too. Usage of Logos is important while are proving a point. For ex- If we are emphasising the need to set high performance standards, we should logically appeal with facts and real time stories of people who belong to the participants same profile, who has achieved in their career. While debriefing an activity, we should logically prove how a particular action would have fetched the result. Let's remember, we will have participants who might think critically, hence presenting logical thoughts is important to gain their participation. An example of how to present the facts to appeal to the logical thinkers  M.L. Narendra Kumar

The Modes of Persuasion The modes of persuasion, often referred to as ethical strategies or rhetorical appeals, are devices in rhetoric that classify the speaker's appeal to the audience. They are: ethos, pathos, logos, and the less-used Kairos & telos The above model has been used by Advertisement agencies to grab the attention of the viewers and finally bring them to the purchase desk or use the cart in shopping sites. If we carefully examine the model, it has a sound application in running an effective training program too. Part-1-Ethos Application of the model in training program Ethos- Trainer Introduction There are organization where trainer and his credibility are introduced, but there are occasions where trainer does a self-intro and starts the program. In such occasions, we can request the client to handover a copy our profile to the participants along with course material. This will help the participants to know more about the trainer It is always bett...

Less than a Minute Lesson-660 Passionate to being Compassionate Be passionate about being compassionate, that is a ticket to heaven in the earth When we are compassionate with people, we help them to discover their passion    M.L.Narendra Kumar

Less than a Minute Lesson-659 The Power of Listening Good things happen when we speak out, great things happen when we Listen Listening is the gateway to growth    M.L.Narendra Kumar

Less than a Minute Lesson-658 Hope and Determination Let hope be the capital and determination be the working capital to achieve the profit called success   Seed hope; water determination to reap profits M.L.Narendra Kumar

Less than a Minute Lesson-657 Success and Failure   success is not a great word and faikure is not a bad word They are words which has its own definition in one’s mind M.L.Narendra Kumar

Less than a Minute Lesson-656 Mirror You can deceive the outside mirror with your make-up, but the mirror inside knows who you are Mirror outside shows your age; mirror inside shows your character M.L. Narendra Kumar

A Short Journey in A Metro Train A young man was waiting in the metro station to board his train and saw a middle-aged man walking towards the platform and once the train arrived at the platform both of them got into the train and sat next to each other.  The middle aged man noticed the young man who was looking disturbed and picked up a conversation by asking " you look disturbed" the young man with reluctance, said "yes" the middle aged person asked is it work pressure, the young man said " my appraisal was bad and I didn't get the hike I expected"  The middle-aged man said " I am sorry about it" the young man said " it's ok" the middle-aged man got a call and he said " today was my last day and said, honey nothing to worry, the world is big"  The young man with hesitation asked "what Happened", the middle-aged man said " I am a victim of merger and acquisition" I have been told to...

It is Better It is better to sweat in the gym than to cry in the church It is better to be diagnosed than to be falsely healed It is better to listen to the words of a Wiseman than the words of god  It is better to debate on scientific research than argue about religion It is better to change with times than to hold the age-old dogmas It is better to read a new book a week, than to read the same book every week It is better to stay away from religious rituals than to become a slave of rituals It is better to walk alone than to walk with blind believers It is better to be associated with human feelings than with religious Ideologies  In simple words, activate the human in you to bring out the humanity from you M.L. Narendra Kumar

Listening Listening to success stories might not guarantee success, but it can lay a path to start the journey towards success Listening to inspiring stories might not guarantee an inspired living, but it can sow the seed to aspire for a better living Listening to motivating speeches might not guarantee motivation, but it does makes us think why we should stay motivated Listening to positive thinking speeches might not guarantee positivity, but it educates us about the adversity of negativity Listening to safety related speeches might not guarantee safety, but it does caution us about unsafe practices Listening to health-related speeches might not guarantee good health, but it does sensitise us about unhealthy life style Listening to other's good Experience might not guarantee you the same experience, but it does stimulate you to try something in your life Listening to Spiritual speeches might not guarantee you a spiritual well-being, but it does awaken y...

I Don’t enjoy my job There are millions out there who don’t enjoy the job in hand, there are millions out there who don’t have a job in their hand. For a change, why don’t who have a job resign and give way to those who are waiting to eat their meal. We don’t realize the value of what we have, unless we lose what we have. The best way to hold your jobs is to love the challenges that your job throws M.L. Narendra Kumar

Less than a Minute Lesson-655 Anger-3 Anger, need not be abusive, it can be a revolutionary speech too Let your anger be converted into a word of pearls M.L. Narendra Kumar

Less than a Minute Lesson-654 Anger-2 Without anger there is no struggle, without struggle there is no revolution, without revolution there is no freedom Anger is a seed for freedom nurture it for a cause M.L. Narendra Kumar

Less than a Minute Lesson-653 Anger-1 Anger is like an acid; it has its own implication. Improper use of acid harms the holder and the beholder, so is Anger When you take care of your emotions, you take care of others too   M.L. Narendra Kumar

I am a Leader I am a Leader, because I L ove L eading I am a Leader, because I E mpathize E arly I am a Leader, because I A ct A ssertively I am a Leader, because I  D ecide D ecisively I am a Leader, because I  E ngage E qually I am a Leader, because I  R elate R ationally When a person makes an ordinary person into an extraordinary person with his noble qualities, he is called a Leader M.L. Narendra Kumar

Who is your Tenant in Your Mind? Some spend money for pleasure & later pay for overcoming the pain  Some spend time on gossip & later become a subject for gossip  Some spend money on luxury & later borrow for basics Some spend time on worrying & later pay for stress related disease  Some spend time on enmity & later keep finding a friend  Some spend time on perfection & later regret the delay in execution  Some spend time on past glory & later discuss about present misery  Some spend time on fun & later keep firefighting to meet their deadlines Some spend time in searching for peace & later regret it was within. Most of the time goes on spending, not into investing. If we realize the grand truth that time and money are resources that needs to be invested and not to be spent without an appropriate reason, we will live with happiness and rest in peace. The owner of the house determines wh...