Saturday, January 21, 2012

The Young Paint Salesman

The young paint salesman

Now this is a very interesting story that teaches us so many things.

There was this little factory in a small town which belonged to an old man who was quite knowledgeable. He took great pride in what he manufactured - paint for use in specific industries. The old man took great pains to produce what he considered the best quality of paint.
He, however, had a problem with the sales of the paint since most salesman would come, work with him for a few months, and then go away complaining that either the price was too high, or the customer was too fussy, or the quality was a problem…….
One day, in a desperate move, he hired a young, inexperienced and absolutely wet-behind-the-ears salesman. He hoped that at least this young man would bring some luck and therefore, business.
Within four days of hiring the young man, the old man called him into his little office and told him-“Look, young man. I have given you all the training necessary for you to be able to sell our paint. You know exactly what goes into our product and what exactly the customer can get out of it. you know the pricing, you know the delivery schedules, you know everything.”

The young man nodded and said, “yes, I think I know everything”.
The old man then pointed out of his window and said, “across the hill is this factory that needs our kind of paint. I am sending you there to make your first call in this job. The guy out there is a bloody *#***##. He will not let you sell to him. He will run you down. He will call you names. He will call ME names. He will tell you that our paint is the lousiest in the world, and the costliest. He will tell you that we don’t deserve to exist, and that our paint should be trashed………
But there is one good thing about him. He does all this, but finally buys. He always buys our paint.”

Armed with this brief, our young friend wended his way across the hill to meet the customer who sounded tough. He entered the premises with fear and trepidation,
Now we don’t have a close circuit TV fixed at the customer’s place to know exactly what happened.

But we do know what happened when the young man came back to his aged boss. He walked into his factory and entered the office of the boss. The boss asked him how the experience had been.

The young man said- “this is amazing. This customer actually was a bloody *##**##. He also did the same things that you said. He called me names. He called YOU names. He trashed our paint. He said we didn’t deserve to exist.
And you were so very right. After all the drama, and all the shouting and all the cuss words, he bought. He gave me an order".

The old man rose from his chair. His jaw fell a few inches below. And he exclaimed “WHAT !!!???? He has never ever bought even a teaspoon of paint from us before!!!!”


Now my friends, tell me what exactly does this story mean to you. What is the lesson for us here?


I am thankful to my sales guru Zig Ziglar for sharing this story. It is from him that I learnt this story to share with you all.

Wednesday, December 28, 2011

A Tale of a Courageous Creative Crank

A determined young lady is coming back to work half a year after she was told that she had cancer.

The season where a large part of India celebrates the harvesting and kite flying and the burning of old, unused and obsolete things to start life anew, this small-built, tough but cheerful young lady gets back to doing what she was always passionate about. She belongs to a famous martial race of Indians and talks their lingo very well too.

She has fought the dreaded C word and found her way back to the desk where she is going to let her creative mind loose and produce some truly good work. For her C is no longer Cancer. It may be Crazy, it may be Creative, it may be Commitment. But definitely not Cancer.

Would you like to know her story?

This happened quite a few years back. I had got back from delivering one of those "Orientation Lectures" at one of those B-Schools. And as usual I got a few mails. Mails of thanks. Mails saying how the student had felt at the end of the talk, how they would practice what I had preached !

One such letter was from a young lady who wrote saying- " ..this is my first and last mail to you, because I will now write to you only after my two years at the Insti are over. I would like to tell you then how I have become after implementing your suggestions.....".

I could have taken the letter as a show of pomposity and arrogance. I could have dismissed it as just one of those 'euphoric reactions, typical of adrenaline bursts at the end of motivational talks, soon to fizzle out'. I did neither.

I wrote to this young lady saying- "do stay in touch, maybe you could keep me posted about your progress". And then I quite forgot about it. She did stay in touch, now and then, as it always happens with students, whose priorities border on madness laced with laziness.

One day I got a message from her asking if she could meet me and talk to me about a dilemma she was facing, in terms of a choice of careers. I asked her to meet me during the short break in between a Sunday class at a Management Association where I would go teach a motley crowd of people what I like most- Sales. She coaxed me into meeting her after the class, when I would have more time for her.

The discussion was a revelation. Of course it started with talk of her total lack of interest in a career that looked likely to be starting out, with a fairly fat paycheck. She said she was interested in something totally different. It was as different as a student of Finance saying at the fag end of the course that her interest lay in Advertising and Communication !!

Nothing very odd, I thought. Most students take up courses on the advice of elders, seniors, peers and people who don't even matter, at times. Half-way through their semesters they realize the oddities. So i wasn't really paying much attention to what she was saying. The usual story, except that this expression of interest in something else practically at the fag end of a course did amuse me.

Then she pulled out something from a large collection of odds and ends. It was a piece of creative writing. Then another, and then yet another. Visual communication, crisp words, well- written copies. Amusing sketches. Blurbs, ditties, one-liners, what not !!! Then followed a proposed ad for a well-known brand.

I couldn't help saying- "what the hell are you doing with what you are doing?" Her answer was-"...that's precisely what I wanted to know. Where does my interest really lie?"

Her pluck, her determination and her creativity got her into a very well-known ad agency. She started out the way most people do- as an intern. But her work spoke well and she called up some time later to tell me that she was now part of the team there and was quite enjoying what she was doing. Her tone and the cheerfulness clearly indicated that she had found her true calling. She even told me that neither the clock, nor hunger came in the way of her carrying out the work assigned to her, and the work was growing in size.

Only much later did she actually share with me that she had walked out of the course she had opted for when she joined the B-School.

Her enthusiasm to learn, her desire to understand things that hadn't been taught her in those very structured and streamlined programmes that schoools had, made her ask me if she could could and spend some time listening to me as I conducted these classes on Sales at the local Management Association. I let her join the group. She did listen to me. But she spoke too. And tellingly at times, even ripping apart some of the more experienced and trained guys in the class. She would speak her mind, often asking difficult questions - to me and to all those who stood up to present and "mock sell" their own products.

Extremely good at sports, and very keen to part of any activity at college, she broke her foot, but actually walked into one of my Sales sessions with a limp and a big smile hiding the pain.
She attended a book launch with crutches under her arms.

Then one day she called me and spoke to me for a good fifteen minutes. Ten of those fifteen minutes were expressions of gratitude for having taught her a lot of things. I told her that she was sounding like someone delivering a farewell address. Or a vote of thanks after a formal course. She then dropped the bombshell. And said very calmly that she was going to undergo a very complicated surgery some four weeks later. She said she wasn't very sure about the success of the surgery, and that she didn't want to regret later not having spoken to friends. Or that she hadn't thanked them for having been in her life.

The other five minutes were of my stuttered replies, broken sentences, shocked response to what she was saying, with long punctuations of silence.
She told me that she was currently at her home town but was soon going to Mumbai for treatment and the surgery. She asked me the names of some good books. I gave her the names, and even before could tell her why I had recommended those books or what they were about, i heard a faint reply- "...ordered....!!!". Never one to waste any time, i thought.
She then disappeared. No responses to text messages. No response to mails. No posts from her side on her otherwise chirpy and active FB page.
I was scared, even shared this with a few friends who also knew her. There was a long bout of silence.

Then, a few days after Deepawali, Labh Paancham to be precise, just as i was entering my favourite and most revered temple at my place of birth where the family had gone for a short holiday, the phone buzzed. Reverence for temple rules made me tell the caller that I would call back in a few minutes. I went in, and got out as fast as I could. Because the caller was none other than this young lady.
I told my wife and son that there must be something happening, which is why she called.
It took her just three minutes to tell me that the surgery had gone fine. That she was absolutely fine. And also that she was going to come back to work soon as she could, though it would take her some time, given post surgery treatment and recuperation.

I had still not left the temple precincts when she was telling me all.
As usual, i didn't have much to say. And I couldn't either. All i could mumble was- "..rab raakha".

Two days back, I received her message. She is getting back to work. Very soon.

Hats off to you !!! And now go show the world that C stands for Courage, Confidence and Composure. But never Cancer.

Friday, December 23, 2011

Mohd Rafi Saab and Santa Claus


Every year as December begins ( and I have written this in an earlier birthday post of Rafi Saab), I look forward to my birthday and also that of my Idol. But there is another great character who we all remember very fondly as the month of December starts. And we look forward to his appearing before us.
One wonders why we haven’t noticed this uncanny resemblance between the two of them!!
One man who smiled all the time, another a slightly older man who smiled and made everyone smile.
They both had very strong bonds with 25th December. One was born just a day before that date and another remembered and thought about very fondly at the same time.
One of them brings gifts for young children, amidst all the singing and ringing of bells. The other brought so many gifts for all of us through his songs and his great music.
Both of them strongly attached to children and always keen to be in the company of little kids. Very comfortable with kids, and becoming just like them in their company. Enjoying playing with them and behaving like them too.
Big in the stomach, one old man probably has gifts hidden in his multilayered red clothes. The other, also with a big stomach, with a fondness for good food, and with a large store-house of songs that found their way through his throat and his god-gifted voice.
A twinkle in their eyes, a big broad grin, always the symbols of great festive spirit and feelings, Rafi Saab and Santa Claus.
Santa Claus may herald the Christmas spirit, but the whole world, irrespective of religious stance loves him. The same can be said for Rafi Saab, who has been the epitome of true mankind, bringing together people from all religions to enjoy music and strive for oneness through the spirit of brotherhood.
We celebrate the birth of Lord Jesus Christ at this time of the year. We also celebrate the birth of another Godly character. As he sang in one of his songs- Zindagi hai kya sun meri jaan, pyaar bhara dil, meethi zubaan, Rafi Saab would definitely have noticed Jesus nodding and smiling in approval.
A most comforting feeling would come over me when in my childhood I would go to sleep listening to Rafi Saab sing “ Main Gaaoon Tum So Jaao”. I know that world over the kids go to sleep anticipating the arrival of Santa at midnight with those surprise gifts.
Happy Birthday Rafi Saab! May you live long and forever in the minds of your fans, who span all countries, all religions and all age groups. "Tu Hindu Banega Na Musalmaan Banega, Insaan ki Aulad Hai Insaan Banega" has been one of your most popular songs.
May you be the Santa that we all love. May you always be the warm person who brings great cheer during those gloomy cold winter nights, and at all other times too.

Friday, December 16, 2011

Keen, hungry Student ?

Dear sir,

Hope you are doing great in life....

I know you would hardly recall me still i want to ask something from you as a help..

I have been working in a good company in marketing division for last almost one and half year but after all this i am not enjoying at all. It is not about the company but i have realized that i am not fit for marketing specially sales as it is against my basic nature. more over i am hardly inclined towards putting effort in this direction.

Just want to know from you how to know what field i should go in from here on as it will change my life forever but i desperately need to do this. I belong to middle class family so not courageous enough to take big risk.

Please suggest if there can be a way out.

I will be grateful if you take some time out from your precious and packed time schedule.

Regards
XXXX


dear XXXXX

why is your heart not in the job?
is it because you dont like to ask customers for orders/business?

first things first- when you dont sell, the world comes to a halt !!!
think of a day ...just a single day in the world when no salesman sells anything to anybody...what would happen????

the world would come to a grinding halt.

this is the role played by a salesman. this is his importance to society. this is his value.

if for some other reason you dont like your job you will have to spell it out. i cannot figure out much from your mail. please write in detail if you really need help.

and finally, i do remember you. i dont forget keen and hungry students.

you asked for help. so it shows you are keen. you wrote to me stating you have a problem, so it shows your courage and fearlessness.


Take care
achal rangaswamy

Dear sir,

You got it right...at the moment i consider you as my doctor,teacher,guide,friend..

At the bottom of all my problems is FEAR which is resulting in following:

1. I fear talking to people in my case Customers...

2 . I cannot say "I love You" to a girl whom i love fearing her reaction..

3. I keep procrastinating my work because of this and again fear that tomorrow i will be reprimanded though i take my work seriously and honestly...

4. Negativity has spread in my mind and not ready to leave ....

Apart from this i have realized that my area of interest is different than marketing and sales but still confused as any other common man moving on the street today.

I know theories(not all but many) but not the path to overcome fear.

I have tried to open my heart above still may have left few things which as an experienced mentor you can understand and let me know.

Your keen student waiting for his teacher's lessons.



This is something one hears quite often nowadays. And I think the solution lies somewhere inside the person himself.

What say?

Saturday, December 3, 2011

Har Fikr ko Dhuven Mein Udaata Chala Gaya


I don't smoke. But i do strongly believe that the philosophy this great man shared with all, has inspired many.
Having written about him just a few months back, on his 88th birthday, I just couldn't help marvelling at the greatness of this man, the greatness of his thoughts, and the way he just kept on and on with the things he was passionate about. I think he just grew on me, just like that.


My first look at Dev Saab was long long back....most of my friends know about it. I keep narrating this story of how i slipped on a slippery and wet pavement outside a cinema house in Madras after walking out into the rainy night. And how I had absolutely been possessed by the sight, the walk and the talk of this "tall, handsome man", I was a short, slightly built schoolboy of not more than six or seven. And how I fell in love with Khoya Khoya Chaand, Khulaa Aasmaan.





From that day on, i wanted to look like him, walk like him, talk like him, sing like him, and romance all the girls the way he did.



A Calcutta-based aunt of mine man fun of me as i stood in front of the mirror, trying to keep my hair up in a "puff", the way my hero did. She called me Devnath !!!





I grew up hero worshipping him through Hum Dono, Tere Ghar ke Saamne, and Guide. My nickname and his own name in the movie- Raju, made me think that he was me. I was him. When i went on a school excursion to Udaipur, i spoke to a number of tongawallahs and guides, and each one of them had called his horse Raju Guide or were very proud to be called Guide Saab.





Dev Saab symbolized youth, energy, the never-say-die spirit, the utter romantic, the optimist, the carefree gambling and totally magnetic persona that nobody will ever be able to match or project so effectively on the silver screen.










He may have been way ahead of the era he lived in. He may have had his dreams that people couldn't fathom. He may have had plans larger than life. But then he was always larger than the others. Larger than anybody could dare to think or reach.

I am very sure that at this very moment there are four people sitting together- and having a great time reminiscing together- they are SD Burman, Mohd Rafi Saab, Shailendra ji and Dev Saab himself.


And i can bet my last rupee that they are talking about how they could bring out one new dimension to "laakh mana le duniya, saath na yeh chootega, aakey mere haathon mein, haath na yeh chootega"......and then sitting back to relish their own handiwork, and marvelling at what team work can do.


The only difference between them would be that Burman da would be sitting very quietly, Rafi Saab would be smiling to himself and nodding his head approvingly, Shailendra ji would be taking notes over and over again, and Dev Saab would be all over the place, here one second, another corner of the room the next second.


Dev Saab, you have left us all thinking about one thing for sure. Live life on your own terms. Dont live with your sorrows. Keep going on, unmindful of criticism, success, failure, bouquets and brickbats.


May you continue to inspire everyone. May you keep smiling from up above, with that toothless naughty smile, and may you make ordinary looking young imps stand in front of the mirror combing their hair to get that "puff", even if they are erroneously labelled "Devnath".


I salute you, Dev Saab. Rest in peace, though i wonder if you ever believed in that !!!!!!

Wednesday, November 23, 2011

Reflection
















This is one blog post that has taken some time.







Perhaps because I also have taken some time. Maybe lots of time.








As I sit writing this, I cannot but help reflect on the time gone by. Seventeen years !!!!








Holding aloft a banner for sixteen years, I had asked myself and ask my friends as well. Am I being unfashionable? Holding aloft the same banner for sixteen years is perhaps in today’s context considered quite unfashionable. But many friends wrote, texted, called and told me- “keep going. You’re doing fine.”








Within a few hours of my writing this, the seventeenth year shall get over. And the question popped up again some time back. Am I still being unfashionable?


There is a difference this time, though. I am holding aloft not one, but two banners. Without any bias, and as anybody would agree with me, there is always a soft corner for your more familiar terrain, older associations and those small little things that you hold on to for years and years. But there is this new banner, a bigger one, the supposedly “all-encompassing” one. I have manfully held it for the last four months or so. I seem to be managing.








That is why I decided to call this blog post- “Reflection”. To look back a minute and count all the milestones, the blessings, those little feelings of achievement and satisfaction. To also count the more grey hair, if at all the total count remains the same !!








But at the same time Robert Frost comes to mind, with his most famous four lines. Those four lines that not only inspire, but also guide, make anyone think. Perhaps the best last four lines any poet or any thinker would have written anywhere in history.








And even as I think about the last four lines, it is the last two lines only that seem to matter now.








And miles to go before I sleep







And miles to go before I sleep.








There have been many occasions in the last four months that the situation would have looked daunting. But perhaps the sixteen years prior to this loom before me and seem to guide me, coax me, cajole me, and push me into looking at things with a new eye. A stronger will. And at times even with a newer sense of humour that I may have developed over the years.


Seventeen years. Almost the same old banner. AND ONE WITH NEW SHADES.








Miles to go. Before I sleep.

Saturday, October 1, 2011

From an unpublished script ........

Dad is Fun

Can you imagine learning cycling without dad?

It was dad who ran after me when I learnt to cycle…

It was dad who used to come running when I would have a great fall from the cycle…

It was dad who had bought the first bat for me, and it was dad who had thrown the first ball at me…

It was dad with whom I used to go to the zoo every Sunday…

It was dad who used to drop into school to give me my crayon box that I would have forgotten to take to school…

It was dad who had signed all my ‘red’report cards …

It was with dad that I used to enjoy watching India Vs Pakistan one- day cricket matches while having popcorn…

It was dad who taught me how to tie a necktie…

It was dad’s car, which I had banged for the first time and it was dad’s phone number I had given to a cop after banging the car…

Dad means- cycling, boating, horse riding, zoo, circus, ice- creams, giant wheels, campfire and holidays, cricket and pillow fights.

Dad means Fun.

It was from dad’s shoulder that I had viewed the world for the first time.

*

My dad taught me to cycle. It was fun to cycle in an open maidan but to cycle on the road? I was scared to even cross the crowded road. I was scared of vehicles and I would feel as if all the vehicles were going to ride over me. It was in the 11th std when Jaydeep’s dad bought a scooter for him and he started coming to school on his scooter. He found it very useful in following girls and he had great fun zooming on his scooter. But once while trying to impress some girl he fell down and fractured his leg and remained in bed for six weeks. After six weeks he returned to his scooter but I took a vow never to touch a two wheeler. I never learnt to ride a two wheeler. But, at the age of 19 I had a license to fly.

My dad told me - “flying an air-craft is much easier than riding a bike. There are no traffic jams up there. Let the sky be your maidaan !!!”

I am quite sure you've figured out whose script this is......
Maybe you could look out for this ....in the near future......!!!