Tuesday, June 13, 2017

Challenges keep you ENERGIZED!!!


The Japanese have always loved fresh fish.

But the water close to Japan has not held many fish for decades.

So to feed the Japanese population, fishing boats got bigger and went farther than ever.

The further the fishermen went, the longer it took to bring the fish.

If the return trip took more time, the fish were not fresh.

To solve this problem, fish companies installed freezers on their boats.

They would catch the fish and freeze them at sea.

Freezers allowed the boats to go farther and stay longer.

However, the Japanese could taste the difference between fresh and frozen fish and they did not like the taste of frozen fish.

The frozen fish fetched a lower price.
So, fishing companies installed fish tanks.

They would catch the fish and stuff them in the tanks, fin to fin.

After a little thrashing around, they were tired, dull, and lost their fresh-fish taste.

The fishing industry faced an impending crisis! But today, they get fresh-tasting fish to Japan.

How did they manage...?

To keep the fish tasting fresh, the Japanese fishing companies still put the fish in the tanks but with a small shark.

The fish are challenged and hence are constantly on the move.

The challenge they face keeps them alive and fresh!

Have you realized that some of us are also living in a pond but most of the time tired and dull....?

Basically in our lives, sharks are new challenges to keep us active.

If you are steadily conquering challenges, you are happy.

Your challenges keep you energized.

Don’t create Success and revel in it in a state of inertia.

You have the resources, skills and abilities to make a difference.

Put a shark in your tank this year and see how far you can really go.

Challenge yourself!!!

Wednesday, March 29, 2017

Never give up. Maybe I have a chance!!!


The following motivational story about Soichiro Honda, the founder of Honda Motor Company.



The message of this story is to never give up on achieving you dreams no matter how many challenges you might face during the process. 

"Let me give you a great example of a man who understood the power of a real decision, someone who, once he decided, would not give up. 

His name is Soichiro Honda: founder of the Honda Corporation, the make of Honda cars and motorcycles. 

Mr. Honda never allowed tragedy, problems, challenges, or the twists and turns of circumstances to get in his way. 

In fact, he often decided to see some of the biggest obstacles in his way as mere hurdles in the race to reach his goals.

In 1938, Mr. Honda was a poor student who had a dream of designing a piston ring that he would sell to any manufacture for Toyota Corporation. 

Every day he would go to school, and all night long he would work on his design, up to his elbows in grease.

He spent what little money he had on his project, and it still wasn't finished. Finally, he hocked his wife's jewellery to continue.

After years of effort he finally designed the piston ring he was sure Toyota would buy. When he took it to them, they rejected it. 

He was sent back to school to suffer the humiliation of his teachers' and friends' telling him what an idiot he was for designing such a ridiculous gadget.

Was he frustrated? You bet. Was he broke? Yes. Did he give up?

No way.

Instead, he spent the next two years continuing to find ways to make the piston ring better. 

He had the key formula to success:

1. He decided what he wanted.

2. He took action.

3. He noticed whether it was working or not, and when things weren't working out,

4. He kept changing his approach. He was flexible in the way he went about things.

Finally, after two more years, he refined his design, and Toyota actually bought it!

In order to build his piston factory, Mr. Honda needed concrete, but Japanese Government was gearing up for World War II, so none was available. 

Once again, it looked as if his dream would die. 

It seemed no one would help him. Again, did he quit? Absolutely not. 

He had decided to build this factory.

Since giving up was not an option, he got together a group of his friends, and for weeks they worked around the clock trying different approaches until they found a new way to manufacture concrete. 

He build his factory and was finally able to produce his piston rings.

"But wait, there's more..."

The story doesn't end here...

During the war, the United States bombed his factory, destroying most of it. 

Instead of feeling defeated, he rallied all his employees. He said, "Quickly! Run outside and watch those planes. 

What they'll do is drop their fuel cans out of the sky. We need to find out where they drop them and get those cans, because they contain the raw materials we need for our manufacturing process!" 

These were materials they couldn't get anywhere in Japan. Mr. Honda found a way to use whatever life gave him.

Finally, an earthquake levelled his factory and he was forced to sell his piston operation to Toyota. 

But God never closes a door without opening another one, so we need to stay alert to see whatever new opportunities life presents us...

When the war ended, Japan was in total turmoil. Resources were scarce in all part of the country gasoline was rationed and, in some cases, nearly impossible to find and Mr. Honda couldn't even get enough gas to drive his car to the market to buy food for his family. 

But instead of feeling defeated or helpless, he made a new decision. He decided he would not settle for this quality of life. 

He asked himself a very powerful question: "How else can I feed my family? How can I use things I already have to find a way to get there?" 

He noticed a little motor he had, one that was the size and type to drive a traditional lawn mower, and he got the idea of hooking it up to his bicycle.

In that moment, the first motorized bike was created. He drove it to and from the market, and pretty soon his friends were asking him to make some for them, too. 

Shortly thereafter, he'd made so many "motorbikes" that he ran out of motors, so decided to build a new factory to manufacture his own. 

But he had no money, and Japan was torn apart. How would he do it?

Instead of giving up and saying, "There's no way," he came up with a brilliant idea. 

He decided to write a letter to every single bicycle - shop owner in Japan, telling them that he thought he had the solution for getting Japan moving again, that his motorbike would be cheap and would help people get what they needed to go. Then he asked them to invest.

Of the 18,000 bicycle - shop owners who received a letter, 3,000 gave Mr. Honda money, and he manufactured his first shipment. 

And then he was a success, right? Wrong! The motorbike was too big and bulky, and very few Japanese bought it. 

So once again, he noticed what wasn't working, and instead of giving up, he changed his approach again. 

He decided to strip his motorbike down and make it much lighter and smaller. 

He called it The Cub, and it became an "overnight success," winning Honda the Emperor's Award. 

Everyone looked at him and thought how "lucky" he was to have come up with this idea.

Was he lucky? Maybe, if L.U.C.K. means Labour under Correct Knowledge. 

Today, Mr. Honda's company is one of the most successful in the world. Honda Corporation now employs over 100,000 people and outsells all but Toyota cars in the U.S. - all because Mr. Honda never gave up. 

He never let problems or circumstances get in his way. 


He decided that there is always a way to succeed if you're really committed."

Thursday, January 5, 2017

How to Sell Combs to Monks

This is a great story, which taught me how to multiply my results in my sales career.

I have often shared this with my students, to demonstrate how a shift in mind set and attitude can make a significant difference.




3 sales professionals applied to work for a huge company. As they were all evenly qualified, the interviewer decided to set a sales challenge and the person who sold the most would be awarded the job.

The challenge was to sell combs to monks of any temple up in the mountains. "You have 3 days, and the person who sells the most will get the job" said the interviewer.

After 3 days, the 3 applicants returned, and reported their results.

Candidate 1 said "I managed to sell one comb. The monks scolded me, saying I was openly mocking them. Disappointed, I gave up and left.

But on my way back, I saw a junior monk with an itchy scalp; he was constantly scratching his head. I told him the comb would help him with his scratching and he bought one comb"

Candidate 2 said "That's good, but I did better. I sold 10 combs.

Excited, the interviewer asked "How did you do it?"

Candidate 2 replied "I observed that the visitors had very messy hair due to the strong winds they faced while walking to the temple.

I convinced the monk to give out combs to the visitors so they could tidy themselves up and show greater respect during their worship."

Candidate 3 stepped up "Not so fast, I sold more than both of them."

"How many did you sell" asked the interviewer.

"A thousand combs"

"Wow! How did you do it?" the interviewer exclaimed.

"I went to one of the biggest temples there, and thanked the Senior Master for serving the people and providing a sacred place of worship for them.

He was very gracious and said he would like to thank and appreciate his visitors for their support and devotion.

I suggested that the best way would be to offer his visitors a momento and the blessing of Buddha.

I showed him the wooden combs which I had engraved words of blessings and told him people would use the combs daily and would serve as a constant reminder to do good deeds.

He liked the idea, and proceeded to order a thousand combs"

"You got lucky," one of the other candidates said bitterly.

"Not really," the interviewer countered. "He had a plan, which was why he had the comb engraved prior to his visit. Even if that temple did not want it, another one surely would."

"There is more," the third candidate smiled. "I went back to the temple yesterday to check on the Master.

He said many visitors told their friends and family about the comb with the Buddha's blessing. Now even more people are visiting every day. ]

Everyone is asking for the comb, and giving generous donations too! The temple is more popular than ever, and the Master says he will run out of the combs in a month... and will need to order more!"


Learning Points:

The three different candidates show us the different levels of sales performance:

Candidate 1 displayed the most basic level, which is to meet the prospect's personal needs.

The monk with the itchy scalp had a personal need; it was specific to him only.

Candidate 2 shows the next level - anticipating and creating new needs for the prospect.

Perhaps the monk doesn't have an obvious need for the comb, but how can it still be beneficial to him?

When you can educate the prospect on new possibilities and benefits for his business, you are already outperforming your competitors.

Candidate 3 demonstrates the best level of all; an ongoing relationship resulting in repeat sales and referrals.

Everyone was a winner, the monk, the devotees, the 3rd candidate and the interviewer.

Help your prospects benefit their prospects, to create maximum value.

View each prospect not as individuals, but also their contacts and network beyond them.

See each customer as lifetime clients instead of one time sales.

Our beliefs and thoughts shape our actions and ultimately, our results.

When faced with a challenge, how do you respond? And how big do you think?

How can you create new needs for your prospect and benefit their customers?


Cheers,

Happy Reading