Protagonist leadership: Merits Demerits & How does it affects organizations growth?



A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves. —Lao Tzu

What is a Protagonist leadership? A protagonist style of leadership is practiced by certain section of people who believe in popularity. This is their natural style of working, thinking and in being. They are the most passionate drivers of initiatives and take a central position in facilitating many activities. In the organization they are the people who take initiatives for change. Like the Hollywood movie hero this guy will come at the last moment to rescue the team from crisis. He will use his skills and powerful influence to change the game. If your project is lacking or running late and there are miserable problems in quality your boss pulls up a protagonist leader from other team and puts him in charge of the project. This is the simplest yet effective action he could take to change the game. As soon as this guy takes over the team leadership the first thing he does is to restructure the team. He gathers the team together in a huddle to realign. He reviews schedule, bottlenecks, customer sentiment, and role of each person in the team. Then he focuses people’s attention on what was their collective commitment to the client and what is each person’s strengths which will help them achieve their target. Now, he doesn’t shout at them, he does not hold them responsible for the delay. He pulls up reports and shows them how if they worked a little over 2 hours extra could collectively achieve the target within next 2 months. He also promises them rewards if they achieve their targets. He makes the arrangement for their home pickup and drop so that they have ease in working odd hours. Soon people start producing more than what they used to. They start loving this guy for leading them and being so humble and approachable. The Management loves him for getting work done. He is a HERO, a PROTAGONIST.

This narration was to explain how protagonist leaders lead from the front. Situation does not make them leader, they create leaders out of any situation. Typically in Hollywood movie you would see a hero going all the way after a terrorist organization to unearth their plan to detonate a nuclear device. He negotiates with detective agencies to give him a free hand to go after bad people. Like the James Bond movie. He is largely successful in cutting through the enemy lines except for one or two instances where he is being betrayed by his own friend or fiancee. Finally he gets every bad guy nailed and stops that last-minute launch of a nuclear torpedo.

Similarly, in real life protagonist leaders lead organizations out of crisis or on the path of growth. Every thriving organization is on a look out for such leaders.

However there is also a flip side to it. Like every good person has some bad qualities, every protagonist has a dark side of being. What is that? Have you ever worked with a protagonist leader? If you have then some of you would know what is the dark side? Now, this dark side is often covered since the obvious benefits of having such a leader out merit the demerits. However in the long run it may totally damage the entire organization and its culture. Organizations start believing that their projects, especially the ones in RED would be bailed out because of change in leadership. Instead of developing a collaboratively reinforcing team they focus on developing merit based people. This deviation creates disharmony at all levels of organization. People view it as only way to be successful. They start focusing on their strengths, their knowledge, their niche and bargain to compensate them for possessing them. Sometimes there are virtual groups formed. A group of people who is pro-protagonist style and other which is made up of shy, slow but steady contributors. This group believes in going step by step, contributing incrementally. They start feeling the pressure of change when a protagonist makes changes in their role. It may impact their self-esteem. Being shy types or the ones who would go by the crowd, they feel left out. This ultimately impacts their performance although their leader does not criticize them for their performance. When the project is over and team appraisals are done, usually these behind the scene contributors are left with average to low grades. Potentially though they could have done much better, they are forced to get in to a shell. So, this style of leadership may take some toll in the long run. Effects of this leadership style are visible after long period. Just like a small blood clot takes time to develop in to a full-blown tumor, the side effects of this style of leadership are visible several years.

All isn’t that bad if there are some changes made within the organization to make it effective and sustainable. Some of these changes are:

1. Collaboration should be the base of every organizational value. Like they say “Results matter but people count”, similarly people’s collective contribution should be seen as key driver of growth.
2. While promoting reward for performance, it is equally important to identify process gaps that create some heroes and some followers.
3. Building trust is vital among people. Trust is built on simply “Doing what is preached and preaching what is done”.
4. If there a protagonist leader in a team, his team evaluation is to be done to identify black holes. Black holes are those gaps in relations that are often overlooked. How to identify them? They are done through better employee connect, one on one’s, round table discussions.
5. In a team if you notice unequal contributions from each team member there is a sniffing problem.
6. Learn to connect the dots. There is always a pattern of working in each team. These patterns are usually influenced by the leader. For e.g. if the manager is sincere, he comes to office on time, he ensures that there is no backlog of tasks; he ensures that his team members get enough rest, his team is usually on time at office.

There could be many more ways to deal with Protagonist style of leadership that can be applied to make it effective.

I leave you with these questions.

What kind of organization you work for? Do you have Protagonist leaders? How do you feel working with them? Do you feel inspired or otherwise? What few quick steps you could take to change that which is not positive? How could you influence those whom you report to, to create a new beginning of mutual growth, trust and peace?

Keep tuned as my next book will cover how one could lead his way even during tough situations to accomplish his goals. Coming soon “The Kaizen Goal”.


How to form and sustain New Habits!



“We first make our habits, and then our habits make us.” – John Dryden

Today we are talking about a very difficult topic, it is about forming new habits. Well, to be accurate it is about forming and sustaining new habits. Yet, this one thing if people know how to do it successfully it will make a whole new difference in their life. It could transform what they look like, what they earn, how they eat, how they exercise, how they spend, how they build their relationship and how they build their future.

Interesting? Lets continue. Before we begin I want you to mark important points in this book so that later it would come handy to revise, cos whatever is read once doesn’t always necessarily stay in the memory for long time.

The ice breaker to forming new habit is the very realization, the hunger to have a new habit. If that hunger isn’t there, forming a new habit would always be a dream or would be something half done. Take some time to identify that goal which is very important to you and write down what is that habit you want to start with and live with to help you achieve your goal, may be in short term or in long term. It could also be replacing an existing habit that is doing more of harm than doing good to you. Write it down. Then feel the need of doing it. Why do you want to form this habit. Your why will decide how long you are going to continue exercising your new habit. For instance for me, going for a jog is a habit I formed because I had put on huge weight and Doctor asked me to reduce it else I would be in trouble. Now, if you could see my picture I do not look that fat because I implemented my new habit. It wasnt easy, but as I made my resolve to do it I did it.

You may not restrict yourself to only one habit, if there are multiple new habits you want to form write them down but start working one at a time. Reason is if you start working on more than one habit at a time there is a chance that you may get overwhelmed and that would mean losing focus leading to a downward trail. Possibly prioritize the new habits and start with the top of the list.

Once this is clear the next step is to put it in a calendaring system. Include this habit lets say going for a jogging in the morning or writing a few pages for new book or reading a couple of chapters of a book every day, put them in your daily calendar. Allocate time to it. If morning doesnt suit put it in the evening but dont put it to do for a time when you would be exhausted after doing all other tasks. I prefer morning time.

Now, this is only half battle won. The next important thing to do is to visualize yourself doing that task every day very comfortably, with no pressure from within and externally. Sometimes people decicde to form new habits to make someone else happy. Doesnt work! If you feel good about doing something new then put it in your list. The visualization for 10 minutes of having in total control of that task has the power to activate your subconscious mind to create that ease and path when you actually do it the next day.

Initially you may consider setting alarm just to get you started. Later as you get used to it you wont need an external alarm, your internal system will trigger it for you. Till then use your mobile phone to set an alarm to wake you up for that task. Start with a fresh mind. Start small and expand. If you want to go for jogging and your goal is to ultimately run for marathon, start with a walk for a 1/2 hour or so and then gradually increment it after 2-3 days. Do it every day.

The next thing to do is to keep track of iterations. To successfully form a new habit you need a minumum of 21 iterations and a maximum of 90 iterations. The neurons would then build a solid path to make it automatic. If you miss out one day in between the counter re starts. Many people have breakdowns (Breakdown here is misisng the continuit). That is okay, do not blame yourself, call yourself a slug or get in to resistence mode. Just accept the miss and start over again. Starting over again just requires repeating what you did on the first day. No big deal! People have have successfully gone from Breakdowns to Breakthroughs just by taking that step and restarting.

Once you get the momentum, then it is almost automatic. Things start falling in place and when you master this skill you open up whole new possibilities of creating that future for yourself that which you never imagined before.

After completing the maximum iterations, you have formed a new habit. You can declare it. You can mark it off your list, spend some time enjoying the automatic flow and execution, then you could move on to the next habit in the list.

This way a path will be built in that will help you in achieving your goals one after another. This is the Secret that I share for you to have a deeply fulfilling life for yourself and for your loved ones. Good Luck.







How to persevere in an environment that is unfair?


One always feels neglected, pressured to work in an environment that is unfair to people or to some people. The word “Unfair” is relative and something that is unfair to someone could be fair to someone else. For instance, the caste reservation system in India may appeal to be unfair to those people who are tagged under General category of caste while those that belong to reserved class may term it as fair.

 Similarly, if there are policies in your organization that appear to be biased towards one section of the community or people one may consider himself/herself trapped at a wrong place. One may feel disadvantaged and this feeling may impact his/her growth & peace of mind. The severity of this feeling is higher than the bias in itself. A lot more damage the person would do to himself/herself than the discriminatory policy itself. By the way, sometimes it is worth re looking at the policy since it may be misunderstood and the whole concern may vaporize once you get clarification of its intent.

 Assuming there is something in your organization that you aren’t comfortable with, be it a policy issue or an environment issue, you have a choice to feel GOOD or to feel BAD about and torment yourself. Just think about this, in history, when the British ruled America or India or other countries, the native people would find themselves at disadvantage of being treated unfairly, being robbed of their wealth or being a slave to a system. If this was the feeling of an average American or an Indian and if it was to be overpowering then this feeling would have stopped many Indians and Americans from fighting for the freedom struggle. Freedom was possible only when masses of people uniting and leading a struggle for independence. People took action to resolve the situation.

Having an unfair environment around isn’t uncommon as historically it has always been there, however what a person does in this environment is crucial. If one looks around he would find a million instances of being treated unfairly or he would find people around who are the victims of being treated unfairly. Does one just sulk around with this feeling and go in withdrawal mode?


The answer could also be found in history. America has been flourishing in commerce, democracy post liberation because its people worked together for a change. Similarly, when there appears to be an unfair, judgmental environment everything that one has to do is to focus on his goals and objectives of life. Each day do one good thing that will bring in joy to self and to others. It is said that when one lets go of all the past hurt and forgives people he is set free in his mind to create new possibilities. It is like this, when the blackboard has been written in full by earlier teacher, for a new teacher there is no space to write on. To teach his subject he has to erase the earlier written text and write his matter on the blackboard. It is the same with erasing all the past hurts, resentments, judgments and starting new, afresh. Well, it isn’t easy particularly when we all have amygdala’s (a small portion of brain that functions to protect man’s existence). This amygdala will make everything possible to keep one in same state, a state of defiance, a state of be resistant. These states create a lot of stress, anxiety and take away power from the person. The slate needs to be cleared and hence forgiving a person of any past hurt, letting go of the resentment will clean it up. A clear mind will create infinite new possibilities, the possibilities of new opportunities, good health, good relationships, new hobbies, vacations, fulfillment & peace. Yet, many find it difficult to accomplish this state since they do not wish to let go the story that has been running in their mind for decades. Since, if they let go of the decade they wouldn’t have anything to blame for not taking any action. Yet, this is the only way to achieve total freedom and fulfillment. It is a matter of choosing new possibilities over the holding on to past hurts. The past is gone except that in mind it is still present and still you feel vulnerable though the event has elapsed long back. Clear mind of the cloud of the past and the present becomes richer and fuller while the future is full of new opportunities.

Perseverance in the face of obstacles is possible by clearing the past baggage. Considering that living in an environment that is challenging is also an advantage as living in this environment struggling to be what you want to be will transform you to a new person, one that is full of possibilities. It is better to change the eye lens than the object itself.

How to predict future?



“Imagination is more important than knowledge” – Albert Einstein

A lot has been done to travel in time to the future or in past. Yet, the real working machine hasn’t been built yet. So, if any living being on this planet cannot travel to the future is there any way to get our mind there, see how it looks like and prepare for it?

Scientists around the world, quantum physicist point to the possibility of taking our mind in the future. One such example is of the moon landing mission way back in the 20th century. Everyone knows Lance Armstrong and Aldrin who set their foot on the moon, however very few people know what really went in to make this mission possible. At that time rarely someone would have thought of putting the human race on moon. In fact they also took a monkey, but that was a fact that it was hard to imagine landing on moon. How did NASA and its scientist think of getting there?

What they did was going in to the future to predict how it would feel like to be on moon, its atmosphere, what would be the  force exerted on its surface similar to gravitational force exerted on earth, would there be oxygen. Lance Armstrong once shared that there were only 2 questions they were working on while planning the mission. One is how to get there and the second is once we get there how to get out safely.

The future prediction seems impossible to us and what we think of future is an excerpt of the past. For e.g. if you have to imagine how would the world look like 20 years from now. One would still imagine cars plying with more speed, more automated, population would have grown 10 times, scarcity of resources, man would have built colonies on moon or possibly on Mars, a few more billionaires would be added to the list and a few would be deleted. This is the picture people would have, could a bit rosy for some a bit gloomy for others. However, one element in all these predictions of the future that is common is an element of past. In this example there is an underlying assumption that cars would continue to be there because they have been for several decades now, people would go to moon in large numbers since someone has already gone there, Voyager has reached Mars, so there is also the possibility to reach there and population has always been growing.

If the people who designed the moon landing mission would have thought this way they would have only thought of making better airplanes, may be super-sonic planes to travel faster. If Edison wouldn’t have imagined how it would be have electric bulb we wouldn’t have lived the way we are living now.

So, how did these people predict something that is totally different from the past?

It is the prediction of future model. The secret of predicting future almost accurately is in seeing it from the future, by being in to the future, taking our mind off the history and imagining a totally new possibility.

How to imagine something that doesn’t exist?

The first step is accepting that it is possible to create something that doesn’t exist today however it doesn’t mean it cannot be created. This universe has hidden infinite creations that haven’t been unfolded yet. Even if every person thinks of something new, still he cannot cover the infinite possible new creations. So the scope of future creativity is huge. It is like pumping out water from the ocean, the ocean will never run dry.

The second step is letting go of past inhibiting or limiting thoughts. If a person has been earning 1000$ a month, he is habituated to think that he could max go up to 5000$ a month, he could hardly think of himself earning in the future 100,000$ a month. It would seem unreal to him because there is a blueprint he has in his mind about himself that is stopping him from stretching in thinking and hence in action. To stop this inhibiting pattern consciously think of thoughts that come from the universal source that is infinite. I always make a point to stretch my arms facing the ocean to receive the divine infinite wisdom from it since the ocean is a symbol of infinite source.

The third step is to meditate. This is the single most powerful state to practice. Meditation is looking within to find the infinite source of information and energy. Our Neuro thoughts can reach till the surface of moon (it has been proven scientifically). There’s sea wisdom within our mind that we need to tap in. Meditation facilitates this tapping. Once people practice meditation regularly with focus, they get what we call intuitions and these intuitions are ideas that could be coming from the future. They seem unreal, they seem not in line with the present circumstances, yet they are potentially the future creations. Has it happened with you that you had a real great day and you were holding some desire in mind to happen in future and you put yourself in happy state and suddenly some idea strikes your mind? This is coming from the future. It isn’t common though to receive these ideas because there is a mental barrier of rational thinking (which by the way is good, however needs to be let loose sometimes). This barrier has to be impregnated to reach out to the future. When you receive ideas keep a pen and a diary ready to note it since human brain cannot retain any idea which is not recorded over ~27 seconds.

The last step is to act on the intuition. This requires trusting your idea, and working on it. Initially you would do something about it but within a space of doubt. This doesn’t work. Doubt hampers the creation. Faith clears it. Take a few every day steps to work on your idea of the future. Create a simulator to transform your idea in to current reality.  

Our brain has pre mapped Neuro paths that make us habitual, we use the same hand to brush our teeth or tie the show lace. Similarly our Neuro path related to creating something new hasn’t been created and to create it follow the above 4 steps every day and experience the difference.

How to ride the recessionary tide?



Recession is on every persons mind these days. Since 2008 the job market hasn’t been doing good globally, except in some sectors or in some countries. The earning potential of an average earner has gone down due to cost cuts by large & small organizations. The annual inflation of 6-8% is eating away the value of dollar, pound, sterling, Yuan, Rupee every year. Human population on the earth is growing almost at same rate as before and in some countries even faster. That means demand for resources is on the rise. Depletion of natural resources (pure air, land, water, plants, minerals) is causing rise in prices of consumable items. Unplanned expense adding burden to the monthly budget. Tax burden cutting the net salary available to spend. The recessionary tide doesn’t seem to be easing out since past 5 years and how long would it continue is left for anyone to guess.

Though the problems of recessionary economic conditions look distressful, there are ways to ride on this recessionary tide. Surfers usually ride on the surfing board in sea till the point they cannot surf ahead. Then what do they do? They wait for the big tide to come along to ride underneath it using its force to navigate. This practice is now extended to ride the financial tide. Let us look at it in detail.

 Many people expect miracles to happen with economy. miracles happen, however they are rare. If there is one in 10 million chance of winning a lottery why waste time.

Solution to riding the economic tide of recession is distributed in easy steps.

Step1. Calculate your net worth. While most people aren’t aware of how to calculate their net worth let me give you a simple way to calculate it. Have pen and paper handy. Write down all the assets (current property value, cash, bank balance, current value of your investments in mutual funds, stocks, bonds, current value of gold, silver etc). Sum it up. The write down what you owe. How much is the balance loan amount – personal, home or commodity loan or any other outstanding. Subtract the assets total from the debt total, that will give you your net worth. If your net worth is close to zero you aren’t saving enough or you have taken loans that are beyond your capacity to digest.

Step2. Once you know your net worth, look at what returns you are making from your investments. If you have a home in addition to where you are living, check if it is giving you a return of 5-6% minimum of the property value as rent. If not, then re-rent it or sell it. People hold on to their property waiting for the ideal price and that rarely happens. If your property is worth say 100,000$ which these days might be the lowest price in most of the towns. When you sell it and earn a handsome cash, this cash now can be deployed to income generating sources. Divide investments in to 3 buckets. viz. aspirations bucket, Growth bucket and safety bucket. Invest 1/3rd of the amount in high returns and high risk avenues like buying blue chip companies bonds (*they should be high trade volumes). China has booming housing demand. You may consider buying a commercial property in Shanghai. It will give a decent cash flow. Yet another good investment is buying foreclosure property and selling it at a premium price. You do not have to invest in to entire price of the property. Consider funding a business (*Do it with the help of someone who has already done it successfully). The second bucket is an investment in Gold, or land or food. You may consider setting up small kiosks (coffee/coke vending machines). This  investment will also generate cash flow. The third bucket is safety bucket. Put 1/3rd of your money in government bonds, fixed deposits. If you aren’t in job you could incorporate yourself and get tax advantages on the income you draw from your business.

Step3. Look at alternative means of income generation. Work part-time. Working 2 hours part-time every day will give you an extra income of 5 days in a month. If you are earning say 3000$ a month, working 2 hours extra gives you an additional cash of 600$ a month. Not bad isn’t it. This is the minimum you could earn. Extra 600$ means it will take care of your monthly food expense, travel if you are taking bus or train plus it will leave you some spare cash.

Step4. Work on your skills. Most people do not know when they polished their axe. Their skills are outdated and they are less productive. Spend some time polishing or brushing up the skills you get paid for. Along with it acquire new skills. If you optimize on 1 hour each day and spend 1/2 hour learning new skills you will easily acquire a new skill in 3 months. You increase the probability of landing a better job, better pay or creating your own job.

Step5. Work on your body. If you are overweight, you are carrying extra weight, extra lethargic attitude, extra discomfort with you. It will always limit your potential to grow. Spend at least 1/2 hour exercising. You could join a gym, yoga class or simply run in the morning. This will give you that extra energy you need to go extra mile in your career.

Step6. Keep a tab on expenses. Divide them in to Absolute Must, Desirable and Luxury. Spending on grocery is a must, spending on medical expenses is a must. An absolute must is an expense bucket which is without money will make your living impossible or uncomfortable.

The desirable expense is paying for cable TV, dining out expense. The last bucket is expense on a cruise, on dining in 5 star hotel, on buying Armani coats, on buying Tag Heuer watch.

 Use the golden rule. Create an asset to pay for liabilities.

Step7. Form a habit. To acquire new skills, to do the workout, to invest regularly a habit is required. It requires a character to resist temptations to buy expensive items. Set goals and accomplish them through executing daily tasks. This will create momentum and take you closer to the realization of goals. Read books.

These 7 steps are the steps for riding the recessionary tide. Good Luck!

Apply Law of Probabilities

law of probability


I don’t believe in providence and fate, as a technologist I am used to reckoning with the formulae of probability. – Max Frisch


When in school we all studied the Law of probabilities. This law states that the possibility of a number to occur at any given time is 1/(The total count of the numbers). That means if the expected outcome of an action is positive, negative or neutral, the probability of outcome being positive is 1/3rd.

This law is crucially considered to decide the outcome of an event, action or process to know what are the chances of the outcome favoring the seeker. In other words if you presented an idea to your manager to increase productivity of the team and 2 of your colleagues also submitted ideas, the probability of your idea getting selected is 1/3rd unless the manager decides to select all 3. Similarly if you are in sales and you are out on the field to sell your product, not everyone’s going to buy it. If you talk to 10 people in a day, and for this product the ratio of prospect converting to customer is 1:10 then 1/10th is the probability.

The law of probability is useful in preparing action plan to meet the target. If the target is to get 5 customers each day and the conversion ratio is 1:10 then you ought to meet and talk to 50 people to have 5 customers. If you need some funding for your project or raise money for charity, you have to use this law to ensure that you reach your target. It is a myth that those who do well in sales are great  in presentation. They are able to close most of the prospects. Some people may have mastered the art of presentation and closing, however the secret of their high sale is they simply talk to more people.

If you want to succeed in exam, you have to solve sample papers at least 10 times to get better at the subject. Your probability of solving the test paper successfully is high.

How does law of probability help in reducing risk?

Risks are integral part of life. Risk becomes an issue if it is not anticipated and mitigated. The law of probability predicts the occurrence, the higher the probability of occurrence the greater is the focus given on the risk to mitigate.

Share prices roll on the stock market and their volatility is a cause of concern for many investors. A decision could mean a gain of millions or even billions of dollars or loss of it. Fortunes could turn tables with a single decision. This decision is taken based on the analytic recommendations and historical performance. The law of probabilities support the decision to buy or sell a scrip based on its probability to outperform its price considering number of variables that influence its price movement viz. index movement, govt. policy change, demand for the product in market, law of nature.

Thomas Edison failed a 1000 times before he invented the light bulb. Every failure he stated that he got closer to the solution, because the probability of success increased as he kept failing. Similarly if you are at a goal to achieve something in your life and aren’t being successful in achieving your goal, it only means that god wants you to try a couple of more times before you embrace success. That is the reason failure is considered to be stepping stone for success.

When the most successful surgeon is asked about how does he ensure that he succeeds operating a critical patient, he always mentions that his experience suggests 99% probability that he will be able to do well. The 1% probability of failure is there, however it is rare in occurrence.

To cut down the probability of failures one must:

Increase their numbers, increase number of rejects to get a Yes from the prospect.

Solve more number of papers to increase probability of answering the exam paper well.

Do more iterations of action to get closer to desired result.

If you want to find an address, what do you do? You ask people on the road for direction. You go a little ahead and then again you ask one more person. Why? To increase probability of being in right direction.

Cricket batsman or bowlers practice several times before they play real game. Practice reduces the probability of hitting a wrong shot or bowling a loose ball.

The astronauts are put in simulator for months before they actually go on mission. The simulated environment makes them prepared for the possible challenges they would face while in space.

Mastering the law of probability is a step closer to success. It gives a definite direction to take action to produce desired result. Apply law of probability in daily life.

To know what it would take to succeed at any goal ask yourself.

  • What is my specific goal. Is it to make 3 new customers every day or make 2 goals in a match.
  • What is the probability of succeeding? One in 10 for making new customers. Or Out of 10 ball kicks you hit the goal post twice.
  • What do you need to do to meet your goal? Talk to 30 new people every day or hit the ball towards goal post 10 times at the least.

Then prepare daily TO-DO list based on these numbers and execute them every day. This is a sure shot way to succeed in any challenging task that is bound up by uncertainties.

To know more insight to SUCCESS in Life, visit

Sell, don’t beg!


Selling is the world’s oldest profession. For several centuries people worked this profession to make a living. Apart from being one of the oldest profession it is one of the only profession that has transformed people’s lives beyond imagination. Yet sales is considered not to be the most preferred profession in the world.

In reality we all are selling something or the other. A child most dramatically sells his need to have an expensive toy, aging parents sell their need for support, husband sells his desire to get his tea to his wife, wife sells her desire to have a beautiful golden necklace. At office we all sell our needs to grow, get salary hike or a long due promotion. We also sell our desire to go on vacation. So, sales is not just limited to people who are tagged as Sales executives.

Why selling is important?
To understand it’s importance let’s look at what is termed as selling. Selling is a basic human need and nature to communicate availability of an item, service, emotion or support that he intends to offer to fulfil other persons needs or desires making it a win win proposition for both to live a deeply fulfilling life.

My god, this isn’t what we heard about sales. However that is exactly what sales per say is. Selling doesn’t mean dumping something on someone to benefit. That is a win-loose proposition. It doesn’t work for long. However it is the job of the sales person to unearth the real need of the person that which he may be aware of or more so that which he is unaware of. Why? The reason is humans are meant to live together by helping, sharing and loving each other.
That is possible only by exchanging what they have. Let’s look at some examples. You need a grocer to give you grocery so that you could prepare your food, you give him money which by the way is exchange item or exchange energy. You work for a company and offer your service to them helping them service their customers needs. They exchange  your service by paying you a salary. Similarly people in sales profession exchange their item, service or support with a payment from the buyer.

How to be a top sales person?

To reach top of the ladder requires certain disciplines. Let’s unfold these disciplines.

Step1. Choose to be sales person. If you aren’t sure ask yourself what is the other area I like to work in order to have a deeply fulfilling work life. Set your goals. Once you choose sales as a medium of your genuine growth and fulfillment then you move to next step. Simply taking a sales job because this was the only available will take you to wrong direction.

Step2. Connect with your product or service.
Before selling the product to someone you have to sell it to yourself. Buy the product, use it, feel how it feels to use it. Know what it can do for you, what difference it makes to your life. If it feels great to you it will sell well to other’s. If you cannot buy it because it’s price is way too high, request your company for a sample. Use the sample. Then look at who would benefit the most by using this product. There is an obvious segment of people who need it. This will give you the focus on applying your time and energy for the prospective buyers. However it is difficult to prospect every time. Advertisement helps to reach out to prospective buyers. Give a presentation to the prospect. Your enthusiasm and conviction is what they will connect to. Give a sample of your product or if you are selling service volunteer one free service. Sampling is one of the best techniques to close prospect. Joe Girard holds Guinness book of world records for highest sale of motor vehicles for consecutive 12 years. He has sold over 12000 vehicles. He recommends selling is an art to connect and bond with people. Joe states that more than what product the customer is buying he is making decision to buy because he trusts the salesperson. This must be the focus area. That is why your physical appearance, manners, nature matter a lot in closing the sale.

Step3. Closing. People do phenomenal presentation but in the end they say “did you like the presentation?”. That is doubting yourself. If you want to be modest you could add ‘This presentation is all what I have learnt and experienced over a period of time, I am sure there could be some things to be added, yet it will give you fair idea about our product or service’. Closing has to be direct. Some people do whole presentation and do not know how to close. They either feel shy or scared to ask the final question. Yes, the question that will decide whether the prospect gets converted to a buyer or walks away. How to close the deal? Be direct. For e.g. if you are selling a mobile phone ask ‘which model did you choose to buy?’ Or if you are selling service you could close with ‘when do we sign the contract’ or if you have given options ‘which of these service’s would you like to buy’. Then take a pause and let the prospect respond. If he has liked your product he will choose and tell you what he is buying. If he is still undecided you can ask him what will it take to decide. This will give you a chance to unearth if he has some questions. If he is still not sure, thank him for his time, give your card and with gentle words ‘This is my card, once you make your decision just give me a call and I will be most happy to help’.

Step4. After sales followup. This is very critical. Pennies in sale and fortune in a followup quotes America’s most popular philosopher Jim Rohn. Follow up you give affirms your care for the customer. The followup has to be within 24 hours of your meeting as the persons memory of the event and his enthusiasm or connection of the event is active for this period after which it fades. It doesn’t mean he won’t recollect your meeting him, however his enthusiasm would have died down. Make your customer feel special. Joe Girard had his own way of making customers feel special. He had tied up with mailing company to send about 12 greeting cards to his customers, one for each occasion, the thanksgiving, the Halloween, the Christmas and birthday. He personally signed the card. People remembered him always due to this and they also referred him to their friends, family.

If you follow these basic steps you will have tremendous fan following, your sales figures will triple, quadruple. Soon you will do better than other’s. Consistency has its own rewards. Be consistent.

There are many more tools for rising to the top, since this is an introductory blog we will stop here. If you need further tips write to me on Good Luck.