1. Everyone have two Eyes ... But No one has the same View... 2. The most important quality of successful people is their willingness to change... 3. Human beings are very strange. They have ego of their knowledge but, they don't have knowledge of their ego. 4. People who judge do not matter. People who matter do not judge. 5. Alphabet "O" stands for Opportunity which is absent inYesterday", Available only once in "Today" And thrice in "Tomorrow". 6. "Pain is Unavoidable but, Suffering is Optional.." 7. Never ignore a person who loves and cares for you, because one day you may realize that you've lost the moon while counting the stars. 8. Sometimes life doesn't give you something you want, not because you don't deserve it, but because you deserve more. 9. If the Road is Beautiful then worry About the Destination, But if the Destination is Beautiful, Then Don't Worry About The Road!
Have you read this before? Discover the 90/10 Principle. It will change your life (at least the way you react to situations). What is this principle?
10% of life is made up of what happens to you. 90% of life is decided by how you react. What does this mean?
We really have no control over 10% of what happens to us. We cannot stop the car from breaking down. The plane will be late arriving, which throws our whole schedule off. A driver may cut us off in traffic. We have no control over this 10%. The other 90% is different. You determine the other 90%.
How? By your reaction. You cannot control a red light, but you can control your reaction. Don’t let people fool you; YOU can control how you react.
Let’s use an example.
You are eating breakfast with your family. Your daughter knocks over a cup of coffee onto your business shirt. You have no control over what just what happened. What happens when the next will be determined by how you react.You curse. You harshly scold your daughter for knocking the cup over.
She breaks down in tears. After scolding her, you turn to your spouse and criticize her for placing the cup too close to the edge of the table. A short verbal battle follows. You storm upstairs and change your shirt. Back downstairs, you find your daughter has been too busy crying to finish breakfast and get ready for school. She misses the bus. Your spouse must leave immediately for work.
You rush to the car and drive your daughter to school. Because you are late, you drive 40 miles an hour in a 30 mph speed limit. After a 15-minute delay and throwing Rs. 200/- traffic fine away, you arrive at school. Your daughter runs into the building without saying goodbye. After arriving at the office 20 minutes late, you find you forgot your briefcase. Your day has started terrible. As it continues, it seems to get worse and worse. You look forward to coming home, When you arrive home, you find small wedge in your relationship with your spouse and daughter.
Why? Because of how you reacted in the morning. Why did you have a bad day?
A) Did the coffee cause it?
B) Did your daughter cause it?
C) Did the policeman cause it?
D) Did you cause it?
The answer is “D”.
You had no control over what happened with the coffee.
How you reacted in those 5 seconds is what caused your bad day. Here is what could have and should have happened.
Coffee splashes over you. Your daughter is about to cry. You gently say, “It’s ok honey, you just need, to be more careful next time”. Grabbing a towel you rush upstairs. After grabbing a new shirt and your briefcase, you come back down in time to look through the window and see your child getting on the bus. She turns and waves. You arrive 5 minutes early and cheerfully greet the staff. Your boss comments on how good the day you are having.
Notice the difference?
Two different scenarios. Both started the same. Both ended different.
Why? Because of how you REACTED.
You really do not have any control over 10% of what happens. The other 90% was determined by your reaction.
Here are some ways to apply the 90/10 principle.
If someone says something negative about you, don’t be a sponge. Let the attack roll off like water on glass. You don’t have to let the negative comment affect you! React properly and it will not ruin your day. A wrong reaction could result in losing a friend, being fired, getting stressed out etc.
How do you react if someone cuts you off in traffic? Do you lose your temper? Pound on the steering wheel? A friend of mine had the steering wheel fall off)
Do you curse? Does your blood pressure skyrocket? Do you try and bump them? WHO CARES if you arrive ten seconds later at work? Why let the cars ruin your drive?
Remember the 90/10 principle, and do not worry about it.
You are told you lost your job. Why lose sleep and get irritated? It will work out. Use your worrying energy and time into finding another job.The plane is late; it is going to mangle your schedule for the day. Why take out your frustration on the flight attendant? She has no control over what is going on. Use your time to study, get to know the other passenger.
Why get stressed out? It will just make things worse. Now you know the 90-10 principle. Apply it and you will be amazed at the results. You will lose nothing if you try it.
The 90-10 principle is incredible. Very few know and apply this principle.
The result? Millions of people are suffering from undeserved stress, trials, problems and heartache.
Author: Stephen Covey (Management Guru)
There’s a proverb in Japan that literally translates as “Not dressing up the meal with color is like sending someone out of the house without clothes.” Traditional Japanese meals use food items that are red, green, yellow, white and black in colour to give the food an aesthetic appeal and reflect the nature of the seasons. Compare a platter of sushi or a bento box to a hamburger and fries (although the latter is perceived as delicious and can be wolfed down) the former is a work of art that has to be appreciated like art. Go slow, take small bites, relish every flavour.
Break down your meal into smaller portions, this way you can enjoy a greater variety of foods.
Or Hara hachi bunme as it is said in Japanese. The idea is to reinforce the eating of smaller portions. We have been raised to eat until we are absolutely full so that we don’t feel hungry later. However it’s better to not stuff ourselves and only eat until we feel adequately full.
Following the 80% rule discussed above, a light dinner puts less pressure on your intestines and allows you to digest your food in your sleep. Heavy meals can sometimes make you wake up feeling full in the morning and this upsets your routine when you skip breakfast.
Rice is a low fat complex carbohydrate that helps fill you up on lower calories (small bowl of rice has lesser calories than two slices of bread) This will not keep you hungry and craving for snacks right after your meal.
Preferably of different colours if you are like a Japanese lady who has an OCD.
Now that you’re sorted with vegetables being part of your meal and are ready to dig in, beeline for the veggies first!
Japanese favourites like salmon, mackerel, fresh tuna, sardines and herring are a rich source of Omega 3 fatty acids which are known for their heart-health and mood boosting benefits. The island nation accounts for 2% of the worlds population but consumes 10% of the worlds fish.
Fermented foods such as Yoghurt, dahi, Miso (fermented soy bean paste) and Tofu control high blood sugar levels. They support and strengthen immune and digestive systems, preventing diseases such as cancer.
When consumed in moderation, soy products like Tofu and Edamame beans which are rich in protein are a good vegetarian alternative for red meat as they have little or no saturated fat.
Desserts in Japan are usually beautifully decorated plates with sliced fresh fruit of the season. Like vegetables, a variety of fruits should be eaten.
Green tea is low in calories and caffeine which makes it an excellent alternative to coffee and other creamy beverages. It aids digestion and the anti-oxidants it contains helps to clear the system of any toxins.
The Japanese diet seems to be very strict and you might think its a routine for skinny supermodels, but there is always room to indulge. The Japanese love western sweets and dark chocolate but if you notice, they are very small.
Choosing the right prospect, to invest your sales energies, is one of the biggest execution challenges. All of us have heard and read volumes, about importance of TIME. Wisdom of time is the key, to build any successful sales career.
Through this article, I wish to share my observations of investing our sales energies at the right prospect.
- Choosing the right prospect, for making first level contact and decision to invest more sales energies on that particular prospect, is as key as, defining our target customers, at strategic level.
- Choosing wrong prospect to invest your energies, will be a double loss. 1. Your sales energies go in vain, 2. You loose an opportunity to focus on, truly potential prospect.
- We hardly witness over 20/30% conversion of prospect to order in many situations, because, we don’t choose our prospect scientifically.
Principles of choosing the right prospect to invest your sales energies:
Finding a fit between product life cycle and customer class
- Your prospect selection should be based on your product or organization stage.
- The class of customers you must be focusing on at each stage is mentioned in Image A.
- Please read more on the class of customers to understand the nature of each class of customer.
Core Benefit Analysis:
- Keep evaluate the prospect based on the core benefit. Do they really reduce significant pain by choosing our offerings or do the enjoy enough pleasure?
- The ultimate benefit of any product or service is based on two core emotional benefits: Pain and Pleasure. The benefit analysis can be done at various levels. One such example is mentioned below, for two different offerings: 1. Audit firm offering Compliance Service 2. A Cafe offering chocolate tea.
- The insights from the above analysis, can also be used to define the one of our sales and marketing communication.
Choose prospect based on facts and data not on convenience or mere hope
- Many fail as, most of our choices made, are based on convenience or assumptions or hope but not on logic, facts and data.
- Mandate profiling of existing customers and learn their different characteristics to improve your definition of new prospects. If you don’t have any existing clients, start with the core benefits of your offering and define the prospect profile and characteristics.
- Encourage your teams to invest time in collecting more facts about your prospect that satisfies the characteristics of your existing customer or target customer.
Choosing a prospect based on convenience, is waste of time; Choosing a prospect based on assumptions / hope is, spend of time; Choosing a prospect based on data and facts, is investment of time.
Hope you find this article worth reading.
#sales #customer #prospect #TheSalesExperiements #MRSalesLab