So my name is, Mohammad Ghaddar. I am, a sales, account manager. And my guess, my guess is middle East for intelligent connectivity and systems. This company has been established in 1995. I joined the company two years back, and we are doing, home automation and smart systems, and we have another division for, structured cabling.
00:00:34:07 – 00:00:57:06
My study are, management information system, am I? Yes, I miss. What else? No. So. So from miss you. Then, how did you get to to come to Dubai? What were some of the previous experiences you’ve had? I’ve been before, and, and, in the business field and general in general, I’ve been in Africa before.
00:00:57:12 – 00:01:24:09
I was working for, a company, a group of companies. So which part of Africa? I was in Central Africa. Congo? It’s, Gabon government. Okay. I, I’ve been in many countries. So this group of company has business in Central Africa, in Cameroon, Gabon and Congo. And I was working, in the administration. I was managing sales boss.
00:01:24:09 – 00:01:47:03
I’ve never been as a sales representative on the floor. On the ground. So was it a retail outlet that you were. It was a wholesale. Wholesale is a a group of business. So they have many things. One of them was related to the field we are doing now. So it is an electrical, distributor of, some brands, without naming the brands.
00:01:47:05 – 00:02:13:06
So this was a vertical and the company had a division in the company, and they were, they were doing, construction and and as development. And they were doing as well. Renting spaces or building, big commercial towers and offices and renting through a very well known, brand, office renting rental. Okay.
00:02:13:08 – 00:02:47:08
And they had, steel manufacturing as well. So I was in the administration with, with the owner of the company. My work was totally different because, you know, when you are seeing the things from, different, perspective or angle, I was dealing with the sales representatives. I was getting the reports from them. I was attending the meeting and guiding them with the administration how to do the strategies and, the vision of the company.
00:02:47:10 – 00:03:09:24
But I have never work as a sales representative on the ground. This is my first experience here. And. Yes. Wonderful. So it was a, Have you ever done sales training before attending this course? No, this is the my first time. The first time was that I was the first with an office. You know what you said in the testimonial?
00:03:10:00 – 00:03:44:19
You know, I didn’t know what I didn’t know. Exact sales. Is has this rules or these, the structure. But I didn’t know that they’re needed. Didn’t realize or we do something that, that we don’t pay attention, that we are doing. All right. And what is the purpose of doing this? Correct. And how? So basically, people watching us today, what we want to help them realize is, you know, how imagine you’re talking to yourself before you took the course.
00:03:44:21 – 00:04:19:20
What would you tell yourself. So I’m talking to myself. Let’s say it was it has been started in September. Yes. Let’s, let’s say you’re talking to my husband. August. Exactly. And August, there is a big difference. Yeah. What’s the difference? As I mentioned before, in some testimonials, it is it is not concepts that we collected from the course or, ideas that we it is it is a cycle of things starting from the believes until the, closing the deal and getting a referral as well.
00:04:19:22 – 00:04:45:03
Yeah. So, yes, day after another and week after another week. We, we get to the pay attention that things can go in a structured way. Everyone on it’s on my own personal level, I have beliefs and lives. Yeah. Because this is the driver of your mind. Yes. What you are thinking about. And this is what you mentioned in the course, and this is something that you really it’s highlighted for you.
00:04:45:03 – 00:05:07:17
Yes. I have beliefs as a normal person, not as a sales, representative or as someone who’s, managing accounts. Not I have my own beliefs. This is what motivating me in life. This is what is driving me in life. So in the, in the business and, in the work, you have to believe. You have to believe the product you are selling.
00:05:07:17 – 00:05:33:00
For example, you have to, to have this idea that your product, whatever is the product, first of all, you have to be convinced about your the product you are selling. So this is what it comes from. If you don’t believe your product you have to see another thing to sell. Yeah. Something you know if you are not, if you are not believing that this product deserves has the value regardless to the price, it can be cheap.
00:05:33:00 – 00:05:59:04
It can be expensive regardless to what you are doing. What is the field you are working. And that’s this, this product. You have to know that it has value and it’s serving your client for something he needs in his life. So you have to be confident that, yes, I have this, basics. And I have all the potential to solve the problem for, for my client.
00:05:59:10 – 00:06:29:02
Because what the client is expecting from me is he has a pain, right? And this pain is to, he’s he’s looking for someone to to make it again for him. Right. You mentioned something. And the course I really remember about it, and I have it in mind that the people are working or, they are they are, moving according to one step forward and one step back.
00:06:29:04 – 00:06:53:04
Right. So the the pain is getting getting them back or pushing, pulling them back. And, the game is pushing them forward. So this is very important if you’re if you’re solving a problem for your client and you are able you believe in yourself. So, you can close any deal regarding, regardless to the how big is the deal it is?
00:06:53:07 – 00:07:16:12
You’re working, for example, on my field, I’m doing home automation and smart system. There’s many skills for the project. I can I can be serving, and, and user as, villa owner, and I can be serving a developer who has a complex of villas. So regardless to how what is the scale of the job you are working on?
00:07:16:14 – 00:07:42:12
Essentially and mainly you have to know what is the need of the client, and you have to be confident about yourself that I can or if I can’t, I don’t have the product that I can, promote or I can fill this this need. I can be helpful, maybe an advice. And if you need to say something. No human relation I, I, I took my time and I do doing the.
00:07:42:13 – 00:07:59:23
If you give me the space to talk, I will talk. And I will not give you ask questions. No. But I remember one of the things you spoke about is the the laws of influence. So, so the, the concept of liking, the concept of reciprocity. Exactly. At the end when you is what I this is what I like the most.
00:07:59:23 – 00:08:22:15
Yeah. The reciprocity. Yeah. So tell me more about that. About the reciprocity. Yeah. So it’s a belief you know, now what we are doing on a daily basis. Yes. This reciprocity was I liked the term you used in the course okay. Reciprocity. You you get what you give. And if we if we dive deeply into this theory, we will find out that we are doing it, since our childhood.
00:08:22:15 – 00:08:45:00
Absolutely. Without a parent with our, I remember that in my childhood there was a concept or, because I was, always being in the first class. And so there was a concept, if you do it better this time, you will get this. I was doing my best to to bring the best results to get this thing.
00:08:45:00 – 00:09:20:01
So this reciprocity concept is existing in life in general. And it is very important in our, and our profession as, as sales representatives or as, people serving, and other people. What is the, the, the main, purpose of reciprocity and where we are using it, we are using it, for example, when we are helping other people to grow together, it’s not always about getting sales and, closing deals and, having numbers.
00:09:20:01 – 00:09:41:00
No, it’s about, how to build this relation with your client. Sometimes you cannot match his expectation. You cannot, serve and fulfill the need. So yes, I can I can, for example, refer him to someone else. Hello. We are distributor for, some, tier one brands. Sometimes the budget is not matching our brands. Is not. It’s not.
00:09:41:00 – 00:10:00:13
Can not match the budget of, of the client. So I can refer to other, supply people in the market. We can introduce someone else. And this introduction. So for sure. Have you done that? Have you had any I know you’ve had. Can you tell me about a story like that. Yeah I have I had a case.
00:10:00:13 – 00:10:28:05
We have been approached by, system integrator new, a new born company in this market, and, they, they visited us previously. They have a long, long experience in this field, but in another country. So they approached us for a specific item. And, we are the distributor of this specific item and this specific brand. Like any inquiry, any normal inquiry, someone else is coming to you.
00:10:28:05 – 00:10:51:12
We serve them. We knew that they have, direct, communication with the vendor since, a long time ago. So I kept following with them, until we we got, they visited us many times, and, we we made an introduction, a presentation about what we have, what we are doing. What are the brands that.
00:10:51:12 – 00:11:13:02
Can I introduce to them all the brands? What? We are doing a presentation about the history of. Because what we are able to be helpful and for, value as a witness to the value of the company. I was good in building a relation with them. The procedure was random because I wasn’t aware that there is a structure, but it was random and it was successful.
00:11:13:02 – 00:11:38:18
Later on, they started to give me a business, and during the course the business was coming. During the course, we I remember that we reached this level of talking about the referral and the reciprocity theory. Yeah. And this was interesting. So I was thinking, you remember that my manager was in the course. I told him why we cannot do this with this client I was talking about.
00:11:38:20 – 00:12:02:22
So he told me, yes of course. Because look as, as Mike us, we’ve been in the market since 1995. We started as integrator. Now we are doing distribution business. So we’re getting a lot of inquiries from and the clients. We try our best because we believe that we are more interested in shifting the the business to distribution ship.
00:12:02:24 – 00:12:33:01
So we are getting a lot of, individual inquiries, what we are doing, if we are having a really loyal account that are giving us business, what we are doing is just trying to help them, to support them. So what we are doing is introducing this integrators as partners to these people who are approaching us. And and by coincidence, these people are coming from as a referral from all the projects.
00:12:33:03 – 00:12:56:01
So the the people that we have done a lot of projects before. Yes. And with VIP people and they have cousins, they have family, they have now after 30 years they have some building their own villas son, who’s doing their own kids are doing their own villas now. So they are getting back to us. We prefer usually to, to introduce someone else.
00:12:56:01 – 00:13:25:19
So this is what I did with these people I introduced. I got two inquiries from other from, yes. Apartment penthouse owners. Okay. And I just gave them a call. I told them, look, I’ve been approached from these people. Please feel free to, call them. To call them, to tell them that, I, Mohammad Hamad gave me your number and, take it from there.
00:13:25:21 – 00:13:44:04
And at the end we have we will see the, the client is really interested in, in our products range and our product line. So you can work with them closely and we’ll, we’ll finalize it together and this is what happened. So how did this so what impact did this have on that relationship and what happened as a result of it?
00:13:44:04 – 00:14:11:19
It’s improving the trust and the relation and because they will feel that we are dealing with someone who is getting about us. Yeah. And this is the, the most important thing. And building a relation in the sales field or in, in the, in your, in your life in general. You need this trust. Yes. You have you have to to show people that I care about you.
00:14:11:19 – 00:14:34:19
Yeah. Okay. I don’t want just to succeed personally and, getting numbers from you and letting you just, be. Yeah, do do whatever you want and not. I care about you. I want you to grow with me. Your success is it is a win win situation or. Yes. So it is really good to to achieve this concept of reciprocity.
00:14:34:21 – 00:15:01:09
One more thing that I, you know, about, about the reciprocity. One more thing that I want to, yes, this reciprocity you applied between. Between us. Between us? Yes. As, promised promise and Mohamed. Yes. As Lamas Academy and Nichols. So you showed me this, reciprocity in the course directly, but you showed it to me also as, as a real example.
00:15:01:11 – 00:15:26:21
So, I remember that, one one of the sessions we were, we were socializing with other guests coming here, and one of the guests was, interior designers. And you, you just, that this connection between, between me and an interior designer, and I’m trying to build a relation with them. So this this, I appreciated this, thing.
00:15:26:23 – 00:15:51:00
Seriously and appreciated. And, I told myself this is how the things are, are going on. So when I started sharing my, testimonials on social media, one of my clients is following me, and she’s an interior designer as well. And she liked the concept. She told me, oh, Muhammad, you’re you’re doing something great. What is this?
00:15:51:00 – 00:16:14:24
I’m curious to know about it, I told her great. Like, you know, when the lamp is, light bulb, light bulb. So I told myself. Yes, let me let me do. The reciprocity was wrong. He introduced me to interior designer. I will bring this interior designer and let her know about the course. So, later on, when when she will watch this video, she will know you.
00:16:15:01 – 00:16:36:14
Not. It is. You are intermediate and helping two people. She’s interesting. Interested? She’s showing interest. I invited her for, for sure. I coordinated with you, and I invited her to attend the course, and she, she was, She was amazing. You like. She loved it. And you’re like, thank you for that. You know? Exactly. So. So again, it’s about sharing.
00:16:36:14 – 00:16:57:07
It’s about caring. And actually one of the elements of building trust. You have honest. You have heroic honesty ability, reliability, intimacy and care. All this concept. So when you show care to someone and care is about not just you getting something, but give something to another person and let them get them to work to to make it happen.
00:16:57:09 – 00:17:22:08
Can you think of a result you achieved tangible results you achieved from applying the principles? So that is, sorry for talking in Arabic. That is something that I’m working on. It is a very big opportunity. And I started from scratch and it was happening by coincidence during this course. Okay. And honestly, and this is what Mohammad maybe observed.
00:17:22:08 – 00:17:52:20
And he can he can maybe more witnessing on this case that he he noticed that I’m structuring my, the sales process. With this opportunity, honestly, I was, I was doing the things randomly before randomly because I was confident about myself, about my, you like know confidence and yeah this this confident it’s not something bad.
00:17:53:01 – 00:18:18:09
It is something good to be confident. But sometimes you think that, you know, it’s called overconfidence. Overconfidence. And when you’re overconfident, yeah, you stop doing that because look, I’ve, I’ve been and I’ve had a long career path. I’m 33. I’ve, I’ve been through many work experience. So. Yeah, I was doing the things, you know, we are in Dubai here.
00:18:18:11 – 00:18:44:05
We are in the hub of quality and, high tech and high standards. And so here, if you are not, following proper standards and process and clear process, people are in a rush to to finish the things you cannot do. The things randomly happen. So, yes, the course was, really affecting me in a good way, impressing me.
00:18:44:05 – 00:19:09:22
So how did this structured? What did this structure leave us? This is a project I’ve heard about it from. You know, we have our sources. We have our, I’ve heard about it in the conversation. And the more you heard about it and and. Yeah, I heard about it. And the conversation in the market, and I paid attention that, this client is one of my accounts of my aged accounts.
00:19:09:24 – 00:19:34:11
So you were not doing business with them? I’ve been surprised. I’m not doing business because they are doing business with, another division and our group with the cable division. I didn’t expect that. These people are doing development. Wow. This is one of the things that you really highlighted that you don’t know. You have to you don’t know about your aged accounts, why they are, they are not approaching you anymore.
00:19:34:11 – 00:19:54:09
So you have to follow up on them. This was happening during the course. I said, oh, but I it was correct. This is an aged account for me. I did early this year. I did the small job for them and it was like something they needed it from one item and that’s it. It’s finished. And I didn’t follow up on them.
00:19:54:11 – 00:20:15:09
Then. One I knew about this opportunity since this inquiry I got earlier in, in the beginning of the year, I got the from the procurement. I know only the procurement. Right. Okay. So I approached the procurement. I told them, I told him, man, how are you? It’s been it’s been a while for me. Yes, yes.
00:20:15:09 – 00:20:33:13
How are you doing? I’m good. I knew that you have a project and you have, you are doing development, and it is a complex of villas. He told me. Yes, boss. I’m not the one who’s working on this. I told him, okay, who’s working on this? He gave me the name referral. Yeah. He was very nice. Yes, because he knows you.
00:20:33:15 – 00:20:59:00
He knows me about us. I didn’t, I didn’t, I wasn’t communicating with him since long time ago. So they gave me the name, but he didn’t give me the contact. The name without the phone number? Yeah, without the contact. Okay. Without the phone number? Yeah. Then I got to know that this project was specified with another brand, and, it was on later stage, and, they were on the stage of doing mockup.
00:20:59:06 – 00:21:20:01
And I told myself, okay, it’s never too late. So this concept as well of not giving up on the opportunity effort. Yes. Make an effort that maybe I can dig in and I can do something because I have this communication with the company. So I have I have already the the ground. Yes. The relationship. Yeah. I don’t need to now.
00:21:20:03 – 00:21:42:22
It’s not a long process to take from my from me just to go knock the door, ask if I can do something, use what I I’ve learned here in this course. Yeah. As concepts and and I will see. I did the effort, I did an effort and I got the number of this gentleman and I gave him a call.
00:21:42:24 – 00:22:09:16
He doesn’t know me, and I cannot use the concept of referral because I will put the other guy in trouble. This person, this gentleman, he’s on administrative level, and he’s the representative of the owner. So he is, decision in the decision making unit we spoke about and, you, yes. But the Amu you highlighted in the course that you have to find a, common ground.
00:22:09:18 – 00:22:32:05
So if, if this person, for example, have the same culture he is coming from, if you have a common language for example, you can you can find something just to, to, to make this click or this link. And this is what I did exactly without talking about the details. He’s he’s an Arabic person. So I use my humor sense.
00:22:32:07 – 00:22:49:02
And, I, I made a joke with him, and it was really efficient. Yeah, it was efficient. Humor is one of the things you laugh like. Well, when he laughed, I told him, okay, let’s, he told me, Mohammed, then don’t waste your time. We are on very late stage and we are doing. I told him.
00:22:49:02 – 00:23:13:16
Okay, let us meet another, waste of time because, we will benefit from knowing each other. Show faces we never know. Maybe later on the future. I’m not just approaching. Go for this project. We have a long history between our companies, and, this history is a successful and coordinating in the the other division. It will be an occasion to introduce the other division for you.
00:23:13:18 – 00:23:33:22
So he gave me this meeting. So I went there. And what I remember that I like you have, you know, all the concept about how to introduce yourself and what we learned here. For sure, I adjusted, I know them, but I adjusted them and I structured them in the correct way and, to put them in the right time in the process.
00:23:33:22 – 00:23:57:03
I started the conversation asking about, okay, what are you look at asking questions. This is very important. So sometimes when we are getting an opportunity, we are really happy that I and we take the things oh, I get the meeting. Let me go and, propose my things. No, I knew, I understood and on which stage this project is, and I knew that my chances are very low.
00:23:57:05 – 00:24:16:18
What I need is really understand what he needs, what he’s looking for. So this come to the spent questions, and they need analysis. The process. Absolutely. So I started asking question what are you looking to achieve here? What is the experience of looking to to to deliver. So he started talking about the project and he gave me the name.
00:24:16:18 – 00:24:37:21
And it is a complex and it is a brand. So here you start having the database, the use of the your proposal or the fundamentals of your proposal of your differentiation. You know I know, yeah, I knew what is the competition here because I knew the brand. I did my research and I knew what is the brand there.
00:24:37:23 – 00:25:02:07
So the research is something that started with this a research, do a good research. I made the research about the person as well. I’m meeting to know how long he was with the company. Anyway, I catch during this question and this is the importance of this question. I catch only one thing that they are looking for a specific user interface with the specific shape.
00:25:02:09 – 00:25:25:11
And, and a look esthetic look. So they are looking for something specific that was specified for a from a very luxurious brand before, but they didn’t go through it because of a budget. And guess what? This brand is in our product line and we have another brand as well. So they have two needs to pay the price.
00:25:25:13 – 00:25:52:17
And they they really want this shape. But they had it from another brand which is commercial. And I, I knew that during the conversation that they are they are not very convinced about this brand. Oh, I told him show me this. So he showed it to me. And seriously and frankly speaking, it wasn’t looking this, comparing comparing to the value of the project.
00:25:52:17 – 00:26:19:17
They are they are investing and the project they are talking about, they are talking about a branded residential project brand that, you know, what does it mean here? It means premium high and premium. Yeah. So it’s not giving the value for the project. And this is this was a point to work on. So I told him, look, I have something intermediate from a really high end brand because you know we are doing only high end.
00:26:19:19 – 00:26:43:04
So and it can be cost effective. I’m not asking you to go, to leave the brand. You are working with us. You can use our brand or our, system. My, my, my user interface as a font. And so I don’t want you to go invest a lot, but invest at least plus, plus or minus, more or less, if you can pay more.
00:26:43:06 – 00:27:13:18
And having the same exact imagination, you have a mind. And the thing that designed by by your or selected by your interior designer. Let’s do it. So it started here. And guess what? We are now at the end. What I got to know, recently that there was a letter of intention for this brand and it’s canceled. And now they are going with the brand we proposed for, not only for the font and even for the black and for the whole system, and they need our services.
00:27:13:20 – 00:27:44:21
This is something if you if you noticed during my the story and that is more, more and more concepts that maybe I didn’t highlighted. That is a really, sequence of steps and moves that you can do starting from scratch, from doing your researches, getting you to know your client. The critical point here is the the attitude that maybe in the past you would have said, oh, it’s at the end, they have the mockup.
00:27:44:23 – 00:28:04:07
It’s not worth it. But you know, we know today that it’s not the belief. Yeah. The belief. So you realize let me just so it was let me just get in the door. Let me open the door okay. Not for this one. Let me look at a bigger opportunity. Let me see if there is other opportunities. So I exactly know I already have a relationship.
00:28:04:07 – 00:28:29:05
It’s easier to do business with people you know than people you don’t. Exactly. So all those things, plus what you’ve learned from your introduction, your IAD, your ability to identify needs. Right? Spin is a framework. There are many other frame frameworks as well. We spoke about, you look at, you know, the concept of pain and gain and that, you know, and, you know, it’s moving away from pain, moving towards pleasure is the things that I think a lot about.
00:28:29:07 – 00:28:51:18
And then, laws of reciprocity make someone like you make them laugh, listen to them. I mean, and maybe I will use this reciprocity in this case as well. Yeah. The referral as well. What do you mean? Did you give him a referral? Look, I’m thinking about, just supply for this project and introduce an integrator to do that, integrate for this will be a perfect situation.
00:28:51:18 – 00:29:20:12
Yes. Now we have somebody who is, And exactly. So this is the case? Yes. What what you you you spoke about, all these. We have them now very clear in our mind and our, process. I mean, that’s a beautiful. Yeah, it’s a beautiful case study because your project, you don’t sell a a project for a luxury, you know, place, like this, you know, luckily it was at the very end in the implementation phase.
00:29:20:12 – 00:29:45:07
But if you went from the specifying until the. Exactly. And luckily, yes, but it wasn’t that easy. Of course. No, no, I swear, because if you can think carefully, I like the only main concept. Don’t give up. Yes. On something that you believe that it can works. You know, in this field and any other field of sales you receive, every day, huge numbers.
00:29:45:09 – 00:30:12:23
I’m talking about myself, about our company. With this long history in the market, we receive on a daily basis a lot of inquiries. Prioritizing is very important. So how have you prioritized? How have you what are some things that you’ve learned on prioritization, this 8020 concept, 8020 concept that 80% of your results are coming from 20% only of your efforts or the that counts, you’re working on.
00:30:13:00 – 00:30:44:23
And this is, a start point to know that you have to really, pre-qualified your, your leads and your opportunities. You have to pre-qualify them. You have to prioritize what you are investing your time because the the most important or the the most valuable thing you have in your life is the time. Right? So this time, if you’re investing in your time in the correct way, you will collect the results of your, before this course and even before I was wasting.
00:30:44:23 – 00:31:07:04
Look, I’m new here in, UAE. I’ve been here since two years. Only. And during this time, you know how the things you’re living in Dubai and you know that the things are really running quickly and very, very fast. So the time is very important if you’re wasting. I was wasting my time on investing in not small opportunities.
00:31:07:04 – 00:31:32:11
Sometimes it is a big scale complex of all of us. It’s not worth putting this effort because I don’t know, I don’t. I wasn’t understanding exactly what is the, what is the need here or what is the thing here? Or, is it, let’s say complying what you are doing or. I don’t know how to say it, but does it match your criteria?
00:31:32:14 – 00:31:55:11
Right. Yeah. Yeah, exactly. Exact ideal customer profile. Exactly. Okay, so some ideal customer profile. Customer profile. It is very important. Sometimes you have to know how to invest your time. This is what I’m talking about. If you’re investing your time in a good way, prioritize using your, tasks. It’s very important to, to make a to do list what to do during your day.
00:31:55:11 – 00:32:16:13
So I think from this until, knowing what the what are the things you have, what are the tasks you should do? What is more prior than something else? If you’re working on different projects or on different opportunity, what is what comes first? What is very hot to work on? This is very important to our work and this is what’s happening.
00:32:16:13 – 00:33:02:13
Thank you so much for sharing. I mean, here, you know, there’s a whole bunch of things and you’re just putting it together in a, in a beautiful way just from a, from your, I guess. What, what would you tell someone today that is looking to possibly invest or join this program if I’m addressing my words to any, decision maker in a company regarding, especially the, the people, the managers, the CEO, if they are looking really to, to invest the investment is not only investing the money in a project or in and something to get back money sometimes investing in, in learning in and developing the skills of the team will
00:33:02:13 – 00:33:25:08
get back later on. A lot of good results. So yes, with as was, the Academy of, Sales Excellence for sales excellence. If you’re investing, if you’re putting money, it will get back indirectly to you. This if I’m addressing my, let’s say, company on the line, however, for the people. For the individuals, yes.
00:33:25:08 – 00:33:55:21
As an individual, I’m advising and I’m recommending this course for, all the people, working in the sales field, all the people that, the sales representatives. Yes. Because from this course, starting from this course, it is really important to develop the skills to highlight things that, you think that, you know, thus you are not applying in your life or you are not.
00:33:55:21 – 00:34:16:20
Maybe you are applying, but you are applying. As I mentioned previously in our conversation, you are applying it in a random way. So here it is the right place to know how to organize your, your process and your procedure. It is very important. This is very important. Yes. And we can we start, we stop, notice and observe.
00:34:16:20 – 00:34:48:16
This results in our, and our, results. These are our numbers. And then our, performance. Yes. Yeah. So, what do you say is the biggest value you got out of the course? The biggest value, the biggest gain and consistency and consistency. We are able to do much more than we think we can do. Consistency, discipline, focus.
00:34:48:18 – 00:35:14:22
This the first times the focus. Being humble is still important. Yeah. Being humble to learn and to because your learning also from teaching right. Right. So what we are learning what I’m doing now sometimes I even with my colleagues, I’m getting back to them. I’m just sharing my experience with them and experience the same experience that I’m sharing with you.
00:35:14:22 – 00:35:52:00
Yes. So while sharing this, I’m learning. Yeah. Because I’m repeating, I’m repeating the story, the experience. Maybe I will not as something telling the story to someone else to improve later on. Yes. Being humble to to say that, on your own level and to say that I don’t know everything, this will be a motivation for you and the driver to to keep learning and to keep, collecting information because, you know, there is no limit for, knowledge for knowledge and learning and growing.
00:35:52:00 – 00:36:16:07
Yeah. Because we learn every day. If you put the limit. So if you are so proud about yourself, you will be failing at the end. The discipline is very important. This, concept of doing same things on a daily basis in very, a very consistent way in a very, structured, organized way. It can have a big impact on your life.
00:36:16:09 – 00:36:35:00
It’s changing you. Yes. This concept, all the people knows them, but they have to frame them in a very good way in their in their life. And this is what I’m doing. This is what I’m trying to do. The benefit you got from the course, the benefit I got now. So these are the things that you benefited from?
00:36:35:00 – 00:37:01:14
Yeah. This was. Yes. Believing in yourself. This is, if we want to summarize it. Yes. Believe in yourself. You have much power, no matter what is your knowledge? What is your background? Your academic background? Yes. You can do it. Go anywhere. You can do it. You can, but the most important is prepare yourself. Come in. If you’re not preparing yourself in a good way, you will fail.
00:37:01:16 – 00:37:30:00
Because this is the concept of life. So today we know the sales program has three parts. We talk about mindset. We talk about sales, activity management and sales engagement. So when you think of the mindset we spoke about that let’s talk about the sales activities. So we actually gave you certain tools and certain input in terms of every action has a release activities follow up the portal that you created you contacted the app.
00:37:30:00 – 00:37:48:15
And so basically it’s not no rocket science is simply a tracking device. You know, like you have a watch. It tells you how many steps you make. It tells you how what you’re eating, and it tells you how you’re doing. So today, many people in sales are just not as clear on the actions that are reactive. So there could be missing on opportunity.
00:37:48:15 – 00:38:16:17
So how has this helped you? In driving results? Okay. Thank you so much. That, is, it is very interesting. What, what you are highlighting this application that you came came up with this invention. I’m calling it invention in parallel with the call with the course. So, aligning with the course, we are able, every from a week to another to register our sales activities on this application.
00:38:16:17 – 00:38:41:06
It is really interesting. So, on my personal level, it helped me. Let me tell you a secret. This will not be disclosed to my manager, by the way, because this will be a, like a recognizing the fact. But let me tell you a secret. Naturally, by nature, I’m not very picky and organized in arranging my schedule.
00:38:41:06 – 00:39:12:13
And this C-suite level. I got my point. Or writing my calendar, my agenda. I’m not that person. Very organized. And the nature of our work is sales. You know, you have a lot of distractions. Yes. So it helped me. And from a day to another, not from a week to another to set to set my to do list, my tasks in the beginning of the day and at the end of the day, having a summarize of what I did.
00:39:12:15 – 00:39:32:20
It takes me, it is a tracker, so it takes me, for example, ten minutes. I’m taking notes during the day. What I did, the calls, the number of calls I did, the number of cold calls I did, the number of aged clients accounts, calls I did, the number of meetings. What was fruitful, what was productive this day?
00:39:32:22 – 00:40:07:05
What was the result of the effort I did three days back. So all of them, how many call I did and everything you can registered in just five minutes and this will help you not just for registering and giving report for the management or for dramas about a performance if it is improving or not. It help you in having a summarize so you know, you you you spoke during the course about having this 5 or 10 minutes at the end of the day to review your activity and, to track what you did during the day.
00:40:07:10 – 00:40:33:23
This is very important. Why registering this result as a sales, person, as, someone who’s managing accounts and deals? I thought you will get a clear idea what you did wrong and what you did right. So you will start ask yourself question again at the end of the day, and you will. It will help you from the next, the next day to to solve without the power of reflection, the power of tracking.
00:40:34:00 – 00:40:51:12
You know, they say the best way, you know, if you don’t know where you were, you don’t know where you’re coming from, you don’t know how, how you reach and what and where do you want to reach, how you reach and where you reach. And again, the this is this is something that we hear about, I hear all the time from people.
00:40:51:12 – 00:41:14:19
And sometimes all what it takes is just ten minutes a day, you know, and that ten minutes a day at the end of the day, reflecting upon the things that you’re doing, the things you missed, the things you did well, coming up with the to do list for the next day. I mean, this is classic, classic, you know, I never finished the day without that to do list because the end of the day is the best time to see what still needs to be done.
00:41:14:21 – 00:41:42:07
And let me prioritize. This is very important. How to manage our time. And I like to add something related to the topic we are talking about that the distraction that we are having during our day. This is what I was talking about. He gave us some, tools like this Pomodoro, Pomodoro that how you can really keep on concentrating and having the concentration in your work.
00:41:42:11 – 00:42:04:18
Yeah. Because if you’re sitting on your chair behind your office for a long time, you are not doing an effort here. You are losing power. You are losing energy without any productive result. So this concept of working for continuous, continuous 30 minutes or 20 minutes or 25 depends from someone to another, by the way, but the average. Yeah.
00:42:04:20 – 00:42:39:13
So it is very important to take breaks. And when you are focusing you still focus. You get when you get involved in your work, don’t distract yourself, put your your everything aside. And this is very important because yes, organizing yourself is the key, making being organized is the key and being strategic. And the organic and organizational organization is is a key, by the way, because this name of the course is strategic, systematic, systematic sales strategies, selling strategies is very important to be strategic.
00:42:39:13 – 00:43:02:14
And in your life in general. Absolutely. Yes. You know, it’s hard to, you know, the companies don’t succeed. It’s the people who make the company succeed. And if we work on the people, not just their selling skills, but their mental well-being, their planning, their preparation, so when they are in front of a customer, they are effective executive.
00:43:02:14 – 00:43:24:13
If they are hungry, if it’s not like that, then it doesn’t. It doesn’t really, add value. And one thing I do remember is sometimes there will be some competition between you and your colleagues on the, the app, you know, seeing who, me? I’m job you know, seeing at the end Jayden’s he was he was on the, on the top of the list.
00:43:24:13 – 00:43:45:17
That’s okay. But, you know what? Did that motivate you? Yeah. And so we need to, like this friendly, friendly reporting. First, it’s all about inner self, competition. You’re competing with yourself. Competition isn’t from the outside. It’s from the inside. If today you look yourself in the mirror and you say that you do that, you do the best job you can do today.
00:43:45:17 – 00:44:06:07
Ramesh, did you do the best job? If the answer is no, say you’re fired. Fire yourself, fire yourself, you’re fired. And then tomorrow, hire the right person that’s going to take you to success. Exactly. So have I fired myself from the past? You better believe. Do I have good days and bad days? Absolutely. Good months and bad months.
00:44:06:09 – 00:44:26:15
You know, it’s been 30, almost 36 years in sales and, it doesn’t. I can’t imagine the ups and downs. It doesn’t. But but you know what? It’s the downs that teach you how to how to reach the to reach the top. And when you’re at the top, you know, they say that, you know, once you achieve a goal, that was the worst thing for me.
00:44:26:15 – 00:44:45:22
Because if I did what I said I was going to do, if I don’t quickly have another goal, then that’s when I would drip. And then, okay, put the engine back in to set that goal and fly again. You know that you will you will start enjoying it when you are. Yes. It is the happiest moment when you are closing a deal.
00:44:45:24 – 00:45:06:07
Yes. During this year we are at the end of the year. Yes. I felt that many times. I experienced that many times. As you know, that. What is I agree with what you said. After that you will feel that the happy moment is gone. Let me do something else. Yes, let me let me make another happy, happy moment.
00:45:06:09 – 00:45:29:14
And the happiest or happiest moment. And this, the end closing more deals or the. Yes, it will become a passion. I started this year. I started liking sales. I told you that I’ve never. I’ve never done this before. But yes, with all the experience you have, you can you can summarize it and brief it and and how enjoyable it will become.
00:45:29:16 – 00:45:50:14
Yeah. And how how, passionate you will be in your sales because it’s not only doing numbers and it’s not only about your income, it is something. It is a lifestyle. It will become, impacting you and impressing you on your own because it will be, you will naturally, at the end, you will be the salesman. It will.
00:45:50:14 – 00:46:20:15
It’s reflecting in your life. It’s life skills, man. Communication, listening, socializing, expanding, building relationships. I mean, if if what job can you have so much fun? What job can you. The funniest is the funniest one, I swear, the the the funniest or the funniest thing on. So it’s funny and it’s, it’s it’s much fun. So it’s always a pleasure to share the stories and to see lives changing as a result of, of the knowledge, you know, and the concept of inspired.
00:46:20:15 – 00:46:52:04
One more, I think, today with the story of Muhammad, Muhammad is already inspired. He shares his knowledge, his ideas with others. And this is how we we we we we continue to, to help others, to sell more, sell faster and sell profitably. Awesome. Great. Until next time. Thank you so much.
