I go back in the memory lane 25 years back I was also sitting like this in
back I was also sitting like this in
back I was also sitting like this in some of the seminars in my college and I
some of the seminars in my college and I
some of the seminars in my college and I used to think that I will do a high fund
used to think that I will do a high fund
used to think that I will do a high fund a job i will go to RND NASA I will
a job i will go to RND NASA I will
a job i will go to RND NASA I will develop this thing and that thing I
develop this thing and that thing I
develop this thing and that thing I never thought of doing sales and when
never thought of doing sales and when
never thought of doing sales and when somebody used to ask me you do like to
somebody used to ask me you do like to
somebody used to ask me you do like to have a sales job I said no never in my
have a sales job I said no never in my
have a sales job I said no never in my life and today I am here to tell you
life and today I am here to tell you
life and today I am here to tell you about my sales experiences to you so
about my sales experiences to you so
about my sales experiences to you so what is fails since is understanding
what is fails since is understanding
what is fails since is understanding customer requirement and solving the
customer requirement and solving the
customer requirement and solving the problem of a customer that to profitably
problem of a customer that to profitably
problem of a customer that to profitably profitable for the customer as well as
profitable for the customer as well as
profitable for the customer as well as the company no company can survive
the company no company can survive
the company no company can survive without saints even the best of the
without saints even the best of the
without saints even the best of the product in the word if not sold cannot
product in the word if not sold cannot
product in the word if not sold cannot see the light of the day you know about
see the light of the day you know about
see the light of the day you know about Thomas Alva Edison a great inventor who
Thomas Alva Edison a great inventor who
Thomas Alva Edison a great inventor who has thousands of patents on his name but
has thousands of patents on his name but
has thousands of patents on his name but do you know he was a great marketing
do you know he was a great marketing
do you know he was a great marketing genius he started his carrier with and
genius he started his carrier with and
genius he started his carrier with and he learned from his mistakes he has made
he learned from his mistakes he has made
he learned from his mistakes he has made a vote counting machine it failed
a vote counting machine it failed
a vote counting machine it failed miserably because no legislature wanted
miserably because no legislature wanted
miserably because no legislature wanted it so what he said I won’t invest
it so what he said I won’t invest
it so what he said I won’t invest anything i will not invent anything
anything i will not invent anything
anything i will not invent anything which is not sellable anything which is
which is not sellable anything which is
which is not sellable anything which is selling is good for utility and if
selling is good for utility and if
selling is good for utility and if anything which is utility has given T
anything which is utility has given T
anything which is utility has given T will always sell so I would like to tell
will always sell so I would like to tell
will always sell so I would like to tell you certain stories how I started my
you certain stories how I started my
you certain stories how I started my career from those days now I will take
career from those days now I will take
career from those days now I will take you in 1991 when I started my job as a
you in 1991 when I started my job as a
you in 1991 when I started my job as a service engineer and a medical equipment
service engineer and a medical equipment
service engineer and a medical equipment company just 10 days after joining the
company just 10 days after joining the
company just 10 days after joining the company I was sent for a service called
company I was sent for a service called
company I was sent for a service called to a government hospital ICU in the ice
to a government hospital ICU in the ice
to a government hospital ICU in the ice cube there are monitors and a cesium
cube there are monitors and a cesium
cube there are monitors and a cesium machine ventilators so many people
machine ventilators so many people
machine ventilators so many people nurses
nurses
nurses I was a new guy just out of engineering
I was a new guy just out of engineering
I was a new guy just out of engineering and they send me to a hospital I just
and they send me to a hospital I just
and they send me to a hospital I just reach within 30 minutes so that nurse
reach within 30 minutes so that nurse
reach within 30 minutes so that nurse asked me were you here in the hospital
asked me were you here in the hospital
asked me were you here in the hospital only I said no I just came from my
only I said no I just came from my
only I said no I just came from my office okay i have seen the monitor it
office okay i have seen the monitor it
office okay i have seen the monitor it was dead so i just seen that somebody
was dead so i just seen that somebody
was dead so i just seen that somebody pulled the plug and I just tightened the
pulled the plug and I just tightened the
pulled the plug and I just tightened the connection is started working so i was
connection is started working so i was
connection is started working so i was very happy that service is a very very
very happy that service is a very very
very happy that service is a very very easy job very happy with that as the
easy job very happy with that as the
easy job very happy with that as the time passed you can get the difficult
time passed you can get the difficult
time passed you can get the difficult customers I got a very difficult
customers I got a very difficult
customers I got a very difficult customer I was posted out of Jaipur aldi
customer I was posted out of Jaipur aldi
customer I was posted out of Jaipur aldi and there was a customer who has sent us
and there was a customer who has sent us
and there was a customer who has sent us a letter a legal letter you take back
a letter a legal letter you take back
a letter a legal letter you take back your machine your machine has
your machine your machine has
your machine your machine has intermittent problems you have already
intermittent problems you have already
intermittent problems you have already changed twice this machine but this
changed twice this machine but this
changed twice this machine but this machine is not workable refund my money
machine is not workable refund my money
machine is not workable refund my money and they sent me to this customer this
and they sent me to this customer this
and they sent me to this customer this customer was in ganga nagar i went to
customer was in ganga nagar i went to
customer was in ganga nagar i went to this customer he’s a big surgeon I kept
this customer he’s a big surgeon I kept
this customer he’s a big surgeon I kept waiting since morning I was waiting for
waiting since morning I was waiting for
waiting since morning I was waiting for eight hours 10 hours I don’t know how
eight hours 10 hours I don’t know how
eight hours 10 hours I don’t know how many hours then he called me in the
many hours then he called me in the
many hours then he called me in the evening you are a young guy I don’t want
evening you are a young guy I don’t want
evening you are a young guy I don’t want to dishearten you but you are not going
to dishearten you but you are not going
to dishearten you but you are not going to correct this machine just go back
to correct this machine just go back
to correct this machine just go back accept your mistake that you can’t make
accept your mistake that you can’t make
accept your mistake that you can’t make the machines and refund my money with
the machines and refund my money with
the machines and refund my money with this much of penalty I said please allow
this much of penalty I said please allow
this much of penalty I said please allow me to see the machine I have seen the
me to see the machine I have seen the
me to see the machine I have seen the Machine and I could see that there is
Machine and I could see that there is
Machine and I could see that there is some problem again I took my screwdriver
some problem again I took my screwdriver
some problem again I took my screwdriver I connected all the loose connections
I connected all the loose connections
I connected all the loose connections machine was working he said that every
machine was working he said that every
machine was working he said that every time when engineer comes he does
time when engineer comes he does
time when engineer comes he does something machines start working after
something machines start working after
something machines start working after that you guys go I know that this
that you guys go I know that this
that you guys go I know that this machine is not going to work so i asked
machine is not going to work so i asked
machine is not going to work so i asked him ok sir i will show you the operation
him ok sir i will show you the operation
him ok sir i will show you the operation ground and you can check later on also
ground and you can check later on also
ground and you can check later on also but i just want to know how you use this
but i just want to know how you use this
but i just want to know how you use this machine he said I go to different cities
machine he said I go to different cities
machine he said I go to different cities across and I take this machine along
across and I take this machine along
across and I take this machine along with me and whenever I go there it
with me and whenever I go there it
with me and whenever I go there it doesn’t work so I said that how you are
doesn’t work so I said that how you are
doesn’t work so I said that how you are transporting this machine he said this
transporting this machine he said this
transporting this machine he said this in this suitcase and he used to carry
in this suitcase and he used to carry
in this suitcase and he used to carry that machine in a vertical format
that machine in a vertical format
that machine in a vertical format and when the jerks were there so this
and when the jerks were there so this
and when the jerks were there so this machine always has some loose connection
machine always has some loose connection
machine always has some loose connection and it will not work eventually whenever
and it will not work eventually whenever
and it will not work eventually whenever it will go to any place it will not work
it will go to any place it will not work
it will go to any place it will not work and then he will call us and fire us so
and then he will call us and fire us so
and then he will call us and fire us so now I told him sir I think that the
now I told him sir I think that the
now I told him sir I think that the method of transportation is not correct
method of transportation is not correct
method of transportation is not correct and if you just do one thing that you
and if you just do one thing that you
and if you just do one thing that you can transport it horizontally rather
can transport it horizontally rather
can transport it horizontally rather than on vertically so the connection
than on vertically so the connection
than on vertically so the connection will not get loose and hope that this
will not get loose and hope that this
will not get loose and hope that this will sort your problem and finally to my
will sort your problem and finally to my
will sort your problem and finally to my surprise that problem got sorted out so
surprise that problem got sorted out so
surprise that problem got sorted out so one should try to go a little deeper
one should try to go a little deeper
one should try to go a little deeper whenever we are trying to sort any
whenever we are trying to sort any
whenever we are trying to sort any problem that whether the problem is in
problem that whether the problem is in
problem that whether the problem is in the machine or how they are using it of
the machine or how they are using it of
the machine or how they are using it of what so basically I could see from my
what so basically I could see from my
what so basically I could see from my experience and service that 80 or fifty
experience and service that 80 or fifty
experience and service that 80 or fifty percent of the problem so more than
percent of the problem so more than
percent of the problem so more than fifty percent of the problems were loose
fifty percent of the problems were loose
fifty percent of the problems were loose connections and in life also the fifty
connections and in life also the fifty
connections and in life also the fifty percent or more than fifty percent of
percent or more than fifty percent of
percent or more than fifty percent of the problems are because of loose
the problems are because of loose
the problems are because of loose connections we don’t talk to each other
connections we don’t talk to each other
connections we don’t talk to each other so that’s also the biggest problem now
so that’s also the biggest problem now
so that’s also the biggest problem now I’ll tell you some story how I come to
I’ll tell you some story how I come to
I’ll tell you some story how I come to sales and the first sales which I did I
sales and the first sales which I did I
sales and the first sales which I did I still remember vividly my company
still remember vividly my company
still remember vividly my company transferred me to a very difficult
transferred me to a very difficult
transferred me to a very difficult location from jpod to changing her
location from jpod to changing her
location from jpod to changing her because the sales guys were not
because the sales guys were not
because the sales guys were not performing there they said okay you go
performing there they said okay you go
performing there they said okay you go there and you do everything sales
there and you do everything sales
there and you do everything sales service application whatever Under the
service application whatever Under the
service application whatever Under the Sun you have to do that I should find
Sun you have to do that I should find
Sun you have to do that I should find it’s okay with me I went there I’ll
it’s okay with me I went there I’ll
it’s okay with me I went there I’ll coming back for a first sales meeting
coming back for a first sales meeting
coming back for a first sales meeting after 56 days of joining I thought I’m
after 56 days of joining I thought I’m
after 56 days of joining I thought I’m from Pawnee parks so from chandigarh to
from Pawnee parks so from chandigarh to
from Pawnee parks so from chandigarh to Delhi when i was coming i stopped at
Delhi when i was coming i stopped at
Delhi when i was coming i stopped at Pawnee perth and in the night I thought
Pawnee perth and in the night I thought
Pawnee perth and in the night I thought of meeting a customer which was near my
of meeting a customer which was near my
of meeting a customer which was near my house I went to him i said that i have
house I went to him i said that i have
house I went to him i said that i have recently joined this company and this is
recently joined this company and this is
recently joined this company and this is my card in case you require anything let
my card in case you require anything let
my card in case you require anything let me know he said ok you were from this
me know he said ok you were from this
me know he said ok you were from this place good I want this electro surgical
place good I want this electro surgical
place good I want this electro surgical unit this monitor can you sell me these
unit this monitor can you sell me these
unit this monitor can you sell me these things I said yes sir I had the price
things I said yes sir I had the price
things I said yes sir I had the price book i opened the price book gave him
book i opened the price book gave him
book i opened the price book gave him the price these are the prices serve
the price these are the prices serve
the price these are the prices serve immediately he gave me a check of 10,000
immediately he gave me a check of 10,000
immediately he gave me a check of 10,000 rupees under order I went back to my
rupees under order I went back to my
rupees under order I went back to my meeting and I told them that I got the
meeting and I told them that I got the
meeting and I told them that I got the order they were very surprised and her
order they were very surprised and her
order they were very surprised and her p and my boss my regional manager he
p and my boss my regional manager he
p and my boss my regional manager he gave that a great job and he gave me a
gave that a great job and he gave me a
gave that a great job and he gave me a taxi and along with that the material he
taxi and along with that the material he
taxi and along with that the material he said that while going back you deliver
said that while going back you deliver
said that while going back you deliver the equipment install those equipment
the equipment install those equipment
the equipment install those equipment and take the money balance amount so the
and take the money balance amount so the
and take the money balance amount so the first sales was very easy again
first sales was very easy again
first sales was very easy again sometimes luck would happen you get very
sometimes luck would happen you get very
sometimes luck would happen you get very easily those things then I not tell you
easily those things then I not tell you
easily those things then I not tell you about certain stories which were
about certain stories which were
about certain stories which were difficult customers this is about dr.
difficult customers this is about dr.
difficult customers this is about dr. Shalini Sri she was a very tough
Shalini Sri she was a very tough
Shalini Sri she was a very tough customer in dehradun this customer
customer in dehradun this customer
customer in dehradun this customer wanted to buy a CT scanner so I propose
wanted to buy a CT scanner so I propose
wanted to buy a CT scanner so I propose her the CT scan and she was having the
her the CT scan and she was having the
her the CT scan and she was having the earlier machine which was axial CT so
earlier machine which was axial CT so
earlier machine which was axial CT so now she wanted to have a new machine so
now she wanted to have a new machine so
now she wanted to have a new machine so I proposed 16 slices scanner there are
I proposed 16 slices scanner there are
I proposed 16 slices scanner there are many slices of CT scanners as you go
many slices of CT scanners as you go
many slices of CT scanners as you go higher so I propose that machine to her
higher so I propose that machine to her
higher so I propose that machine to her and she said ok I can take a look at the
and she said ok I can take a look at the
and she said ok I can take a look at the machine she has seen the presentation
machine she has seen the presentation
machine she has seen the presentation she has seen the machine I have
she has seen the machine I have
she has seen the machine I have demonstrated everything and she has seen
demonstrated everything and she has seen
demonstrated everything and she has seen the competition machines also she was
the competition machines also she was
the competition machines also she was not happy at the price so she said no no
not happy at the price so she said no no
not happy at the price so she said no no I cannot give this much of price and we
I cannot give this much of price and we
I cannot give this much of price and we stuck on the price because whatever
stuck on the price because whatever
stuck on the price because whatever negotiation we had to do we did that
negotiation we had to do we did that
negotiation we had to do we did that negotiation but not coming to any
negotiation but not coming to any
negotiation but not coming to any confusion because of the price so I told
confusion because of the price so I told
confusion because of the price so I told her a very small story which I
her a very small story which I
her a very small story which I remembered in my class 5th I said that
remembered in my class 5th I said that
remembered in my class 5th I said that there was a shepherd he got a stone and
there was a shepherd he got a stone and
there was a shepherd he got a stone and he does not know the value of the stone
he does not know the value of the stone
he does not know the value of the stone so he put it into the thread and put it
so he put it into the thread and put it
so he put it into the thread and put it across the sheep and he was roaming
across the sheep and he was roaming
across the sheep and he was roaming around and one goldsmith he has located
around and one goldsmith he has located
around and one goldsmith he has located him he has seen this guy and he asked
him he has seen this guy and he asked
him he has seen this guy and he asked him can you sell me this stone he said
him can you sell me this stone he said
him can you sell me this stone he said yes you can take the stone no problem so
yes you can take the stone no problem so
yes you can take the stone no problem so he said what will you give me for this
he said what will you give me for this
he said what will you give me for this he said I will give you 10 rupees so the
he said I will give you 10 rupees so the
he said I will give you 10 rupees so the guy Shefford was very happy he has given
guy Shefford was very happy he has given
guy Shefford was very happy he has given 10 rupees and bought that gemstone from
10 rupees and bought that gemstone from
10 rupees and bought that gemstone from the guy now the gemstone got very angry
the guy now the gemstone got very angry
the guy now the gemstone got very angry he said that this guy was not knowing
he said that this guy was not knowing
he said that this guy was not knowing what is my value and this goldsmith
what is my value and this goldsmith
what is my value and this goldsmith knows my value and he is valuing me at
knows my value and he is valuing me at
knows my value and he is valuing me at ten rupees so the gold this gemstone
ten rupees so the gold this gemstone
ten rupees so the gold this gemstone bust into the hand of that so I talked
bust into the hand of that so I talked
bust into the hand of that so I talked to dr. that you understand the value of
to dr. that you understand the value of
to dr. that you understand the value of my machine and if i give you at the
my machine and if i give you at the
my machine and if i give you at the price
price
price of the competition this machine will
of the competition this machine will
of the competition this machine will bust because definitely does a more
bust because definitely does a more
bust because definitely does a more value so you have to value for my
value so you have to value for my
value so you have to value for my machine she understood my message and
machine she understood my message and
machine she understood my message and finally we could close at some good
finally we could close at some good
finally we could close at some good point and there are sometimes the
point and there are sometimes the
point and there are sometimes the customers where lot of confusion can be
customers where lot of confusion can be
customers where lot of confusion can be there so I tell you a story of dr. robin
there so I tell you a story of dr. robin
there so I tell you a story of dr. robin sharma here we sold one CT scanner which
sharma here we sold one CT scanner which
sharma here we sold one CT scanner which was a very high and 64 sly CT scanner
was a very high and 64 sly CT scanner
was a very high and 64 sly CT scanner and our CT scanner was one crowd higher
and our CT scanner was one crowd higher
and our CT scanner was one crowd higher as compared to the competition price we
as compared to the competition price we
as compared to the competition price we have shown him the machine we have taken
have shown him the machine we have taken
have shown him the machine we have taken the order we had the order we imported
the order we had the order we imported
the order we had the order we imported the machine also but in the end
the machine also but in the end
the machine also but in the end competition has confused him completely
competition has confused him completely
competition has confused him completely don’t take this machine the tube will go
don’t take this machine the tube will go
don’t take this machine the tube will go there will be a lot of problems and this
there will be a lot of problems and this
there will be a lot of problems and this is the first of its kind machine here so
is the first of its kind machine here so
is the first of its kind machine here so don’t buy this because this doesn’t make
don’t buy this because this doesn’t make
don’t buy this because this doesn’t make any sense and financial viability is
any sense and financial viability is
any sense and financial viability is also not there so he can sense the order
also not there so he can sense the order
also not there so he can sense the order so I was very confused hard to how to
so I was very confused hard to how to
so I was very confused hard to how to tell him that and I told him that you
tell him that and I told him that you
tell him that and I told him that you have already ordered it you cannot
have already ordered it you cannot
have already ordered it you cannot cancel but anyway he canceled the order
cancel but anyway he canceled the order
cancel but anyway he canceled the order he said I cannot take this machine now
he said I cannot take this machine now
he said I cannot take this machine now so again there was some mind so
so again there was some mind so
so again there was some mind so immediately a story came to my mind of a
immediately a story came to my mind of a
immediately a story came to my mind of a priest this priest has gone for a puja
priest this priest has gone for a puja
priest this priest has gone for a puja performing a puja in a house so he
performing a puja in a house so he
performing a puja in a house so he performed a puja after this puja he gets
performed a puja after this puja he gets
performed a puja after this puja he gets a goat from the owner of the house the
a goat from the owner of the house the
a goat from the owner of the house the goat he puts on his shoulders and trying
goat he puts on his shoulders and trying
goat he puts on his shoulders and trying to take it to the home there were three
to take it to the home there were three
to take it to the home there were three terms they have seen this guy taking
terms they have seen this guy taking
terms they have seen this guy taking this goat they wanted to take it from
this goat they wanted to take it from
this goat they wanted to take it from him and they wanted to put some trick
him and they wanted to put some trick
him and they wanted to put some trick what they did one of the tux told him
what they did one of the tux told him
what they did one of the tux told him that why are you carrying a donkey on
that why are you carrying a donkey on
that why are you carrying a donkey on your head he puts down the goat and sees
your head he puts down the goat and sees
your head he puts down the goat and sees this is a dog not a donkey then he goes
this is a dog not a donkey then he goes
this is a dog not a donkey then he goes on again one kilometer two kilometers so
on again one kilometer two kilometers so
on again one kilometer two kilometers so the next truck camps and tells why are
the next truck camps and tells why are
the next truck camps and tells why are you carrying a monkey on your head he is
you carrying a monkey on your head he is
you carrying a monkey on your head he is very confused now he again puts it down
very confused now he again puts it down
very confused now he again puts it down and sees is not a monkey and he goes
and sees is not a monkey and he goes
and sees is not a monkey and he goes again third guy tells him why are you
again third guy tells him why are you
again third guy tells him why are you carrying a cat on your head you know
carrying a cat on your head you know
carrying a cat on your head you know very confused he thinks this is a ghost
very confused he thinks this is a ghost
very confused he thinks this is a ghost he leaves that thing and he runs away he
he leaves that thing and he runs away he
he leaves that thing and he runs away he said I am NOT going to carry this
said I am NOT going to carry this
said I am NOT going to carry this because there is some problem
because there is some problem
because there is some problem somebody saying monkey Dunkey catch
somebody saying monkey Dunkey catch
somebody saying monkey Dunkey catch anything dog so he just leaves that and
anything dog so he just leaves that and
anything dog so he just leaves that and runs away so I told the doctor that
runs away so I told the doctor that
runs away so I told the doctor that whether you want to get confused by
whether you want to get confused by
whether you want to get confused by these ideas or you want to go for your
these ideas or you want to go for your
these ideas or you want to go for your conscious so he finally decided that
conscious so he finally decided that
conscious so he finally decided that definitely I will go for this machine so
definitely I will go for this machine so
definitely I will go for this machine so these are the stories which came to my
these are the stories which came to my
these are the stories which came to my mind when I am sales and there were many
mind when I am sales and there were many
mind when I am sales and there were many many times when we have failures and we
many times when we have failures and we
many times when we have failures and we have learned from our failures more than
have learned from our failures more than
have learned from our failures more than what we learn from our successes I tell
what we learn from our successes I tell
what we learn from our successes I tell you an example of this doctor dr. Mookie
you an example of this doctor dr. Mookie
you an example of this doctor dr. Mookie and he was in ruining in Delhi so this
and he was in ruining in Delhi so this
and he was in ruining in Delhi so this doctor is a very good doctor he was
doctor is a very good doctor he was
doctor is a very good doctor he was using the competition machines earlier
using the competition machines earlier
using the competition machines earlier so now he was using a competition
so now he was using a competition
so now he was using a competition machines so we thought that we should
machines so we thought that we should
machines so we thought that we should not go to him well anyway he’s already
not go to him well anyway he’s already
not go to him well anyway he’s already using he will take for his new center he
using he will take for his new center he
using he will take for his new center he will take the similar machines but I
will take the similar machines but I
will take the similar machines but I thought let me have a friendship with
thought let me have a friendship with
thought let me have a friendship with him we will go will present so as the
him we will go will present so as the
him we will go will present so as the talks were progressing we were talking
talks were progressing we were talking
talks were progressing we were talking to him we’re meeting him again and again
to him we’re meeting him again and again
to him we’re meeting him again and again we’ve demonstrated our machines he liked
we’ve demonstrated our machines he liked
we’ve demonstrated our machines he liked our machines he liked our prize
our machines he liked our prize
our machines he liked our prize everything but in the end he said that
everything but in the end he said that
everything but in the end he said that my relationship with other company is
my relationship with other company is
my relationship with other company is very strong so sorry i cannot buy your
very strong so sorry i cannot buy your
very strong so sorry i cannot buy your machines I said fine sir it’s your
machines I said fine sir it’s your
machines I said fine sir it’s your decision it’s okay sometimes it happens
decision it’s okay sometimes it happens
decision it’s okay sometimes it happens and sometimes you lose sometimes you win
and sometimes you lose sometimes you win
and sometimes you lose sometimes you win it’s life no problem who I went back
it’s life no problem who I went back
it’s life no problem who I went back though he felt a little bad that you
though he felt a little bad that you
though he felt a little bad that you have done a lot of hard work but still
have done a lot of hard work but still
have done a lot of hard work but still you lose so some days 15-20 days back
you lose so some days 15-20 days back
you lose so some days 15-20 days back right he called me he said that I want
right he called me he said that I want
right he called me he said that I want to give you a lead one of the guys
to give you a lead one of the guys
to give you a lead one of the guys nearby who is it opening a charitable
nearby who is it opening a charitable
nearby who is it opening a charitable Hospital he wants to buy a CT scanner
Hospital he wants to buy a CT scanner
Hospital he wants to buy a CT scanner why don’t you go and meet him and one
why don’t you go and meet him and one
why don’t you go and meet him and one thing I want to tell you about that guy
thing I want to tell you about that guy
thing I want to tell you about that guy he decides very fast so give the price
he decides very fast so give the price
he decides very fast so give the price very fast and give the configuration you
very fast and give the configuration you
very fast and give the configuration you want to finalize and within one or two
want to finalize and within one or two
want to finalize and within one or two days he will finalize so this
days he will finalize so this
days he will finalize so this information was in my head so I went to
information was in my head so I went to
information was in my head so I went to him without even knowing about
him without even knowing about
him without even knowing about competition could know about it I closed
competition could know about it I closed
competition could know about it I closed the order and done everything so why the
the order and done everything so why the
the order and done everything so why the time competition could come into some
time competition could come into some
time competition could come into some kind of action the things were done and
kind of action the things were done and
kind of action the things were done and he has helped me a lot so even if you
he has helped me a lot so even if you
he has helped me a lot so even if you lose or you win don’t lose your heart
lose or you win don’t lose your heart
lose or you win don’t lose your heart because if you have done your work
because if you have done your work
because if you have done your work properly that guy is going to help you
properly that guy is going to help you
properly that guy is going to help you in some way or the
in some way or the
in some way or the this is what my learning from this story
this is what my learning from this story
this is what my learning from this story was and there are many other stories
was and there are many other stories
was and there are many other stories which are the stories will be lost the
which are the stories will be lost the
which are the stories will be lost the second story i will tell you about the
second story i will tell you about the
second story i will tell you about the biology action hospital this was also a
biology action hospital this was also a
biology action hospital this was also a competition account and i thought of
competition account and i thought of
competition account and i thought of fighting it out so I used to tell my
fighting it out so I used to tell my
fighting it out so I used to tell my team and myself both that it’s like a
team and myself both that it’s like a
team and myself both that it’s like a gita gurgaon you have to do your work
gita gurgaon you have to do your work
gita gurgaon you have to do your work and forget about the result because
and forget about the result because
and forget about the result because result will anyway come it is your
result will anyway come it is your
result will anyway come it is your Karma’s so don’t worry about the butt
Karma’s so don’t worry about the butt
Karma’s so don’t worry about the butt hole of the management and the team used
hole of the management and the team used
hole of the management and the team used to discourage us that you don’t have
to discourage us that you don’t have
to discourage us that you don’t have anything else to follow why you were
anything else to follow why you were
anything else to follow why you were following these guys so regular
following these guys so regular
following these guys so regular rigorously you’re wasting your time and
rigorously you’re wasting your time and
rigorously you’re wasting your time and my CEO was also troubled by this because
my CEO was also troubled by this because
my CEO was also troubled by this because he has to visit many times to this
he has to visit many times to this
he has to visit many times to this account so every quarter i used to say
account so every quarter i used to say
account so every quarter i used to say that this order will come in q1 we have
that this order will come in q1 we have
that this order will come in q1 we have a quarterly targets so i used to say
a quarterly targets so i used to say
a quarterly targets so i used to say this this quarter this will come it
this this quarter this will come it
this this quarter this will come it never came in q1 then quarter to quarter
never came in q1 then quarter to quarter
never came in q1 then quarter to quarter 3 gone quarter for gone next year
3 gone quarter for gone next year
3 gone quarter for gone next year started quarter one gone two gone three
started quarter one gone two gone three
started quarter one gone two gone three gone so my CEO got very angry he said
gone so my CEO got very angry he said
gone so my CEO got very angry he said shake her you are wasting your time as
shake her you are wasting your time as
shake her you are wasting your time as well as mine time I think you are being
well as mine time I think you are being
well as mine time I think you are being used by this customer and you are just
used by this customer and you are just
used by this customer and you are just wasting your time and my time again and
wasting your time and my time again and
wasting your time and my time again and again and don’t talk to my about this
again and don’t talk to my about this
again and don’t talk to my about this customer take it out of your prospect
customer take it out of your prospect
customer take it out of your prospect list immediately take it out I said okay
list immediately take it out I said okay
list immediately take it out I said okay I was also very much disheartened
I was also very much disheartened
I was also very much disheartened because i made the 5200 times i made
because i made the 5200 times i made
because i made the 5200 times i made this customer at least 100 times and I
this customer at least 100 times and I
this customer at least 100 times and I was also liked very much and happy now
was also liked very much and happy now
was also liked very much and happy now that even my management is not happy and
that even my management is not happy and
that even my management is not happy and here the customer is not giving the
here the customer is not giving the
here the customer is not giving the order so I so into this thing that now
order so I so into this thing that now
order so I so into this thing that now what to do at this point in time nothing
what to do at this point in time nothing
what to do at this point in time nothing was coming to my mind so I just drove
was coming to my mind so I just drove
was coming to my mind so I just drove down to the md and the chairman of the
down to the md and the chairman of the
down to the md and the chairman of the hospital who is a big businessman he is
hospital who is a big businessman he is
hospital who is a big businessman he is having more than thousand two thousand
having more than thousand two thousand
having more than thousand two thousand crowed business and this guy is very big
crowed business and this guy is very big
crowed business and this guy is very big guy so I went to him and I asked him
guy so I went to him and I asked him
guy so I went to him and I asked him very politely sir are you serious about
very politely sir are you serious about
very politely sir are you serious about us or you are just using me I told him
us or you are just using me I told him
us or you are just using me I told him the same vs or you’re using me to get a
the same vs or you’re using me to get a
the same vs or you’re using me to get a better price from the other comes
better price from the other comes
better price from the other comes company he got too annoyed with me he
company he got too annoyed with me he
company he got too annoyed with me he said how can you ask me this question
said how can you ask me this question
said how can you ask me this question I said no no sir just because like we
I said no no sir just because like we
I said no no sir just because like we were following you up you’re doing so
were following you up you’re doing so
were following you up you’re doing so much things whatever you asking we are
much things whatever you asking we are
much things whatever you asking we are doing you are asking about the payment
doing you are asking about the payment
doing you are asking about the payment terms you are asking about the products
terms you are asking about the products
terms you are asking about the products you are asking about demonstrations
you are asking about demonstrations
you are asking about demonstrations everything we did but we are not getting
everything we did but we are not getting
everything we did but we are not getting it we got too angry he has written a
it we got too angry he has written a
it we got too angry he has written a mail to my boss that mr. Sibal has
mail to my boss that mr. Sibal has
mail to my boss that mr. Sibal has insulted me by asking this question that
insulted me by asking this question that
insulted me by asking this question that whether i am using him it’s a very big
whether i am using him it’s a very big
whether i am using him it’s a very big statement he has given it’s a very
statement he has given it’s a very
statement he has given it’s a very loaded statement he has given very
loaded statement he has given very
loaded statement he has given very unhappy with me so i also thought that
unhappy with me so i also thought that
unhappy with me so i also thought that now order has gone or something like
now order has gone or something like
now order has gone or something like that then he called me that i want to
that then he called me that i want to
that then he called me that i want to visit your head office with you and i
visit your head office with you and i
visit your head office with you and i want to finalize you come prepared with
want to finalize you come prepared with
want to finalize you come prepared with all your data and everything whatever
all your data and everything whatever
all your data and everything whatever you want to keep and i will decide for
you want to keep and i will decide for
you want to keep and i will decide for the best machine whichever is the best
the best machine whichever is the best
the best machine whichever is the best machine which is the best combination i
machine which is the best combination i
machine which is the best combination i will decide for that I said okay we got
will decide for that I said okay we got
will decide for that I said okay we got the tickets done everything for five
the tickets done everything for five
the tickets done everything for five guys we flown to Bangalore our head
guys we flown to Bangalore our head
guys we flown to Bangalore our head office was at bangalore with my boss my
office was at bangalore with my boss my
office was at bangalore with my boss my CEO and he was still in the mode that
CEO and he was still in the mode that
CEO and he was still in the mode that they will not place the order with you
they will not place the order with you
they will not place the order with you don’t worry that they’re just taking you
don’t worry that they’re just taking you
don’t worry that they’re just taking you for a ride I said finds her let us see
for a ride I said finds her let us see
for a ride I said finds her let us see so I took them layer and finally the
so I took them layer and finally the
so I took them layer and finally the luck would have it they place the order
luck would have it they place the order
luck would have it they place the order with us and we supplied the machines
with us and we supplied the machines
with us and we supplied the machines finally we supplied the machines and he
finally we supplied the machines and he
finally we supplied the machines and he has then sent me a message that I was
has then sent me a message that I was
has then sent me a message that I was not using you so this was a result of
not using you so this was a result of
not using you so this was a result of our presence that we were after him
our presence that we were after him
our presence that we were after him whatever management thought whatever
whatever management thought whatever
whatever management thought whatever everybody is thought but we were having
everybody is thought but we were having
everybody is thought but we were having a faith in a sense that yes we are going
a faith in a sense that yes we are going
a faith in a sense that yes we are going to win so there can be lot of things
to win so there can be lot of things
to win so there can be lot of things which can happen things can go negative
which can happen things can go negative
which can happen things can go negative but don’t have a never said you should
but don’t have a never said you should
but don’t have a never said you should have an attitude of never say die so
have an attitude of never say die so
have an attitude of never say die so that kind of attitude is sales is very
that kind of attitude is sales is very
that kind of attitude is sales is very very important and I say that in life
very important and I say that in life
very important and I say that in life also it is very very important so there
also it is very very important so there
also it is very very important so there are many other stories like that recent
are many other stories like that recent
are many other stories like that recent example is the max deal where we lost
example is the max deal where we lost
example is the max deal where we lost that deal it was a pax order is a very
that deal it was a pax order is a very
that deal it was a pax order is a very big order what we did is this there was
big order what we did is this there was
big order what we did is this there was a pax order we have to demonstrate our
a pax order we have to demonstrate our
a pax order we have to demonstrate our packs to the management and we goofed up
packs to the management and we goofed up
packs to the management and we goofed up hours people hooked up along with me and
hours people hooked up along with me and
hours people hooked up along with me and the we could not demonstrate on the d
the we could not demonstrate on the d
the we could not demonstrate on the d day that we have the demonstration of
day that we have the demonstration of
day that we have the demonstration of all the companies were there we could
all the companies were there we could
all the companies were there we could not demonstrate the product properly so
not demonstrate the product properly so
not demonstrate the product properly so they said you are not in the picture
they said you are not in the picture
they said you are not in the picture okay so we are not consider
okay so we are not consider
okay so we are not consider and the company which was having earlier
and the company which was having earlier
and the company which was having earlier packs installation they have considered
packs installation they have considered
packs installation they have considered that company and an Indian company they
that company and an Indian company they
that company and an Indian company they have considered so I but okay I said
have considered so I but okay I said
have considered so I but okay I said okay quick no problem I told my sales
okay quick no problem I told my sales
okay quick no problem I told my sales team please keep on going and meeting
team please keep on going and meeting
team please keep on going and meeting them again and again so the captain
them again and again so the captain
them again and again so the captain meeting again the head of department
meeting again the head of department
meeting again the head of department changed so new head of department
changed so new head of department
changed so new head of department thought that you should have a new demo
thought that you should have a new demo
thought that you should have a new demo so he has taken a demo and again he has
so he has taken a demo and again he has
so he has taken a demo and again he has put us in so we were inside the race
put us in so we were inside the race
put us in so we were inside the race again we were also there we were very
again we were also there we were very
again we were also there we were very happy that we are actually at least we
happy that we are actually at least we
happy that we are actually at least we are inside then we had made a very
are inside then we had made a very
are inside then we had made a very unique solution for the customer which
unique solution for the customer which
unique solution for the customer which is a pay-per-use basis solution where
is a pay-per-use basis solution where
is a pay-per-use basis solution where they did not have to invest anything so
they did not have to invest anything so
they did not have to invest anything so we have made that solution for them it
we have made that solution for them it
we have made that solution for them it was wonderfully done and the agreement
was wonderfully done and the agreement
was wonderfully done and the agreement was to be signed between us and them
was to be signed between us and them
was to be signed between us and them final agreement was where they have
final agreement was where they have
final agreement was where they have sentenced the draft of the agreement
sentenced the draft of the agreement
sentenced the draft of the agreement there were certain terms and conditions
there were certain terms and conditions
there were certain terms and conditions which we could not take we could not
which we could not take we could not
which we could not take we could not assign those conditions because of
assign those conditions because of
assign those conditions because of various reasons penalty clauses and all
various reasons penalty clauses and all
various reasons penalty clauses and all so we said that we want these changes so
so we said that we want these changes so
so we said that we want these changes so I was thinking that somehow we will
I was thinking that somehow we will
I was thinking that somehow we will agree on certain things they will agree
agree on certain things they will agree
agree on certain things they will agree on certain things so balance will happen
on certain things so balance will happen
on certain things so balance will happen and finally we will come to an agreement
and finally we will come to an agreement
and finally we will come to an agreement but luck would have it our service
but luck would have it our service
but luck would have it our service manager he left the job our pack sales
manager he left the job our pack sales
manager he left the job our pack sales head he left the job and they are CIU
head he left the job and they are CIU
head he left the job and they are CIU the chief information officer also left
the chief information officer also left
the chief information officer also left the job so the new guys came in from our
the job so the new guys came in from our
the job so the new guys came in from our side as well as their side and there was
side as well as their side and there was
side as well as their side and there was a lot of confusion that we could not
a lot of confusion that we could not
a lot of confusion that we could not understand what he was saying because we
understand what he was saying because we
understand what he was saying because we were thinking that order is in our hands
were thinking that order is in our hands
were thinking that order is in our hands because we had an agreement to sign and
because we had an agreement to sign and
because we had an agreement to sign and he wanted something else our guys wanted
he wanted something else our guys wanted
he wanted something else our guys wanted something else so in between we fought
something else so in between we fought
something else so in between we fought with each other and we parted and the
with each other and we parted and the
with each other and we parted and the order has gone to other company finally
order has gone to other company finally
order has gone to other company finally so we lost this order and that too we
so we lost this order and that too we
so we lost this order and that too we were fighting for more than two years
were fighting for more than two years
were fighting for more than two years two to three years we were in out in out
two to three years we were in out in out
two to three years we were in out in out and then finally we were out so we were
and then finally we were out so we were
and then finally we were out so we were very happy that we are out luck would
very happy that we are out luck would
very happy that we are out luck would have it after 3-4 months they have
have it after 3-4 months they have
have it after 3-4 months they have called us for another big order of
called us for another big order of
called us for another big order of digitalization for all their 12 hospital
digitalization for all their 12 hospital
digitalization for all their 12 hospital max hospitals they said that okay we
max hospitals they said that okay we
max hospitals they said that okay we could not give you that order at that
could not give you that order at that
could not give you that order at that point in time but the new order is there
point in time but the new order is there
point in time but the new order is there for you for
for you for
for you for the for imager for crs and for this so
the for imager for crs and for this so
the for imager for crs and for this so hopefully this time you will not do any
hopefully this time you will not do any
hopefully this time you will not do any goof up and our misunderstanding will
goof up and our misunderstanding will
goof up and our misunderstanding will not be there so we also accepted their
not be there so we also accepted their
not be there so we also accepted their order and we installed so I would like
order and we installed so I would like
order and we installed so I would like to tell you that life is full of ups and
to tell you that life is full of ups and
to tell you that life is full of ups and downs and the sales is also like a life
downs and the sales is also like a life
downs and the sales is also like a life and we don’t have to get disheartened
and we don’t have to get disheartened
and we don’t have to get disheartened never-say-die attitude is the most
never-say-die attitude is the most
never-say-die attitude is the most important attitude number one passion
important attitude number one passion
important attitude number one passion for your job this is also a very very
for your job this is also a very very
for your job this is also a very very important thing whether you win loose
important thing whether you win loose
important thing whether you win loose does not matter honesty and the hard
does not matter honesty and the hard
does not matter honesty and the hard work these pays in the last anyone who
work these pays in the last anyone who
work these pays in the last anyone who is honest and hardworking people see
is honest and hardworking people see
is honest and hardworking people see that you have worked very hard they
that you have worked very hard they
that you have worked very hard they cannot give you that order or that time
cannot give you that order or that time
cannot give you that order or that time you will not win it is ok but definitely
you will not win it is ok but definitely
you will not win it is ok but definitely the result will come in some other form
the result will come in some other form
the result will come in some other form or they will help you so never lose
or they will help you so never lose
or they will help you so never lose heart and be positive about everything
heart and be positive about everything
heart and be positive about everything thank you very much thanks
thank you very much thanks
thank you very much thanks [Applause]
”
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