Sunday, July 05, 2015

Communication Tools. Applying the JoHari Window concept to High Value Selling of Capital Equipment. -2

Continuing from our last post, we can therefore say that the Johari Window is a 
model of a tool by which we come to know as to how we are faring in our  inter-
personal communications. Do people trust us? If not-why?  Have we
communicated with subordinates where we want to go i.e. why I am asking them to 
do these tasks? Are we continuing to have progress reviews & meetings at
predetermined milestones?  (The figure below shows the model)
johari window applied to sales & marketing

         By introspection, the manager can  
set the pane boundaries at different  
points (the boundaries need to be set  
 honestly if the output is to be of any  

The Johari Window is a great   communication review tool. However,because of thinking blocks, we fail to see sometimes fail to see the wood for the trees.
Now, what’s gonna happen if we use it between us and our customers? i.e. in our Sales Deals instead of in team communication. A good communication tool should work everywhere where communication matters. Hypothetically, let's say that, we are selling and/ or marketing high value business equipment /systems..Um......lets say an imported belt drive power pressure filter with five rollers which has a FOB cost of ϵ 570,000 including commissioning costs. ( I’m making a big deal of this because the JoHari Window will not be effective for small deals.)

Sunday, May 24, 2015

Communication : Application of 'the Johari Window Concept" in Sales & Marketing - 1.

   Dear Reader,

In an earlier post ( Why a " Business Administration" Diploma is Important in a Sales Career), I had discussed about the Engineering Degree of 4 years and compared it to the MBA diploma of two years, and then tried to find the reason why a BE degree with a MBA diploma is starting to carry more weight with bosses and employers. This is because a vast majority of us engineers lack the ability to apply the skills learned as needed in a business, which is what all situations in life are. Some weaknesses of engineering courses is nothing is taught about planning, budgeting, managerial accounting, finance, leadership and motivation and many other things which helps us to view the world like Superman with his X-ray vision. Hence, the difference and I have to admit its justification. However, if you have some experience, you can study them and master them on your own. This will enable you to apply your business-targeted concepts as and when a situation arises for that. Of course, you won't have a diploma to frame, but then it is the knowledge which matters not the diploma. We will try to tackle a few business management concepts in this blog every now and then starting today with the Johari Window.

The Johari Window is a management tool which greatly helps in maximizing productivity in teamworking. It helps in showing to what extent is communication synchronized among the team members. Remember, very often team members may not have worked with each other before and a synchronization has to be built before performance starts. JW makes this evident to the members and specially to the team leader who has the responsibility to faciliate this within the shortest possible time. The name sounds exotic 'JOHARI window' but the word is merely the coalescing of the first names of its two inventors, JOseph Luft and HARIngton Ingham in 1955. Not very exotic in reality, ladies & gentlemen.

Sunday, March 08, 2015


Hello Friends,
          I’m back from my sabbatical. Now, before going, I was having a tough time here finding sales subjects to write ABOUT. Perhaps, you guys are thinking that “Holy Shit! This guy’s flipped”, but it’s completely true. I’ve covered more or less most of the areas in selling capital equipment Sales, which deserve mention. I had no interesting points. Moreover, as you may appreciate, everything in this blog, is what I believe in, what has occurred or I believe can happen. I have never used the textbook approach to blogging. 
( that is , take a textbook and write about all the interesting words you come across, making it look like things you know or /and have experienced). So, I went in for an 


         Post introspection, I find that there IS a problem but what about us introducing a not sales only but combined with Marketing and Business Management subjects. If that sounds funny to you, think about it this way. We were discussing selling Capital Equipment and /or Industrial Marketing. We will still be doing so but with the nuances of management science weavings into the fabric at random points. 

        So seat tight and put on your seatbelts. The show ain't over yet, not by a long way. 
Finally, on the International Women's day, join me in supporting women's empowerment, with this song of John Lennon entitled "Woman"

With lotsa love
Bilbo Hobbit