<h2> Communication Tools. Applying the JoHari Window concept to High Value Selling of Capital Equipment. -2 </h2>

 

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)

   

  

         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  

value).  




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.)

 

There can  only be four possible outputs from a Johari Window Analysis.

 

           When you are speaking with  clients for a high value business or project equipment, the Johari Window analysis of each quadrant will be as below 

           (A) Open Area :      He needs to know what your product can give him for his need. That is all-he is not concerned with how many quality prizes your company has won.

2          (  F ) Façade: You need to do your homework. Before you begin to talk, you must have seen the area of the problem, what other problems might be there, offer him solutions and mention one which is the best. This however depends upon what the client tells you in the Open Area. He may want the worst because..? do you really need to know. If he wants the worst knowing it’s the worst, give it to him.

3.         ( U ) Unknown area: You don’t really want to know unless it has got a direct       bearing upon your supply.

       (BS)   BlindSpot is the joker in the pack. It may emerge-it may not. You cannot do homework as you have no idea what it is. Therefore, we just ignore it ( However, don't ignore your hygiene. (Now, I don't have figures as to whether halitosis and sales is corelated but it just may be so. Why take risks? ).

     

        This is how the Johari Window analysis can help you in your dealings with the client. But the final word is that you need to want it on your own. If you are a loser, even the bright sunshine will seem like rain. Think about it. All the info in this blog are little tips and techniques- sometried out frequently, some I tried once but was too lazy to do it again. What I woud request you dear reader, is to let these thoughts be the bait for your ideas. And as Pirsig says-do mind the gumption traps.

        Try it out a few times and who knows, maybe you will discover more value inside  or on the window panes. Go right ahead, you got nothing to lose and everything     to win.

A	BS
F	U

        I think this is the one in the selling scenario but it will depend upon the  situation. The best part about the communication model is that the border panes can be moved. They should never be fixed as that will make the value of the tool -zero!!

       LUV friends

       Bilbo --- signing off 

         N.B. : See you guys next week and by the way, do click on some of the ads on this blog..it won't kill you..it won't cost you money even..see what our sponsors are offering..