I have read the Carnegie classic " HOW TO WIN FRIENDS AND INFLUENCE
PEOPLE" ( and it is a classic) a "two decade" period back but the best
illustration of my point is a story narrated in the book. ( Due to many years, the story may not be 100% accurate and my apologies).
A Motor salesman visits a customer who is dissatisfied because the supplied motors are running hot. After some Q-A sessions, it comes out that the operator cannot place his hand on the motor comfortably. At this point, our salesman says bingo! but that's the point because the motors are supposed to run at 60 deg F and at this temperature, human skin of the operator will have a natural aversion to the motor's body heat.
So everyone is happy and our salesman comes out with applause and the confidence that the next motor order is in his pocket.
Now let's imagine the same thing in India. The salesman will be told ( first
after some bullying by the guard) that the Purchase Manager is in a
meeting. He goes away and next time comes with an appointment. The
Purchase Manager meets him and expresses his disappointment with the
salesman's motors. They run hot and are expensive!! The salesman wants
to go to the shop but the operator is not in. Next day, he meets the
operator who just says that his motors are hot. The salesman gives the 60
deg F logic but the operator says no. He has other motors where he can
place his hands and he has been running motors for 30 yrs, so...! The
salesman slinks out of the factory with his tail between his legs and goes
back to his office to lick his wounds.
Does that sound familiar! so, what should the salesman do to
receive
the applause that Dale's salesman gets?? I'll explain in my next post
but why don't you try to think about it yourself
and post it here as a
comment?
Bye for now...
Bilbo
