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All of us have taken driving lessons and one of the aspects that they teach to the point of indoctrination is the usage of the hand brake. Whenever the car stops for more than 5 seconds, the hand brakes have to be applied. For a ‘hill start from still’ position, or maneuvering on a camber, this is a mandatory technique to prevent a roll back or slide but even on a flat… Read More

Zig Ziglar had stated that ‘Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.’ Sure all these could be true from a customer’s perspective and if indeed these five conditions persist then it is prudent to leave the prospect alone. In fact in standard prospecting parlance, such a position wouldn’t make the firm qualify as a ‘prospect’ anymore to the selling organization. Sales people move… Read More

Marlon Brando in 1973 refused the movie fraternity’s heftiest honor ‘Academy award for Best Actor’ for the movie Godfather where he played the patriarch Vito Corleone. The reason for refusal to accept; Native Americans had no representation in film industry and were used as extras and he wanted this to change. An external honor i.e. fame and recognition of such magnitude was rejected to cater to an internal drive of seeking justice…. Read More

Hunting in common parlance means to chase, to pursue, to search, to seek for, obtain and to scour. Mainly it was for subsistence (as in food) or for a profit (tusks, animal hide, skin etc.) or a sport (was construed as a royal sport in certain cultures). Hunting for food was the way mankind survived once. Today it isn’t so. In the civilized world, one doesn’t have to hunt for food but… Read More

Speech demands 100 orofacial, laryngeal, pharyngeal, and respiratory muscles. Air from the lungs (expiration) needs to be phonated through vocal folds of the larynx and resonated in the vocal cavities shaped by the jaw, soft palate, lips, tongue and other articulators. Pavarotti had a huge jaw hence could attain remarkable cavity space and voice resonance. The generated voice, with the help of facial articulators (mobile & immobile structures of the face) adjust the… Read More

Why do people seek selling as a profession? For that matter why do people select ‘a’ specific profession? Do people select their formative job with a well informed and well thought out strategy or do they get conveniently lassoed into the job due to placements they secure, existing vacancies, good starting salary, company culture, because they have invested in a certain type of education, yielding to the ongoing trend (Finance, IT, Engineering,… Read More

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Leadership, Sales, Apperception