Google Translation

F E E S - GURU DAKSHINA

11:32 PM | Labels: , , ,

In the Indian language, fees given to a teacher is known as Guru Dakshina. Guru means Teacher and Dakshina means fees. So when you want to learn something you need to undergo a process and the one who guides you towards attainment of knowledge needs to be paid fees. Success will be consistent and should stand testimony for others to follow without any blemish.

Business success also comes from a systematic learning. Achievement is the culmination of the process. 

Towards one such business promotion, I designed a programme called I W S S. This is Interactive Work Shop Session, conducted in Chennai on 9th & 10th of July 2011. Response from Chennai distributors – those who attended - was simply excellent. Course faculties included apart from me, Mr. N. Venkataramani and Dr. Malati Ramani. In his presentation on customerization process Mr. Venkataramani, a top class Guru of DXN in India, brilliantly brought the concept of 
F E E S to light.

For any customer to take a buying decision, something that goes in his mind has to be satisfied.

  1. He must first have a Feeling of / on the product (F)





  2. He has lots of Expectations about the product based on the presentation (E)
  3. Having convinced primafacie, he uses and Experiences results (E)
  4. Then starts his continued use. That requires Service (S)

He emphasized clearly that unless this process is done on a sequential manner no sale will progress, nor continue.

CUSTOMERIZATION PROCESS 

If you expand this F E E S theory it will look like this in Customerization Process :

INITIATION    PROGRESSION    CONSOLIDATION

BUYING – A PROCESS OF REJECTION 

Buying by a customer is not a process of selection but that of rejection. Primarily you will not agree with this statement because you can argue that a customer selects what he wants. But if you closely analyze you will see that before selection he rejects many things and ultimately settles on what he has a close Feeling to. So INITIATION to buy comes from a BUYING FEELING (F). During the process of rejection his Physical Brain (Analytical Brain - Blog 8 : Three Brain Activity ) is dominant telling him what to buy, what to reject, which is good, which is bad etc. The moment he decides, his Heart Brain (Emotional Brain) will dominate making him get attached with the product. Attachment will lead to owning the product. That is how sale is made of any product. You are also a customer of many products. Think what all you did is the same everybody does. Only thing is you need to understand the process.

After that comes PROGRESSION. During this process the customer having bought the product has EXPECTATION (E) as to what it will do to him. He has heard lots during the presentation. His butterflies (Gut Brain) induce him to consume and he EXPERIENCES RESULTS (E). Once results satisfy him his Physical Brain (Analytical Brain) will ask him to continue using and check whether there are any other benefits he can get. 

That is when you need to CONSOLIDATE THE CUSTOMER by excellent Service (S). Many people fail in business when they neglect this important process. Customer Service is paramount to Customer Consolidation. This is the finishing line. It’s no use if you run so ahead of others and do not touch the finishing line.

DXN products certainly give positive results. We have seen in the past over a decade. Now it is up to us to consolidate our Customer Base and Expand further to enhance our growth and that of the company. 

Success will repeat and repeat once you understand this process and perform accordingly. That’s what great World class professional organizations are doing. 

For that, 

F E E S -

IS THE RIGHT ROUTE FOR CUSTOMERIZATION



Image: jscreationzs / FreeDigitalPhotos.net
Image: phanlop88 / FreeDigitalPhotos.net
Image: 89studio / FreeDigitalPhotos.net

  • Digg
  • Del.icio.us
  • StumbleUpon
  • Reddit
  • RSS
Read User's Comments(0)

THREE BRAIN ACTIVITY

11:14 PM | Labels: , , ,

In my previous Blog (Blog 7) on MLM Business, I wrote that the person jumped on me the moment he came to know that this was a referral business and he construed it to be money chain and reacted violently. 
I was ruminating as to why he behaved like that instantly. He was otherwise fine and even decided to buy the products. Then what happened? The answer lies in our BRAINS ACTIVITY. What? There is only one brain, where did you get the plural from. Let’s see that.

3 BRAINS 

Yes. There are 3 brains we have rather than one. What are they? 

1. Physical Brain 
2. Heart Brain 
3. Gut Brain

In a given situation each of them gets dominance and shapes our response or reaction. 
Each has distinctive characteristics which play a role in our behavior. 
In any uncomfortable, threatening, situation analytical ability takes a back seat. Heart and Gut brains start dominating. We lose power of reasoning and take emotional decisions rather than logical decisions. See an example.

Suppose someone gets news that the stock market has crashed. He immediately feels butterflies swinging their wings in his stomach (Gut) and in a fit of the moment he decides to end his most precious life forgetting the family behind him. This has happened to many people. Why this Reaction? Because the Emotional (Heart) Brain takes over, preceded by butterflies in the Gut and the resultant action cannot be reversed. In this case the dominant action area was Heart Brain and Gut Brain. 

Analytical Brain Activity 

Supposing his Analytical Brain was dominant what would he have done? First he would have sent his mind into a calm mode; think as to what triggered the crash; whether this is a permanent reaction to some other factor; when will it reverse; on a reverse swing will he get better profits and in the meantime how to wriggle out of the problem; in a similar situation earlier what did I do, so that I can take a leaf out of that experience folder and tackle the issue.

The same thing happens in our business. When 4 or 5 prospects refuse to sign up or buy, or say that MLM is bad; its chain business, your product is costly etc, butterflies start their job; emotion takes over and we get funk. Result: We stop further action. That is why many people are not successful in network business. If you analyze all those who are not successful in this business you will find that their Emotional and Gut Brains dominate more than their Analytical Brain. You will observe they always complain of everything. Even many successful people have the habit of complaining about everything. Nothing satisfies them. They are big butterfly merchants. The result is one never wins in such a fabulous business model and the other loses goodwill and friendship. A little shift in their thinking process will make a huge change for them. 

Then the question comes, whether Emotion and Gut Brain are useless. No. Rather they have to be selectively used and positively shut out. There are techniques for that. Let us see.


STRATEGY for 3 BRAIN ACTIONS


When you make a presentation

Present with the Analytical Brain, i.e. Logical Presentation. It’s a process. It can be learnt

In your face show Emotion like smile, excitement, patting, shaking hand etc

Don’t panic on confrontation. This controls reaction in Gut


Analytical Brain always works in Logical mode. When it is triggered regularly it develops rational thinking. Characteristics of rational thinking are Concern and Compassion.

Show Concern to your Team Members

Show Compassion to your Cross Line Members

Together all can grow! 

THEN DXN WILL BE No 1 IN THE WORLD



Image: Boaz Yiftach / FreeDigitalPhotos.net
Image: jannoon028 / FreeDigitalPhotos.net
Image: renjith krishnan / FreeDigitalPhotos.net

  • Digg
  • Del.icio.us
  • StumbleUpon
  • Reddit
  • RSS
Read User's Comments(0)

MLM BUSINESS IS AFTER ALL A MONEY CHAIN BUSINESS…...…!

11:10 PM | Labels: , , ,

A few days ago one of my team members referred a person to me. He had some health related issues. I briefed him about the products. Having been satisfied he decided to purchase some products. 

He then queried, “Dr, I understand that these products are not available in regular shops, but can be got from designated stockist and I can also refer to many people. If they also buy I may get some commission from the company. If more number of people buy in my link I may get more money. Is that right?” I said, ‘Partly yes’. He immediately jumped on me. 
He said, “Then it’s simply a money chain business. My own sister lost lots of money in this people catching game. Even her relationship inside the family got ruined because of this chain business. I think yours is also one like that. I’m no more interested. Thanks.” I listened patiently; did not interfere at all; allowed him to vent all his pent up feelings. When his steam was over, I started.

Sir, thanks for being fully frank. I understand your feelings. This comes out of what you have heard and seen in your own family. However a few questions to you. 
1) How would you feel if you are paid back by the company of the products you bought?
2) Will you recommend a good movie or a restaurant to a friend or relative?
3) Do you know what MLM business is all about?
4) Do you have hands on experience in a MLM business?


He answered thus, “Obviously I will be happy if I’m paid back. Because these days cost of everything is skyrocketing. I will certainly recommend a good movie or a restaurant. I only know MLM business is money chain and people lose money. I don’t have any personal experience.” Then I started.

MLM by default means it’s a business model that works in multi layers rather than a singular level. Singular level is conventional business. Therefore income earned is as per your own talent and time. However in a multi layer business model income is derived from every ones’ talent and time from every level. Therefore if you want more income you need to improvise the talent and time of every one in all layers. This is possible only if there is TEAM SPIRIT. MLM business thus promotes Team Spirit. There is all round satisfaction because everyone contributes to his own and others' growth.

Money Chain the wrong tool 

Yes, there are unscrupulous elements in any business or in any activity. A good business model can be twisted by some people just to hoodwink and cheat. It is up to us to choose the RIGHT BUSINESS FATHER IN LAW. (Read my previous blog on this : PARKINSON’S LAW & MLM BUSINESS) 

Suppose you want to catch a fish would you use a chain? No. Many people use chain to catch fish and ultimately lose both the fish and the chain as after some time some links go off the chain. Then they start blaming that all the money invested to fish has been lost. And they lose confidence on the fish itself and start thinking that they cannot fish at all. It’s not their cup of tea. This is obviously not because of the fish but because they have chosen the wrong tool.

Network the right tool


So if you want to catch fish the right tool is net. If you build a strong net you will get more and strong fish. The fish will remain in the net if you care for servicing the net at regular intervals. Knowledge about networking comes if we have an open mind and understand the business model. A closed mind without proper understanding looks everything as a ghost and blame. A blamer will only lose result oriented opportunities for himself out of ignorance and spread across others to spoil their success as well. 
People will press panic buttons using their gut brain (see my next blog on different brains we have) and come to wrong conclusion that this is chain business and so on. Pessimism comes out of ignorance and will ruin. Optimism comes out of clarity and will save. 

Look at the chart below : 


I told my friend that there is still more to learn about MLM business. Read my blogs regularly. For today this is sufficient. If what I have spoken to you makes sense then please join my team and do networking. Being in your place you can do worldwide business. You will not be alone in that process of making yourself wealthy but we all will help you achieve your dream. 

My friend having got clarity on Chain and Network joined under his sponsor, of course in my team. I’m sure I will also derive some income from his growth. I got satisfaction that a person’s ignorance on the great 20th century’s business model has been cleared.    

NETWORK IS WAY AHEAD AND DIFFERENT FROM CHAIN



Image: jscreationzs / FreeDigitalPhotos.net
Image: digitalart / FreeDigitalPhotos.net
Image: scottchan / FreeDigitalPhotos.net

  • Digg
  • Del.icio.us
  • StumbleUpon
  • Reddit
  • RSS
Read User's Comments(0)
Subscribe to: Posts (Atom)