SURE SUCCESS FOR SALESMEN AND OTHERS  

ONE PICTURE, ONE STORY, ONE THOUGHT.EPISODE-3

PROF WAQAR HUSSAIN

ONE PICTURE

ONE STORY:

There was a big Mall in New York and was popular all over the USA. It had many sections; all operated by young girls who were slim, smart, good-looking and well behaved. Once owner of the mall advertised job for new sale girls; putting basic condition of beauty. Many girls applied for the job. Interviews were conducted on prescribed date. On the day, the owner was calling girls one by one to take interview. He called a girl for interview, when she entered, the owner was astonished to see a black girl, standing before him.She had dark complexion, broad lips, big nose; chubby; in sum having all ingredients of ugliness . The owner became perplexed, hold his pen in mouth and started pondering. How to tell her that she was not suitable for his mall in any respect. Meanwhile, the girl stepped ahead and spoke abruptly: “What you are thinking is absolutely wrong!” She further added; “She is more appropriate for this job than the beautiful girls, appearing for the interview.”She went on saying: “I will bring sale boom in your mall. Let me work for a while; if I couldn’t bring substantial uplift in sale; you can fire me!”

The owner was in the doldrum , what to say but yielded before her confidence and claim of sale boom and decided to give her job.

After few weeks, the owner thought to check the performance of black girl, Martina.He passed through different departments and reached the section, run by Martina. He was astonished to see the crowd of customers whereas, there were scanty presence of buyers in the section of beautiful sale-girls. He thought that he had appointed her on trial and temporary basis,that too after becoming speechless before her determination. I never thought that half of income of mall would be the generated by this girl. He became happy as well as curious, to know the trick of success of Martina that was lacked by others. So, he called her to his cabin and asked the reason of rush of people at her stall? What was the secret of your sale success? Martina replied, “Knowledge of human psychology!”. The owner said, “He didn’t follow her point.” She explained, “For an instance, whenever, I give sugar to any customer,I bring about three quarter of kg(750g) from the back store. Then go again and fetch more sugar and fill up the missing sugar upto 1kg. Then I add rather shower some more grains. The customer when first sees 750 digits on scale; thinks that sugar is less. When I bring more sugar and add till scale show 1000, the customer feels relaxed that he is getting full 1kg sugar. When I sprinkle third time some more sugar, now the customer gets happy that not only he is getting full kg, but also some extra. In this way, I satisfy the “quantitative concern” of the customer. Martina was speaking; and the owner was feeling amazed and happy. He thought to appreciate her; Martina interrupted his words with a humble sorry and carried on her explanation: “Second! During weighing of sugar, I praise sugar, how white is it! And it is cheap also; it had more sweetness than other brand of available sugar. I valuate my items just to pacify the “qualitative concern” of the customers. The owner puffed on cigar and made him ready to speak in her praise. Martina again interrupted and started telling; “Thirdly, whenever any customer comes to my stall; I, first, welcome with a smile and receive him with open arms and during the process of weighing again and again, I glance at him with smile before speaking. Keep in mind; smile is the world’s best “Make-up kit” that, can transform an ugliest girl into the “Miss World”.

Her explanation were touching his heart. He stood up from his seat, came near to Martina and wanted to speak. Martina interrupted third time and said, “The other sale girls brings more than 1 Kg of sugar from the store to avoid multiple visits and then take away excess sugar .As the customer is watching; the digits dropping from high to low; the customer feels that he was getting lesser sugar. Second, most of the sale girl don’t speak at all, the rest who speak but their talk is irrelevant to things, they are selling. Third, they smile by contracting their lips whereas I smile from the core of my heart, that make my face, glowing like a rose.                   Further, every buyer has in mind while purchasing an item that at some other place,he can have better item and in a lesser price. So he has split mind between two points, here and there(in  imagination). It is the trait of good sale girl to prove that this“thing”is the best of all and the cheapest. In doing so, she can erase the imaginary thing of buyer. By establishing to him that this ‘thing”is, in fact, the “thing” he is longing for. When buyer is convinced; he buys that instantly and sales girl wins.”

Now the owner reached his saturation point. He couldn’t hold more, his feelings of happiness and gratitude. He applauded her with the words of praise, he had in his dictionary and also awarded her promotion by making her Head of Sales Department.

ONE THOUGHT:

      People who get to know the psychology of others and manage accordingly, get coveted result.As is done by Martina; Deal people, after knowing their psyche.She is aware of customers mind, their aspiration, their fears while purchasing. The method of weighing , promotion of his items and talking with smile made her a successful sale girl. Martina is such type of sale girl who can sell refrigerators to Eskimos; mirror to a blind; comb to bald.

Let have a story of past to know the benefit of mind reading. Once, a king announced in his court “The person who will tell reason, why my palm have no hair? I will reward him with colossal wealth. If his reply is inadequate , I will cut his neck off !” On hearing this announcement, there was a pin drop silence among courtiers. The king glanced at the faces, searching who was getting ready to reply. There was a young boy Raju in the court. He pondered at the face of king and get to know; the question was not of academic nature, rather it was meant to have some good time. Raju also knew that the king was fond of flattery. He analyzed the entire situation, took up courage and stood up. Now the king was staring at him. The persons present in court were in a fix, they were speculating the end of drama; either Raju would get huge sum of wealth or lose his life. The king  looked at Raju for a moment and then  roared: “You have decided to reply my query. Keep in mind, if you gave irrational reply, you will be sentenced to death.” The Raju replied in conviction, “My Lord! Yes”. The King repeated his question: “Why there are no hair on his palm.” Raju said, “you are very generous and fond of donation. You are always doing charity; by continual givings, the hair of your palm have corroded off.” The king became very happy to listen this reply. But he asked another question. “Oh! Yes my hair have vanished by persistent givings, but your palm too have no hair? What happened to them?” Raju replied, “My Lord! Whenever you give; you give it to me. So by constant takings,  my hair have rubbed off .” The king became more happy on hearing this  oily reply. The king was in jolly mood , he further asked, “Tell, my hairs are lost by givings; yours by takings and then what happened to the hair of all courtiers; they don’t have any hair on their palms?” Raju replied hurriedly, “My Lord! Whenever you give; you give it to me, so your hair lost by giving things, mine by taking and theirs by rubbing their palms in jealousy and resentment.” The king became extremely happy to hear his reply and said, “Demand! What you want? Raju got huge sum of valuable!

In this story, Raju read the mind of the king, speculated from is body language and mood! What was going in king’s mind and get to the core of the matter. So knowledge of human psychology benefited him with life time wealth.

 The greatest leader of the world have a grip on human psychology. They, first of all, measured the public sentiment and then presented plan of their desire and got their hidden goals.

 The popular speaker, first of all analyzes the mental frequency and then speak accordingly and are applauded. A good teacher, when enter the class room, first glances at the faces of students to know their mental alertness. If they are exhausted, they tell an interesting event or share a joke to charge them. On finding them agile and active, they then start delivering lecture. Physician talks to his patient and observe his behaviour, analyze his word, then he diagnose his disease. To some patient, the physician prescribe placebo medicine, it is the proof that they read the psyche of patient. Some patient aggravate their malady by worry; thus there is a famous physician formula, “Two and two are not four, it is twenty two”. It means if someone have disease to the tune of two and worries a lot about it, disease will be worsen to the tune of of 22. So there is huge contribution of mental anxiety toward enhancing disease. Above formula show; for physician, knowledge of human psychology have a pivotal role.

Whatever field of life you pick, knowledge of human psychology, give you a benefit. So always read the mind of people then adopt a suitable course, sure success in inevitable.