“Salesman as a strategist. Don’t just make a sale, but win a customer for ever, says a guru of CEOs”.
This is quoted from a book review : “What the customer wants you to know” by Ram Charan ( in the Business Today, March 23, 2008 ).
The review ( and maybe the book ) is very interesting. What fascinated me is not the well known salesmanship principles presented in the book, or about the (guru) author.
When I read this review, I’ve been thinking (random thoughts na ? ) about the salesmen (and not salesgirls) in Kerala, and Trivandrum in particular. You may ask me what’s so special about them. Yes, there is a lot special about salesmen here in Trivandrum (this includes shop keepers, small and big, and footpath vendors).
Important notice : I am not talking about the Tamilian vendors or shopkeepers here. They are honest and reasonable people, They behave well, unlike their local colleagues. Its also not about the polished salespeople in the big bazzars too.
Have you been to Chalai (a male dominant vegetable market) any time ? Or to Palayam Connemara (a female dominant ) fish market ? If not, please make a visit at the earliest. I am not trying to bias you. So, please take care and study well. I don’t want to tell you how (rough and tough) they behave. But, let me tell you : None of them will offer you a smile, Anger is their prime (sole)expression. None of them would ( sorry, most of them wouldn’t) show a polite response. If you try to bargain, you must plug your ears well ahead ( its raining all abuses, harsh words ). At Chalai, its different. The vendor, if you bargain, would call his friend at the opposite shop/footpath, and start abusing him ( not really him, its at you). The vendors at these markets are very particular in throwing the waste at the middle of the passage/road; make maximum life miserable for the customers and pedestrians ( and certainly to the next shop keeper too).
Even if their goods are getting rotten ( fish, fruits, ..), they won’t sell their goods for 10 ps less. In Chennai and other places, when its getting late in the evening and if the items are not fully sold out, the vendors sell them at reduced rates. Trivandrum vendors dare to throw the items, but won’t reduce any. Probably, a small fraction of the goods may be enough to earn their money ( they can afford not to sell the rest !). Their sole idea is to maximize the profits with minimum of sales ( and least of efforts) ! In Trivandrum, a customer is never the king, the shop keeper / vendors are.
Do you think these footpath/market vendors are poor people, trying to earn their daily bread by selling some goods ? That’s the general perception. But, you are totally mistaken. They are rich ! No jokes !! Make friendship with one in this ( somehow !), and try to know how wealthy he/she is. You’ll be surprised, most likely he/she will be richer than the average Keralite !
Every “meenkari” at Palayam has a mobile phone ! Most of them live in good concrete buildings. TV, fridge, .. yeah they have all. Their children are studying in one of the best schools in the city; …. These are all excellent, shows the overall development of Kerala, and is appreciable. But…
What was I talking about ? Oh ! Salesmanship ! Yeah, that’s totally missing in this corner of the world. Here, Cutomer is NOT, and never, the king.
Are not these people special ?
Trivandrumites are now so tuned well with these people, that they neither expect any better, or complain ( they just ignore, because they know how a dog’s tail is !).
No comments:
Post a Comment