Selling By Research: (SBR) and the six serving men.

I KEEP six honest serving-men
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.

…from “The Elephant Child”; Rudyard Kipling

This is a verse that remains popular to everyone till date. Kipling’s six serving men even to this day aid us a great deal in our quest for misplaced idealism and unworthy perfection. But now, enough of chit-chat and we go back to the class and continue interaction with Sales By Research (SBR)

First, let us consider the first three. What, Why and When.. What we are about to discuss here is the new or rather ‘mixture of common sense and old thinking in a rubber stopper sealed bottle’ and giving it an almighty shake’ which has been termed by yours truly as ‘Selling by Research’.

This is not a magic potion aka ‘Geriatrix’...it is just application of the principles and habits of us homosapiens which the majority of us tend to do and therefore have been classified as normal.Let us imagine a person Mr.No’all who really knows everything about the planet. Due to his encyclopedic knowledge if you ask Mr. No’all anything about Earth, he can tell you everything about it. But when you ask about the moon. If you want to restore Mr. No’all, draw a link between the moon and earth...and on & on he goes again. Similarly, what I have done here is to make a link between already known and proved concepts and SBR

Here I want to remind all of you that the sales I am talking about here is capital engineering high value equipment, not other products/or services. I have no reason to believe that  SBR will not work except that I have not tried it out practically. Logical thinking appears to suggest it will work but the impotency of logic in different situations has been so well documented that I have the greatest qualms in saying ‘YES’. Indeed, it is better to say NO and be happily proven wrong,  then to say YES and embarrassingly proved to be wrong.

All having been satisfactorily defined, we now return to Kipling’s last serving man ..who is …HOW

“How” was a person of infinite patience, which

Was a perfect avatar as suited his immense size;

And had there been a contest of "one track minds"

"How" would have undoubtedly won the prize.

SBR can be defined as the act of breaking up of a sales process-which appears impossible or not feasible into small pieces thereby altering one’s view and perspective and then going on subdividing till each is solvable. Research is required  to do this subdividing. The individual sub divisions are then solved and the results combined in the same order. This continues till you arrive at the original ‘apparently impossible’ question , this time with the answer at your other hand. The research is done and information collected and compiled. When you get this information, you get power because “information is power” and with this power-you use it to get over the apparently impossible sales task.

In my next post , we will talk about How in a more detailed manner. If anyone is interested in the entire poem of Kipling, the following link will lead you to it http://bit.ly/xcJ80O

That’s all for now, friends!!!

Until the next post, it’s now
Hasta Manana

From Bilbo

SALES LEADS: HOW TO GET THEM FROM THE NET-Part 1

Hi Friends-Sorry for the long wait. We will discuss about “Sales-leads from the internet today”. A lot of people have the opinion that sales leads from the internet are worthless because everybody has access to them”.That is bullshit with a capital “B”. 

Yes, if you want to be spoon fed, then I agree. But, spoon feeding has become obsolete today. If you are selling high value capital equipment and want some leads and if you are willing to use your head a little, the net is a goldmine for “SALES LEADS”.

Let me illustrate. Let’s say that you are selling Stainless Steel Fittings all as per API. Now, when you are selling high value equipment, you get only one chance i.e. when the new plant/project comes up. Because you haven’t the chance to make repeat sales within a month like someone selling welding electrodes, the cycle is get in first-convince customer and get your order. People coming in last usually don’t get the orders. It's the early bird which catches the worm (though personally, I don't much like worms)

Get two orders and maybe you are on the way to a comfortable bonus. So-what do you do. Make sure you get these two orders by targeting 8 customers. If getting in first at 8 customers dose’nt  result in two orders, may be you are not thinking hard enough, or maybe you disagree with this blog. Its'a free world-ladies and gentlemen-you do have the right to disagree with me. The catch is that you won't get your orders that way. You can't sell a product on which you do not have the confidence. So, just how are you going to get your leads without that confidence in me. So, don't waste your time here (in fact all those who disagree leaving will make those people who agree all the more likely to succeed).

But where are these 8 leads going to come from-not just sales leads but authentic requirement based sales leads. (By selecting 8 potential customers, you are also in line with the 75:25 law This is a modified form of the Pareto Principle)...From a site called processregister.com (that’s one way).Process register.com is a free info site for people like us that is those that are selling high value capital equipment.

A screen shot of the site is below.

Study the site until next time friends, when we will study how this site can help generate our sales-leads i.e 8 nos potential sales leads. This site can make you rich forever!. So study it friends till the next part and,

Until then,

its love from

BILBO