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Note:The SBR concept is the intellectual property of this blog. Not to be reproduced either in whole or part thereof. All rights reserved]
Howdy folks!
Today we talk about Selling By Research or SBR. However,we have to carry out two tasks before we start our discussions.
Before I start talking about SBR we have to again draw another fine line of demarcation. As I had told you before this method is applicable for high value capital
equipment selling or bidding for a high value tender. So , me and those of you
who are still interested cross over this hypothetical line with me, we have
to leave you others behind. Actually -you are welcome to come with me everyone but all
that “time’s precious..mustn't waste it crap makes me write this line. ( The
bottom line is that its your time, right? and no one can spend it for you or give
you extra time . If they can do nothing, why listen to them in the first place?
Moreover, I ‘ve been getting pretty lousy reports from so the more of you come,
the more is my interest. Did that feel bad? I can’t help it friends.. I just
can’t be a hypocrite.Yes, seeing and reading my theory on the net does give a
boost to me …but uh, if you people click at an ad or two, I’ll appreciate it.
Everyone needs resources to survive and yours truly is no exception). By the way 2-3 million USD should be the minimum value of your offer. The item quantity being huge thereby big order value,also will not suffice. What you are selling should require expertise.
The second thing I will want to tell you is please keep an open
mind..If I write that two and two makes five, don’t jump to the conclusion that
I passed my examinations bribing my math teacher. Hear me out and then form an
opinion. In selling, what is important your oratory skills or your listening
skills?
The correct answer is listening skills.So you think that you already knew that. The next time you
visit a customer who is known to you, just stop whenever you feel your mouth
opening to speak, count 1, 2 ..upto10 and if you still feel like speaking, go
ahead. The truth is that human beings are all in love with their own voices. And
so ensnared are you by your voice’s …what-sex appeal? ..that you don’t even
notice that you are interrupting a customer. It’s rude to interrupt someone
speaking to you..he is giving you a few minutes of his valuable time and instead
of being appreciative, you are being rude to the customer. Don’t believe me ?
Fine take your colleague with you and ask him to keep notice. Do not take your
direct subordinate. Take someone who will give you a neutral and unbiased
report. Do it and the result will surprise you !!!
This post has become very long but the above were essential to
state before we have detailed discussions on SBR, which we will definitely do in
my next post.
Till then friends, stay safe and keep on clicking
BILBO
Saloon Brawl