Selling High Value Engineering Capital Equipment.

Hi Friends, Its me again. Sorry for the long long absence but battling it out with ogres and trolls do consume time.
Before-we start on the topic which earns me my daily bread, I want to share with you something which nags me. Now, all books on sales, stress relief and time-management focus on being organized. Chapters are devoted to how to clean your table and how to file your papers. But, possession of an  organized mind-a mental progress map is far more important.
Every composition should have an organized approach, so that it can best serve society in the way it is meant to. So, I will in my next post elaborate on why high value capital equipment is important to me! Till then its
                                                    Ciao!
                                                    Bilbo

THE FORK IN THE ROAD

Now dear friends, who have been patiently plodding along  this road with me (if any that is) , we have to part ways here.    

For my way lies in the direction of sales & marketing of high value capital engineering equipment. While, I think that the basis tenets that will come from my keyboard in the future will not be different... "it is not for me to reason why-but just to do and die!" ..with apologies to the author of " Charge of the Light Brigade"...frankly, it is you who should take this decision...not me! For I am not competent enough.

So take the decision and we will set off in our fork, in my next post.

Bilbo       

Why Dale's Common Sense is " Not Common" in India

                        I had read the Carnegie classic ( and it is a classic) a decade and a half back but the best illustration of my point is a story narrated in the book. ( Due to many years, the story may not be 100% accurate and my apologies).
A Motor salesman visits a customer who is dissatisfied because the supplied motors are running hot. After some Q-A sessions, it comes out that the operator cannot place his hand on the motor comfortably. At this point, our salesman says bingo! but that's the point cos the motors are supposed to run at 60 deg F and at this temperature, human skin of the operator will have a natural aversion to the motor's body heat. So everyone is happy and our salesman comes out with applause and the confidence that the next motor order is in his pocket.
Now let's imagine the same thing in India. The salesman will be told ( first after some bullying by the guard) that the Purchase Manager is in a meeting. He goes away and next time comes with an appointment. The Purchase Manager meets him and expresses his disappointment with the salesman's motors. They run hot and are expensive!! The salesman wants to go to the shop but the operator is not in. Next day, he meets the operator who just says that his motors are hot. The salesman gives the 60 deg F logic but the operator says no. He has other motors where he can place his hands and he has been running motors for 30 yrs, so...! The salesman slinks out of the factory with his tail between his legs and goes back to his office to lick his wounds.

Does that sound familiar! so, what should the salesman do to receive the applause that Dale's salesman gets??

I'll explain in my next post but why don't you try to think about it yourself and post it here as a comment?
Bye for now... Bilbo

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