Tags |
|
|
Links |
|
|
Answer Upon - Selling Ice to Eskimos
Only a few years ago my approach to business was very much along the lines of risk avoidance. I didn't want to take risk, not at all.In the last few years I have spent more time than ever with risk takers. Talking and meeting with these people has been, and continues to be, extremely stimulating. Through conversations I realised that, despite my pre
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the mor
Should you get reimbursed for interview travel expenses? I've helped a number of job searchers who had to travel a fair distance to get to an interview.In most cases the hiring manager I was dealing with would cover reasonable interview expenses.In some cases it was a fairly easy answer especially when it involved flying a person in. In th
It doesn't take weekly deliveries of colorful ink pens to their icy hut.
It doesn't take a meeting with the Vice President in charge of making ice to explain the logistics of ice making to the Eskimos.
It doesn't take an MBA, or an MA, or a BA or even BS.
It doesn't take the "Super Duper One of A Kind Sales Special This Week Only".
It DOES take establishing a need for the ice. Plain & simple. As Jeffrey Gitomer says, people hate to be sold but they love to buy. If they need something they will buy it. But how do you establish their need?
Discovery is the first and most important component to sales. And it requires the least amount of education & the most common sense.
Rule #1 (which you'll note is also a top rule in my Customer Service Blog) is to remember God gave you 2 ears & 1 mouth for a reason. Divide your sales call into thirds. Use your left ear 1/3. Your right ear 1/3. And you'll notice that only leaves 1/3 for your mouth. Yep. That's right. The average sales person spends 80% of the time talking. The average sales person will never sell ice to Eskimos. Ask them what their needs are & shut up while they tell you. It makes your job dramatically easier if you use THEIR words and THEIR needs to make the sale.
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the more
If you are a mortgage broker or loan officer looking for a good source of marketing materials, here are a few simple things to consider.I’m sure you are aware of the power that lies behind your business cards, but it bears repeating and here is a twist you can put on it.Always give customers or potential customers two or three cards. One for them, and a
It doesn't take an MBA, or an MA, or a BA or even BS.
It doesn't take the "Super Duper One of A Kind Sales Special This Week Only".
It DOES take establishing a need for the ice. Plain & simple. As Jeffrey Gitomer says, people hate to be sold but they love to buy. If they need something they will buy it. But how do you establish their need?
Discovery is the first and most important component to sales. And it requires the least amount of education & the most common sense.
Rule #1 (which you'll note is also a top rule in my Customer Service Blog) is to remember God gave you 2 ears & 1 mouth for a reason. Divide your sales call into thirds. Use your left ear 1/3. Your right ear 1/3. And you'll notice that only leaves 1/3 for your mouth. Yep. That's right. The average sales person spends 80% of the time talking. The average sales person will never sell ice to Eskimos. Ask them what their needs are & shut up while they tell you. It makes your job dramatically easier if you use THEIR words and THEIR needs to make the sale.
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the mor
We have developed a set of rules regarding financial analysis that we apply in writing business plans. We share them with you in this article in the hope that you will find these rules worthy of adopting in your efforts to write business plans as well.Rule 1: Financial analysis techniques are tools to uncover facts, not define them.
Discovery is the first and most important component to sales. And it requires the least amount of education & the most common sense.
Rule #1 (which you'll note is also a top rule in my Customer Service Blog) is to remember God gave you 2 ears & 1 mouth for a reason. Divide your sales call into thirds. Use your left ear 1/3. Your right ear 1/3. And you'll notice that only leaves 1/3 for your mouth. Yep. That's right. The average sales person spends 80% of the time talking. The average sales person will never sell ice to Eskimos. Ask them what their needs are & shut up while they tell you. It makes your job dramatically easier if you use THEIR words and THEIR needs to make the sale.
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the mor
Open enrollment can be an exceptionally complex and involved process, consuming months of valuable time and taxing your resources to the breaking point. Open Enrollment is always a hectic time of year when employees have the opportunity to change their benefit plan.Online benefits enrollment does help organizations. It can significantly reduce the cost of runn
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the mor
The charm of the silk fabric has allured mankind since thousands for years. The dazzle, broad range of colors and the excellent texture has made this fabric - the most amicable of all. Silk fabric is manufactured by both, naturally and artificially. There are four types of natural silk is available, namely tasar, mulberry, muga and eri. However, the higher demand for
Rule #2 is to probe their need like a 9 year old boy picking at a scab. Help them feel their pain. Sales is about meeting an unmet need. The more critical and painful the need, the more likely the sale. The average sales person tries to make their customer feel comfortable- because that makes them feel more comfortable. The average sales person can't sell ice to Eskimos. You're not there to be their friend. You're a skilled surgeon there to explore their needs, and fulfill them thereby saving their life. That is way better than being their pen pal- although it would be easy for them with all those useless pens you drop at the hut d'Eskimo.
Rule #3 (you'll like this part, it's the 1/3 where you get to use your mouth) is where you educate them about how you can meet their need. This is NOT a data dump of every feature & benefit of the wonders of ice. It is connected ONLY to the needs THEY identified or you clarified during your probe. And it is both the features AND the benefits. The feature is what your product does- in this case one feature is it makes stuff colder. The benefit is how it will meet Mr. Eskimo's unmet need. Now I don't endorse him using it to freeze baby seals, in fact would just as soon freeze Mr. Eskimo at that point. But if Mr. Eskimo is a big fan of Coca Cola and likes that clinking noise in the glass & prefers to have the purified water version not the version chipped out of the snow where t
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.hubyou.info/article/28040/hubyou-Selling-Ice-to-Eskimos.html">Selling Ice to Eskimos</a>
BB link (for phorums):
[url=http://www.hubyou.info/article/28040/hubyou-Selling-Ice-to-Eskimos.html]Selling Ice to Eskimos[/url]
Related Articles:
Business Publicity/P.R. Success - And How It Can Benefit You Too
How To Communicate Effectively With A Dissatisfied Customer
Two Types of Dysfunctional Personnel - Benign and Malignant Tumours
Bookmark it:
|