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Other Added - Selling Ice to Eskimos
The list of laws and regulations covering the storage and retrieval of business documents seems to grow by the day. Document storage and retrieval is covered by the IRS, the Sarbanes-Oxley Act of 2002, SEC regulations, environmental statutes, criminal statutes covering obstruction of justice, industry-specific statutes like HIPAA, and even professional codes of ethic
Raising funds can be a nightmare especially when done in a small town where everybody is reluctant to part with their hard-earned money. And who would not be? Let’s face it with rising costs of living, a few dollars given to charitable projects is not a joke. Before a person donates his dollars, he needs a damn good reason for it!One way to organize a fundrais
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 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 the
Military metaphors work well for the field of marketing and advertising, and with great deference to the more serious conflict in Iran, we will look to both Napoleon and Sun Tzu for our foundation forstealing market share.Market leaders were generally on a deliberate track to build category. In many ways, this is not as true today as it was in the past. Toda
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 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 th
I was reminded the other day when talking to a friend to the importance of good old customer service, not to over look, or prejudge any situation. Today’s children are not customers of the future but quite possibly your A or B class customers of today. When they have money in their pockets they spend it freely without much thought. They know what they want and as m
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 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 th
Soft skills are rapidly evolving as a key tool to enhance an individual's acceptability in an organisation.Research indicates that apart from academic background, qualification ratings, technical strength and suitable body language, soft skills are fast becoming strong contenders for gaining employer approval.Employees/prospective employees can be strong techn
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 th
There are many reasons to use a professional recruiter in your career search. Recruiters in a specific field have many connections that are not public knowledge, so they can give you access to jobs that aren’t available otherwise. They already have a relationship established with the hiring manager of many companies and this speeds the process along. And the best
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 the reindeer trod, THAT is the benefit to him.
Wasn't that easy? 3 simple steps and you, too, will have Eskimos buying your ice!
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