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Add You - Selling Ice to Eskimos
Many small business computer consulting companies share a familiar headache and frustration-- how do you motivate or have employees follow the rules of your company? Employees can be using your firm as a stepping stone to something bigger, a place to get their feet wet. They are not there for the long run or to win the longest serving employee award. It is time to
If a founder of a franchise company always guesses right on future political issues and regional political issues better than all the political analysts, why is this? Well consider if you will a franchising company where the founder built from a small company and set up franchises in 30 or more states.Next consider how they developed these markets and increase
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 sk
Every good copywriter knows that before you begin to write an ad, you first consider your target market.You determine who they are and what they dream of, hope for, and fear. Some of the best advertising is written to appeal to the hopes, dreams, and fears that they don't even consciously admit!For instance, consider a young mother who is about to purch
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 s
One of the most simple businesses you can start is a mobile car wash business. Of course starting a business is not so difficult an endeavor, especially one like this as it requires no real inventory and you can run a one-man operation with no labor and you do not even need a location.The key is finding customers. I know what you are thinking finding customers
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 s
Medical transcriptionists’ salaries fluctuate considerably. There is no fixed income for work of this kind, with earnings depending on the productivity and skill of the medical transcriptionist.In 2002, the American Association for Medical Transcription (AAMT) conducted a survey, where an average annual salary of a little over $31,000 for the medical transcrip
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 s
If you sell goods/services to other businesses or to the government, then you know that commonly you have to wait 30 to 60 days to get paid for your services. Unless your business is well capitalized, waiting to get paid can drain your working capital and affect your business.Lack of working capital can prevent you from making new sales, forcing you to sentd c
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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