How to sell ice to an Eskimo
As a sales representative, your ultimate goal is to sell as much as possible and not allow the big fish to escape or choose another pond. A good selling strategy is imperative in being a successful sales person. Having an inspiration for intelligent work is as important. Paying attention to the following three aspects of selling can go a long way in helping you be a great salesperson.
- Know your customer
Research everything there is to know about your customer. A very important part of a salesperson’s job is doing your homework. Find out everything about your customer’s needs and interests. Determine what motivates them, what they lack right now and how your products or services can benefit them. Customers need to know how what you are offering will make their life easier.
- Presentation
Ask the right questions and listen to your customer’s needs. Good sales people are good listeners. To sell ice to your Eskimo, ask questions to understand their problem and listen carefully to their answers. You can then wow them over with the solution you have to offer. Show the customer how your ice will meet those needs. This ability to identify and meet customers’ needs separates a successful salesperson from an average salesperson. Share with them what you think to be the most stimulating features of your products or services. Demonstrate, clarify and recommend solutions to their unresolved issues.
- Customer service
Successful sales people deal with customers with respect; they develop trustworthy partnerships with them and provide excellent service to each customer. Make sure that you have developed a customer benefits program. Added perks always attract prospective customers to consider trying something new.
Don’t let the Arctic freeze your enthusiasm when trying to sell to your Eskimo and be confident! Remember that “no” does not mean “never”. People change their minds all the time!
