> Selling Ice Cubes to Eskimos
Selling Ice Cubes to Eskimos
I just found this article and wanted to share it. It is supposed to be a cheat sheet of sorts for the basic sales secrets necessary for success. These secrets come from some well-known sales trainers like Tom Hopkins, Jeffrey Gitomer and Brian Tracy. What do you think?
The article had a lot of points to remember so I made an outline for everyone. ;sm
Top Five Sales Tips
Making A Deal
Know what you want from the deal.
Get help and information.
Check out the other side.
Plan for the downside.
Get it in writing.
Sales Rules Not To Break
Thou shalt build credibility with thy customer before attempting to sell.
Thou shalt learn the customer's real needs by asking questions and listening carefully to the answers.
Thou shalt position thyself as a problem-solver, helper and teacher in the mind and heart of thy customer.
Thou shalt commit thyself to excellence in selling and never stop growing in skill.
Thou shalt set goals for every area of thy life and work on them every day.
Closing The Sale
Emphasize the emotional aspects of the sale.
Overcoming When A Customer Says No
Ask why five times.
List the things of value you offer prospects in addition to what you're selling.
Tell prospects you can't accept a no until they make two phone calls.
Find out whom your prospects eventually buy from and what the criteria were.
Love your customers.
Call them by name.
Focus on speed.
Keep your promises.
Make sure everybody has been trained in service.
Five Sales Blunders
Thinking about the selling process, not the buying process.
Failing to identify behind-the-scenes decision-makers.
Neglecting to educate customers about the costs of doing nothing.
Calling on prospects who don't value your value.
Failing to resolve a customer's fears.
- by Jomsom
Selling to Big Companies
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