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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 [Barry Farber]
  • Persist
  • Qualify
  • Move On
  • Differentiate
  • Form relationships
Making A Deal [Marc Diener]
  • 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 [Brian Tracy]
  • 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 [Tom Hopkins]
  • Eliminate distractions.
  • Be enthusiastic.
  • Emphasize the emotional aspects of the sale.
  • Be direct.
  • Stop talking.
Overcoming When A Customer Says No [Jeffrey Gitomer]
  • Use humor.
  • 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.
Retaining Customers [John Tschohl]
  • Love your customers.
  • Call them by name.
  • Focus on speed.
  • Keep your promises.
  • Make sure everybody has been trained in service.
Five Sales Blunders [Kevin Davis]
  • 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
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