Can You Sell Ice To An Eskimo
You can sell ice to an eskimo. The real question is, HOW?
Most people start shaking violently when you bring up the subject of a sales job. They say they could never do that. What they are really saying is that they don't have the knowledge or backbone to do a sales job.
My thought is that they don't have the knowledge. And most of the sales trainers in the world have not made a bit of difference in most peoples professional lives. Why is this?
Because most sales training is about getting people to part with their money. First, last and always, get the money. The problem with that type of training is that it creates a very adversarial relationship between the prospect and the salesperson.
Imagine for a moment someone on the street trying to convince you that it is a good idea for you to give them $100 then you will give them something valued at $100.
- Wouldn't you be suspicious?
- Wouldn't you be defensive?
- Wouldn't you be ready to call the cops?
Well that is exactly how most prospects feel when dealing with a salesperson.
Why not try this?
Give the prospect something of value without asking for any compensation. Why would you do that?
Because people like free things!!
They also like trying before buying. But the real secret is that people feel obligated to return the favor. You give them something for free and they feel obligated to buy something. Most of the time you don't even have to ask for the sale, they will just volunteer to buy.
Who understood this concept just about better than anyone else?
Debbi Fields from Mrs. Fields Cookies...
When first starting out in the mall, Debbi gave samples of her cookies away. She actually chased people down to give them a free sample. People liked the cookies and asked where they could buy them. The rest, as they say, is history.
If you want to sell something then try giving something of value away for free. It will make the whole process go a lot easier. On the same note: If you want somebody to help you, then help them first. It really does work.
A Thought From "The Masked Millionaire"
Nobody is smart enough to come up with one idea and have it be the great idea that works like a charm. A better bet is to think that 1 out of 10 of your thoughts will be a good idea.
Even better is to think that 1 out of 100 will be great.
So if you want to be successful at anything, my advice to you would be to think of 100 ideas or ways of doing something and then narrow your choices down to that 1 great idea.
It has worked for me and I am pretty confident it will work for you.
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Great article. Marketing and selling ones brand is difficult. We're having trouble ourselves, but this gives me some inspiration. Thanks!
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Thanks for commenting John. I hope something in the article will help.
If you would like to visit John's web site, it is all about soap and some interesting "soap" business ideas he has come up with CLICK HERE
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