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Selling Ice to Eskimos
How are your sales skills? Could you sell ice to Eskimos? The greatest sales people claim they can. As a business owner, do you believe that if you only had such sales skills, your business will be transformed and you will be on Easy Street?
The best sales people are truly gifted. They have a natural ability. Unfortunately, few business owners have such an ability. Sure you can learn sales skills through training, but will probably never be able to sell ice to Eskimos and will never be as good as these born salespeople. In any case, you may feel distinctly uncomfortable using used car salesman type tactics.
The great news is you donít need to have to be a super sales person to be successful. The secret is having a sales pipeline to do the heavy sales work for you. A great sale pipeline will deliver people to your business ready to buy so you only need basic sales skills to close the sale. (ďMay I take your order?Ē)
A sales pipeline is used to condition buyers to the idea that your solution is the right one for them. That your product will give them the best results, even if it is not the cheapest. It will also weed out the price shoppers who are only interested in the lowest price so you donít waste your time trying to sell to someone who does not value your offer.
So I would not even try to sell ice to Eskimos. I would prefer to sell to sell them something that they might really want, such as central heating, and then I might sell them an ice maker, so they donít have to go out in the cold to get ice for their drinks.
The secret is to learn to Sell Smarter, Not Harder.
Learn how at one of my forthcoming events.
All you need to do now is to Empower yourself and take action ...
May Your Business Be - As You Plan It.
Dr Greg Chapman - The Business Brain Surgeon
The Australian Business Coaching Club