ice cubes to eskimos written by: robert mcgarvey
TRANSCRIPT
Ice Cubes to ESKIMOS
Written by: Robert McGarvey
Make every sale the one that didn’t get away…
• Persist
• Qualify
• Move On
• Differentiate
• Form Relationship
Before waging your sales campaign, do your homework…
• Know what you want from the deal
• Get help and information
• Check out the other side
• Plan for the downside
• Get it in writing
THE FIVE COMMANDMENTS:
Thou shalt…• Build credibility with thy customer before
attempting to sell• Learn the customer’s real needs by asking and
listening• Position thyself as a problem-solver, helper and
teacher to the customer• Commit thyself to excellence in selling and never
stop growing in skill• Set goals for every area of thy life and work on
them every day
Tips for perfecting “the close”…
• Eliminate distractions
• Be enthusiastic
• Emphasize the emotional aspects of the sale
• Be direct
• Stop talking
The real meaning of NO…
• Use humor• Ask why five times• List the things of value you offer prospects in
addition to what your selling• Tell prospects you can’t accept a no until they
make two phone calls• Find out whom your prospects eventually buy
from
How to get customer to keep buying…
• Love your customers
• Call them by name
• Focus on speed
• Keep your promises
• Make sure everybody has been trained in service
What NOT to do in sales…
• Thinking about the selling process, not the buying process
• Failing to identify behind-the-scenes decision makers
• Neglecting to educate consumers• Calling on prospects who don’t value your value• Failing to resolve a customer’s fears