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"Selling Ice To Eskimos"
Sales is important for virtually any entity to achieve their immediate or long-term goals. It is even important in personal relationships, politics, leadership and other related issues. Let’s face it, sales directly or indirectly impacts the life of the world.
It is often said that the most astute sales people could literally “…sell ice to Eskimos.” They are the ones who make the prospects remember them by forming a personal connection and then directly or indirectly satisfying a want or need. The sales activity seems as seamless for them as society taking a breathe of air virtually every second of the day, week or year. Give them a product; alert them to a goal; put them in a territory; and, watch them achieve. They find a way to win. They help keep the “wheels of commerce” turning.
What makes “super salespeople” successful? What is it they have or they do that can be taught or conveyed to the normal sales sector?
There are five (5) distinct traits that, if learned, can enable even the most novice salesperson to grow his or her results.
First, “super salespeople” know their product(s). This simply means that they “dig” into the fine print of their product portfolio and fully understand what the products do; don’t do; and, what might be possible depending upon an individual’s current situation demands.
- If it “smells”, they know the smell.
- If if “shines”, they know how bright.
- If it “sings”, they know the tunes.
- If there is a “supplement”, they have it mastered.
They speak from personal knowledge not an educated guess. They leave no stone un-turned to master the knowledge and assimilate it into their mental storehouse. Prospects know that when these salespeople speak, they are getting the “full” story or “complete” application.
ACTION STEP:
Is there a product or service you provide that you need to know more about? If so, what's your first step? (Talk to your sales team? Research? Test it out?...)
Next week we will look at the Second trait of "super salespeople".
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