What impresses you about a salesperson? Maybe our standards of what makes a salesperson great needs some adjusting…
Eskimo’s Don’t Need Ice!
By Deidre Hughey
Published by Women’s Edge Magazine
“Wow, that guy is amazing!”
“Who? Steve?”
“Yeah, he sells more in our company than the next two salespeople combined!”
“I know…he’s unbelievable, I don’t know how he does it.”
“Who cares how he does it, he makes a ton of money!”
“Tell me something I don’t know. He could sell ice to an Eskimo.”
That statement has always intrigued me. I’m not sure why you would want your salespeople attempting to sell ice to Eskimos. Truly, wouldn’t it make more sense to sell ice to people living at the Equator? It seems to me they would be in greater need.
I know, you’re thinking I’ve missed the boat. A great salesperson should be able to sell anything to anyone.
No. A salesperson who thinks that he or she can close a deal with anyone is an antagonistic and frustrating salesperson. You’ve met this salesperson. Everyone is a potential client. They live the ABC mantra, Always Be Closing.
Seriously, doesn’t it drive you crazy when someone tries to push a product or service on you? In fact, I think we should watch out for each other when we’re networking. If I spot a “pusher”, I promise to warn you if you promise to warn me. I will deeply appreciate the information. But, I want to make it clear; it’s not because of the pusher’s Superman-ish ability to sell ice to Eskimos and whether I (AKA – Kryptonite) could stand up under the pressure. No, I didn’t want to talk to this person because I don’t like to be sold to.
And yet, salespeople continue to be taught all kinds of tricks and gimmicks to try to manipulate or box people into purchasing. Curious.
Truly, I find this curious.
I don’t know about you, but I like buying things. And, if you’re like me, I buy things on a daily basis. Sometimes from either binge shopping or necessity, I buy big ticket items too! Unless I’m having a particularly fiscally challenging week, it feels good to buy things. When I buy something that I want, it can actually bring a smile to my face. I like it.
So if we like to buy things, why are salespeople taught to manipulate?
Good question. These techniques continue to be taught because, to be fair, sometimes they work. But I would imagine (imagine with me…come on, you can do it!), many of these “purchasers” regret their decision. Now, there’s an unhappy client and the business has to increase the size of their customer service department. Customer service reps get frustrated with the never-ending barrage of ill-suited clients and customer service goes down resulting in the client leaving in disgust. Vicious cycle.
Wouldn’t it make more sense for salespeople to be taught to find the clients that want to buy what they have to offer? Wouldn’t it make more sense for a salesperson to be rewarded for finding a client that not only does repeat business, but is such a raving fan that they refer more business?
In my opinion, salespeople and companies need to spend more time preparing to sell. Time needs to be spent on understanding their best fit client and then spend time positioning themselves in such a way that people and businesses can understand if they are the right client. This preparation makes prospecting a focused, dedicated effort in finding long term, satisfied clients. The reward is increased longevity and success of both the salesperson and the company. In addition, the cost of customer service is kept at a minimum as it is in place only to deal with mishaps, not for ill-suited clients.
I would like to know how a salesperson can sleep at night after selling ice to an Eskimo.
Sell ethically and be happy.
And keep in mind, Eskimos don’t need ice!
~
Deidre Hughey , partner at Dancing Elephants Achievement Group of the Carolinas, is a speaker, writer and sales trainer. Her mission is to teach business owners and salespeople how to be successful without compromising their ethical standards. For more information, please visit www.saleselephant.com or send an email to Deidre@deagsales.com .
12:00 pm - 01:30 pm How to Plan and Double Your Income In 2009! DEAG Sales Training Center at The BNC Cary, North Carolina Information and Registration
January 16, 200908:30 am - 12:30 pm Cold Calling for People Who Hate to Cold Call DEAG Sales Training Center at The BNC Cary, North Carolina Information and Registration
View dates »Farm Credit Chooses Tim Moore of DEAG Farm Credit Systems chooses Tim Moore of Dancing Elephants Achievement Group to deliver keynote speech on negotiations for their sales team. Dancing Elephants is the sales training team for Farm Credit of the Virginias. ...Read more »
The Dancing Elephants team provided an excellent custom program for our management team at Capital Style that really hit home with us. We look forward to follow up sessions to continue to build our sales culture in our company.