Ice Cubes to ESKIMOSMake every sale the one that didn’t get away…Before waging your sales campaign, do your homework…THE FIVE COMMANDMENTS: Thou shalt…Tips for perfecting “the close”…The real meaning of NO…How to get customer to keep buying…What NOT to do in sales…Ice Cubes to ESKIMOSWritten by: Robert McGarveyMake every sale the one that didn’t get away…•Persist•Qualify •Move On•Differentiate•Form RelationshipBefore 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 writingTHE 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 dayTips for perfecting “the close”…•Eliminate distractions•Be enthusiastic•Emphasize the emotional aspects of the sale•Be direct•Stop talkingThe 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 fromHow 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 serviceWhat 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
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