Step-by-step Guide to Selling the Invisible

In a sense we're all selling the invisible: we're selling something that people cannot really touch and feel, and people don't need what we are selling. Even if you're selling a physical product you're still selling the invisible because it's the trust and reliability that people ar buying.   In short, we're all selling ice to the Eskimos!

First of all, understand what is 'Selling Ice to the Eskimos' and how does it differ from Selling in Difficult Situations?  Selling ice to the Eskimos is even more tougher than selling to different people because there is simply no need or want for your product!

To Sell Ice to the Eskimos, we first need to define our Customer correctly; with proper definition, you can then Create a Need that this customer never known before.

After that, you need to Make your client a Hero and with that, they will be so happy to buy what you're selling.

To sell ice to the Eskimos requires us to do a business and not just a transaction, thus we need to sell them a second helping, i.e. make them come back to us again.

However, the sales process is not so smooth and your customer will give you 3 most common objections: See No Need, See No Differentiation and See No Hurry.  That's why you need to let them touch, feel, hear and sense the need and differentiate like Apple and Apple Daily

To get customers to come back again, we need to create customer loyalty with loyalty strategies.  

Finally, selling is about making your weaknesses known, and turn your weakness into a strength.  This is called 'Selling Your Weakness'.  

The Ultimate in Selling Ice to the Eskimos is to Sell them a Refrigerator, that is, sell them something that can contain what you sell so that they can buy in excess of what you sell.  For those that want to learn this technique in detail, come for "Selling Ice to the Eskimos" course on 15 August 2014 Friday 2 to 5.30 pm.  Those who register quoting this blog will get a 50% reduction in fees, i.e. only at $99 instead of $199.  Text to Andy at 8201-4347 for details or click here.  Related articles:

• The Most Important Element in Sales Training
• Stop Imparting and Start Inspiring
• To sell to managers, use these words and phrases
• Effortless Selling the WIN Way
• The 71 Costless Ways to Sell Anything to Anybody
• The 4 +3 Things that all Trainings must cover