In the 20th century a sale went something like this:
Salesrep to Eskimo:
Like your outfit. Let me tell you, you really need this refrigirator. With all the global warming on your doorstep, believe me. Don't worry about not being able to afford it, you can pay it off in 360 installments. Please sign here, thank you. Good bye.
In the 21st century selling works like this:
Salesrep to Eskimo:
Good to meet you! How are you?
Eskimo to Salesrep:
Thank you. I'm alright
S: You live an interesting life. Tell me more about it!
E: Well I spend most of my time fishing .... talk, talk ....... and that about sums it up.
S: Wow, that sounds rather interesting. So how long does it take to build an igloo?
E: Ok we start with this ...talk, talk..... and then we move in.
S: This is really great. Now I've learned something, thank you! What is your biggest challenge?
E: You know, I'm really cold at night.
S: Oh I see. How would a constant source of heat along your body make you feel?
E: Lovely. That'd be great
S: Well there's electric blankets. Sounds to me you could really do with one of those.
E: yes, they are great. I really need one of those.
S: Good! When shall I bring it for you?
....
This leads to:
- a new relationship and connection
- a happy eskimo
- a happy sales rep
THAT is what true and authentic sales is all about. Finding out what the other needs and providing it.
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