2. 2www.loriwilliamsonline.com
What defines a salesperson
with that natural talent?
Motivation
Ability to influence others
Unique way of forming
relationships
Ability to get work done
Give techniques and tools to help
GOOD PERFORMERS
become
GREAT
PERFORMERS.
“You can not put in what God left out.”
- Marcus Buckingham
3. http://thesalesblog.com
Selling someone something they don’t really want, don’t need and cant benefit from
is SELFISH, SELF-ORIENTED and MANIPULATIVE.
But selling has changed.
He doesn’t need ice.
In the old days, when someone says, “You can sell ice to an eskimo” would mean
you are a great sales person.
If you want to make a sale to an Eskimo, sell him a vision, a machine or
maybe a factory so he can do something with the ice that surrounds him.
3
4. www.bruceking.co.uk 4
Know your Eskimo.
Know the
circumstance and
the context.
SALE!!!
Know your
goal.
Instead of having to carve ice blocks out of the ice with chain saws to build their
igloos, maybe they would appreciate latex block molds to fill with water and just
peel them off when the water has froze.
Maybe they would really appreciate fish shaped ice cubes or heart shaped ice
cubes in their drinks and you could supply those molds.
Maybe you could wait until the Eskimo is in on holiday and visiting Boracay on a
hot sunny day and needs some ice for his drink?
Maybe the Eskimo is planning a visit to Boracay soon and would like to order
some ice in advance?
Maybe they will want to fill their hotel room with ice so they feel more at home?
