Ice Cubes to ESKIMOS Written by: Robert McGarvey

Make every sale the one that didn’t get away… Persist Qualify Move On Differentiate Form Relationship

Before 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 writing

THE 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 day

Tips for perfecting “the close”… Eliminate distractions Be enthusiastic Emphasize the emotional aspects of the sale Be direct Stop talking

The 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 from

How 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 service

What 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 fears