Coffee’s For Closers!
Do you want the Eldorado or the Steak Knives?
Archives
Blogs I Read
Recommended Web Tools
Anyone, and I do mean anyone can sell something. You put the right product at the right price in the right idiots hand at the right time and they can sell it. You put the right idiot on a corner with the wrong product at the wrong time with the wrong price and when they make a sale, then you are looking at talent.
You put the right idiot in the middle of the tundra somewhere north of Siberia with the wrong product at the wrong price at the wrong time and if they make the sale and up-sell the perspective client some frozen scrub land then you are looking at skill.
This general concept is something that every salesperson knows. It doesn’t take much to sell something. If a buyer wants to buy, they will do what it takes to buy something no matter how much you slow them down or screw up.
Getting a person to buy something they need before they know they need it is a whole other level of doing business. Selling them a complete solution of products or services before they need it is half way to transcendant. The rubber really hits the road though when you sell someone a solution that they need, when they only wanted a band aid fix and subsequent to your upselling effort they go out and actually use that solution to generate success.
Then you end up with both a repeat customers, but also a customer evangelist and if they are smart a business contact for life.
__________________________________________
Closing note, I was going to include an image to try and bring a resonant theme to this article. I was thinking of something like a Siberian twist about selling Ice to Eskimos.
Don’t get me started about the selling capabilities of Eskimos. The best sales man I ever met was an Eskimo and he could sell ice with the best of them!
Anyway, I came across this excerpt from a book titled, "Ice to the Eskimos"
This is from Chapter 13 and it is hilarious but definitely makes the point.
|
"I told the woman that the Blazer Music wasn’t available in stores," Sue said, "But she was persistent, almost panicking." The woman told Sue why she desperately needed the Blazer Music that day. Her husband had died and his final request was that when he was lowered into the ground he wanted the Blazer Music to be played. "I called the studio," Sue said, "and their chief engineer is on vacation. Our original music is locked up someplace there and nobody can get to it. The only thing I have is a tape of one of our broadcasts, which has all the billboards on it." Billboards are the short sponsor identifications at the beginning of sports broadcasts. "Is that okay with the woman?" I asked. "Yes," Sue said, "she’s that desperate." "Fine, give her a copy." Sue delivered the tape. And we sent flowers. The next day, this dead Blazer fan was lowered into the ground. At graveside, the woman pushed the start button on the tape machine. There was a drum roll. Then there was exciting audio highlights from one of our games, "Thompson with the rebound, the outlet pass to Valentine, he’s going lickety brindle down the middle, pass to Kenny Carr on the wing and he jammed it. Rip city!" Then the music lowered and the announcer gave the billboards. The mourners at graveside heard¾and maybe even our dead fan heard "This is Portland Trail Blazer Basketball… So, even at the end, we were pitching the benefits of our sponsors… |
Search Site
Recent Posts
- Coffee’s for closers - Upselling
- Coffee’s for Closers - Sell Them What You Will Sell them
- Coffee For Closer’s: Say Nothing At All
- Lake Or Puddle?
- New Year
- COffee for closers: ces 2008
- Coffe’s For Closers: Socks
- Coffee’s For Closers: Traffic
- Coffee’s for closers: get emotional:
- Coffee’s for closers: Stay on track
Future Sponsors
Mambopress is combo of a design template by Water&Stone and coded for wordpress by Ekta Paneri. Theme made free by Domain Registration of Ecommerce Hosting & Web Hosting. This site Maintained by Softduit Partners.