• Chemical Brain Freeze

A great sales person can sell ice to Eskimos

IceI have hear this term thrown about the golf course, the gym and the convention center floor from sales leaders in all industries.  However, the statement often leaves sales people chasing this elusive title, or taking notes from some seasoned sales guy who offers some old school tactic that is unethical, deceptive and perhaps illegal in many medical and pharmaceutical settings.
For those less involved in the art of sales – this means the great sales person can sell something even when its not needed.  If you reflect on that statement and how it impacts the two parties (buyer and seller) involved in the sale – you see the risk clearly.  The seller is pumped because they made the sale – however this leaves  the buyer with an abundance of something for a price.  While this makes the seller look like a gifted and talented professional, how does this help the buyer?  It does not help the buyer.  In fact, it does more damage than good.  Especially in today’s markets – where there are an abundance of choices on vendors for skills, resources and commodities.  So in effect, if the seller is not careful, their success in selling something the buyer does not need comes at an opportunity cost taking away from future opportunities.
Rather than chasing this elusive and dated illusion – one follow to the statement identifies a great sales person in today’s setting – and makes it attainable for most sales enthusiasts:  “Perhaps if the Eskimo was sitting by the pool in Arizona and wanted some ice for their tea!”  Meaning the great sales person knows where the customer is and where they will be, so they can help the customer be a buyer when they value it most!
Help your sales people by keeping it real and simply knowing your offer and your customer well!  Help them buy from you when they value it most!

Ryan Mainey
Sales & Leadership Transformation Specialist