I work with, develop and observe a lot of entrepreneurs who sell a product or service who struggle to make ends meet.

They seem to struggle the most with sales.  I was the same until I really understood what sales was… in fact, I was afraid of  sales.

Because most people don’t know how to sell something they talk, talk, talk and then try to “sell” what they have to someone who really does not want or need it.

So, how do you sell ice to an Eskimo?  It is the same way you sell anything to anyone… you must ask questions to find out a few things:

1) Do they have a need RIGHT NOW for your product or service

2) If they have a need:  What is their main motivation for wanting this in their life

3) If they have a need:  How actively are they looking for what you have NOW and in what time frame are they looking to invest

3) What else, if anything, have they looked into already and what type of funds have they put aside to invest once they found what they like (how do they plan on paying for it)

4) If all the above criteria is met, then you can ask: How open are they to learning a little more about what you have

Bottom line, if the Eskimo is looking for ice, needs it now, has an idea of how they will buy it and is open to looking at your “ice”… you have a much better chance of them buying from you.  You will never know this unless you ask questions.

PS: if you want to find out more about this process, I am hosting an event specifically on this topic… check it out now

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