In reality, we don't sell snow to Eskimos. They don't need it. Great sales people keep both customer and company goals in mind during the sales process. They develop relationships with their customers, uncover their product needs, and then use their expertise to help the customer realize why they need those products. ILS teaches sales people how relationship selling can change a customer's attitude from "thinking about it" to "wanting it".
- Know your company and products first
- Understanding personality styles
- Recognizing your strengths and challenges as a sales person
- Building relationships
- Going for the win-win by selling to need