I am sure you are familiar with the phrase, I could sell ice cubes to an Eskimo. First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I believe this to be quite a difficult task to accomplish.
You would have to be one heck of a sales person to accomplish this, but why would anyone waste their time selling somebody something they didnt need?
First of all, imagine how long it must have taken to pull off a sale like that, I doubt the Eskimo jumped at the chance, it must have taken a lot of persuasion on the part of the sales person.
Second of all, the Eskimo doesnt need ice cubes, so why would anyone waste their time selling them to an Eskimo.
Okay, enough about the selling of ice cubes, I think you get the point.
This brings us to the title of the article Needs-based Selling. Sell your customer only the things that they need, you will find it to be a much easier sale, and you wont spend a whole lot of your time selling it.
If somebody told me that they sold a heater to an Eskimo, I would be very impressed, because this person chose their target market wisely, and then sold his customer...
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