He can sell ice to an Eskimo!

The first thing that pops into one’s head is probably a salesman — the perfect salesman! He has the looks, he has the charm, and he can talk his way out of any situation.  This man is wanted by every sales force. He can push product better than anyone on planet Earth. His skill is a rare commodity, one worth fighting for.

However, he is not flawless. That Eskimo he tricked into buying ice is eventually going to see his mistake. Before long, he will realize that he was swindled. The salesman will be revealed for what he truly is: a scam artist. The Eskimo will never conduct business with him again.

Making a sale should never involve pushing your customers into a situation he/she is uncomfortable with. It should also never involve offering just one product to every person that walks in the door. Each transaction needs to bring forth profit for both parties involved. Only then can a relationship be maintained and deepened, opening up the door for continued business and the cross-selling of products.

Successful salesmen know this. They judge each customer’s situation and decide what it is best for that customer; they come up with unique solutions that show they care. The most successful of the lot could sell ice to an Eskimo, but choose not to. Instead, they sell him a coat.