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    How to Sell Ice to Eskimos
    How to Sell Ice to Eskimos
    How to Sell Ice to Eskimos
    Ebook48 pages33 minutes

    How to Sell Ice to Eskimos

    By Graham Watkins

    ()

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    About this ebook

    In How to Sell Ice to Eskimos Graham Watkins shares forty years of selling and marketing experience encapsulated in 175 easy to understand selling tips and sales techniques. Starting as a novice salesman he learned his trade from the bottom up, by making mistakes, but went on to build a multimillion pound business and sell it to a PLC. Here, explained in simple bullet points, are the sales techniques high flying sales people use, broken down into fifteen easy to understand chapters, from opening to closing the sale. It tells you how to read your customers body language and interpret buying signals to boost sales, how to keep control of the sale, deal with objections and take the 'ice' out of price. This book about selling packs a heavyweight punch. If you are a salesman, thinking of going into a career in sales or in sales management you will find lots of valuable selling ideas in How to Sell Ice to Eskimos.

    LanguageEnglish
    PublisherGraham Watkins
    Release dateMay 6, 2015
    ISBN9781311716095
    How to Sell Ice to Eskimos
    Author

    Graham Watkins

    Hi. I’m Graham Watkins and I have several years researching Welsh legends and myths. It has been a wonderful project and great fun as I explored rugged mountains, mysterious castles, enchanting waterfalls and golden beaches to discover the tales that have been handed down from generation to generation. Wales is a land of mystery and being a Celtic race the Welsh are fantastic story tellers.That’s how I started writing. Today, I am a novelist, hobby farmer and explorer. It’s all been great fun and the story isn’t over yet. Checkout my website, www.grahamwatkins.info, for the latest news and details of free books which I love to give away. Right now I'm giving away 'The Iron Masters - Volume 1 For the Love of Eira' and 'Legends and Myth from North Wales' containing a collection of sixteen legends and myths from Wales. I know you'll enjoy them and come back for more.

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      Book preview

      How to Sell Ice to Eskimos - Graham Watkins

      How to Sell Ice to Eskimos

      Selling skills that win more sales

      Graham Watkins

      Copyright 2014 Graham Watkins

      The right of Graham Watkins to be identified as the author of the work has been asserted by him in accordance with the Copyright, Design and Patent Act 1988.

      All rights are reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means without the prior written permission of the author.

      Introduction

      'You can't sell ice to Eskimos. Eskimos already have plenty of the stuff and selling someone a product they don't need is morally wrong,' I was once told by a rather pompous sales manager. In a way he was right, of course, no one should be selling useless unwanted products to anyone but at the same time he was mistaken. You can sell ice to Eskimos. Eskimos eat ice cream. When I pointed this obvious fact out to him he scoffed and changed the subject. It's an interesting argument and the reason I called this book 'How to Sell Ice to Eskimos.' Oh, and to grab your attention. Despite the title there are no Eskimos in the book just lots of strategies and ideas that will help you win more orders.

      Some years ago I found myself at a crossroads in my life. After four years at sea as a marine engineer I wanted to come ashore. Then, I saw an advertisement in a national newspaper, ‘Wanted ambitious young men to train as weighing machine salesmen’. The advert had been placed by W. & T. Avery Limited, the biggest scale manufacturer in Britain and, arguably, in the world. When I responded to that advertisement I had no comprehension of how it would change my life. The training that Averys gave me was archaic in style but it was effective. To join Averys was to join a group of people convinced that they were an elite and invincible salesforce.

      My

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