Needs-based_Selling

							Title:
Needs-based Selling

Word Count:
453

Summary:
I am sure you are familiar with the
  phrase, _I could sell ice cubes to
  an Eskimo._ First, allow me to per
sonally congratulate anyone out the
re who has sold ice cubes to an Esk
imo, for I believe this to be quite
  a difficult task to accomplish.
Keywords:
Sales, marketing, loan officer, mor
tgage, leads, telemarketing, skills
, training, blog, selling, internet
  mortgage lead

Article Body:
I am sure you are familiar with the
 phrase, _I could sell ice cubes to
 an Eskimo._ First, allow me to per
sonally congratulate anyone out the
re who has sold ice cubes to an Esk
imo, 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, bu
t why would anyone waste their time
 selling somebody something they di
dn_t need?

First of all, imagine how long it m
ust have taken to pull off a sale l
ike 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 doesn_t n
eed ice cubes, so why would anyone
waste their time selling them to an
 Eskimo.

Okay, enough about the selling of i
ce 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 won_t s
pend a whole lot of your time selli
ng it.
If somebody told me that they sold
a heater to an Eskimo, I would be v
ery impressed, because this person
chose their target market wisely, a
nd then sold his customer something
 that they need and can use.

If I were an ice cube salesman, my
target market would be supermarkets
, convenience stores, and liquor st
ores, because they buy bags of ice
in bulk to distribute amongst their
  paying customers. Why on earth wou
ld I waste my time selling my ice c
ubes to Eskimos?

_Needs-based Selling_ is selling pe
ople the things that they need and
can make their lives more convenien
t. Get to know your customer before
 you start selling them your produc
ts, get to know as much as you abou
t them.

In my early twenties I was in the m
arket for a new car. When I went to
 the dealership, the salesman asked
 me a few probing questions, such a
s, how old I was, If I lived in the
 area, and wether or not I was marr
ied. After gathering this informati
on, he started taking me in the dir
ection of the jeeps and sports cars
. Because he found out almost immed
iately that I was young and single,
  he did not walk in the direction o
f the mini vans.

The next time you have a customer i
n front of you, take a little bit o
f time to get to know them and thei
r needs. Once you have accomplished
 this, offer your customer the prod
ucts you believe they will need and
 can use. If they need it, they mos
t likely will buy it.