How to sell ice to an Eskimo

Five quick tips to make a hard sell easy.

by Adam Gale
Last Updated: 29 Jul 2015

1. Know your prospect. What do they want? Don't call them Eskimos. They prefer Inuit.

2. Know your product. There's ice and there's ice. Use your expertise to make it relevant to them.

3. Be honest. If it doesn't freeze at 0 degrees, don't tell them it does. Reputation is priceless.

4. Try a little charm. People sell products, not facts. Be enthusiastic but not pushy.

5. Close the deal. Get them to agree in principle to five tonnes of glacier. Then throw in a cocktail shaker.

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