TSOS_TIP # 31 Test_Polar Bear FINAL

Let’s take a test: Could you sell refrigerators to eskimos?

Your first assignment is up in the Lapland’s to sell the residents refrigerators.

I read the brochure, described the features. But they smile and say “..but our blubber is frozen – so….”. You curse your boss and take a walk – and what you see is frozen blubber indeed, Hanging from clothes lines, or from a nail on a shed. Rock frozen though.

During your walk penguins and bears scurry by – all with blubber in hand. You ask a resident how often animals rip off the food – and they say it happens often – and one resident snickers and says “don’t forget Harry” – the hungry eskimo who “shops” at night.

You have some ideas and you start asking a few questions:

“How much blubber is pilfered?”

How much / easy is it to replace?

Have you had a situation where you have run out or cant remember where you put it? Any hungry nights?

How many places is it stored and is it ever forgotten ?

The locals are impressed with your knowledge of blubber storage – and even they havent put all the costs together – but it is an eye opening look at the total expense.

Now, you invite them to a “presentation” where you review the findings. They are sitting on the edge,

You lead with a needs payoff question you learned how to do in SPin Selling (not the bike exercise):

“What if you could protect your blubber from animal thieves – yes, and hungry harry too” (A chuckle rises from the group and all are watching the head of the town).

“What if you could safely store it in one place for easy access and inventory control?” (a murmur now rises.)

AN, there is one new “bonus” benefit from all this: no freezer burn because the blubber is temperature and moisture controlled – as well as being able to assess your total amount of blubber in one place…not to mention other fish that was stored separately.

“Ladies and gentlemen, this simple key unlocks the benefits.  what color would you like? Would Friday be a good date for delivery?”

“Oh, the refrigerator is free – and we have economical upgrades for the blubber aficionado. This key is only $1,999”.

Take Aways

Same product, different “solution”

You asked questions from the eskimo perspective

You developed rapport and trust

You used “trial closes” to geat effect

You were on a roll..and never had to eat the blubber.