A great sales professional is so good she sells ice to Eskimos, right? You have all heard it said. Do you believe it?

This quote is provocative in that it questions the definition of a true sales superstar. In my opinion,  

I have a few questions for you to consider.    

1. Given that Eskimos typically live in very cold climates where ice is abundant, why would they need ice?
2. Why would someone want to sell something that is not needed?
3. If you did sell ice to Eskimos, how do you think that the Eskimos would feel after you deliver your ice and fly home?
4. How do you think the Eskimos would react when you try to sell them something else in the future?
5. How long would it be before the Eskimos open their smart phones and jump on Facebook, Twitter and ten other social media platforms to challenge your integrity?
6. How would your existing and future clients react to what you have done? You have utilized your selling skills to sell something unnecessary to a customer.
7. Do you believe the premise of my book and my workshops that TRUST is the basis for super sales stardom? If so, how much trust have you gained by selling something to someone who does not need what you have sold?

Obviously, a sales professional should NEVER even think of selling ice to Eskimos. Remember that true sales superstars do not sell! Rather, they help their clients by finding innovative solutions to their challenges, issues, needs and opportunities. They consult. They guide. They provide insight. They do all of this by leveraging and building trust. They are more interested in the long-term relationship with the client than a one-hit win. And they would never 

jeopardize their client's best interests by selling something that is not right for their needs. Superstars are reminded that "Trust arrives of foot but flees on horseback."  -Unknown.   

If a true sales superstar scheduled a meeting with an Eskimo, she would conduct exhaustive research on the struggles facing her client. She would no doubt uncover many products, services and solutions that would assist Eskimos over the long term.

The fact is that most of the general public, and unfortunately, many sales representatives, believe that great sales & marketing professionals do sell ice to Eskimos!  I believe this misunderstanding blemishes the image of a sales rep, and explains why lots of parents don't want their children to grow up to be in sales. The sales profession is often portrayed as manipulative, controlling, self-serving, and lacking integrity.  

Let's all do our best to elevate the professionalism of the sales industry and do whatever we can to build trust with our clients--not destroy it.