Selling Ice to Eskimos

Season Two | Episode 33 | Selling Ice to Eskimos | The Sales Circle Podcast

Ever heard the phrase "You could sell ice to the Eskimos"? In this episode of The Sales Circle, sales coach Rob Spence flips this idea on its head, showing you why selling ice to Eskimos is a terrible strategy—and why you should focus on selling things your customers actually want and need.

It’s all about understanding your market, identifying real problems, and offering solutions that resonate. Rob walks you through how to connect with customers in a way that genuinely adds value—and why trying to convince someone to buy something they don’t need is not only ineffective, but it also undermines your sales credibility.

In This Episode, Rob Covers:

✅ Why the “ice to Eskimos” mentality is outdated and harmful to your sales approach

✅ The key to identifying customer pain points and selling solutions, not just products

✅ How to align your offerings with real customer needs to create trust and credibility

✅ The art of asking the right questions to uncover what your prospects actually value

✅ How to position your product or service as a must-have, not a “nice-to-have”

✅ Why empathy is your secret weapon in building long-term relationships with customers

✅ The importance of doing your homework: market research that truly informs your sales strategy

✅ Shifting your mindset from pushing a product to solving a problem

✅ And much more...

Book of the Week:

A Mind for Sales by Mark Hunter

Grab your copy here: https://amzn.to/4k6Te8A

Useful Resources:

Boost your sales skills with expert-led training:

www.paragonsalessolutions.co.uk/online-sales-courses

Stay organized and close more deals with Monday.com CRM:

https://try.monday.com/w6un6aq14jsb-wzpmg4

About The Sales Circle Podcast:

Hosted by Rob Spence, sales author, coach, and managing director of Paragon Sales Solutions, The Sales Circle is your go-to podcast for modern sales strategies, mindset development, and real-world success stories.

Tune in every Thursday for episodes on cold calling, follow-up, prospecting, buyer psychology, and everything you need to sell with confidence and clarity.

#SalesPodcast #SalesTraining #SalesTips #CustomerNeeds #SalesMindset #EmpathyInSales #ValueSelling #ProblemSolving #TheSalesCircle

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