[转载] Selling Ice to an Eskimo
大家能看出 Tom 每句话的玄机么？Tom: Hello, Mr. Eskimo, my name is Tom Hopkins and I'm with the Arctic Ice Company. I'd like to show you the many benefits Arctic Ice can offer you and your family.
Eskimo: That's real interesting and I've heard a lot of good things about your commany, but ice really isn't a problem here. It's free. I mean we even live in the darn stuff.
Tom: Well, sir, quality of life is one of the reasons so many people are turning to the Arctic Ice Company, and I can see that you are a man who cares about quality. You know as well as I do that price and quality are usually related. Could there be a reason the ice you're currently using is free?
Eskimo: Well, it's just there, all over the place.
Tom: You're exactly right. The ice you use is just sitting around, day and night, unprotected. Don't you agree?
Eskimo: Well, yeah, there's an awful lot of it.
Tom: Yes, sir. Us. You and me. Your neighbor over there cleaning his fish on it, and have you seen that mess the penguins made down by the water's edge? Would you think about that, imagine it for a moment?
Eskimo: I'd rather not.
Tom: Maybe that's why all this ice is so, shall we say, cost-effective?
Eskimo: Excuse me. I suddenly don't feel so well.
Tom: I understand. You know, before you could really feel good about serving your family that, uh, unprotected ice in their beverages, you'd have to sterilize it wouldn't you? How would you do that?
Eskimo: Boil it, I guess.
Tom: Yes, sir. Boil it all the way through and then what would you have left?
Eskimo: Water.
Tom: And you have wasted your time. Speaking of time, if you'll just give me your autograph on this agreement, your family can enjoy their favorite beverages with clean, safe Arctic Ice tonight. Oh, I was wondering about your neighbor with the fish guts, do you think he might enjoy the benefits of Arctic ice?
From: SALES PROSPECTING FOR DUMMIES by Tom Hopkins Tom is supposed to be the great salesman.
Joseph Taipei
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