/research-center/customer-engagement/sales/20160930-quit-selling-the-cup-start-selling-the-ice/?utm_source=rss&utm_medium=rss&utm_campaign=20160930-quit-selling-the-cup-start-selling-the-ice Resource for Business Leadership, Coaching, and CEOs Wed, 24 Jul 2024 22:16:25 +0000 hourly 1 https://wordpress.org/?v=6.5.5 /research-center/customer-engagement/sales/20160930-quit-selling-the-cup-start-selling-the-ice/#comment-2034761 Sat, 07 Jan 2017 02:09:34 +0000 https://2017.vistage.com/research-center/?p=20143#comment-2034761 Very well said. I love the ice example. I will need to remember that! It all comes down to sales being the process of meeting the defined needs of the prospect. It is not about the product, it is about the solutions it brings to the customer.

]]> /research-center/customer-engagement/sales/20160930-quit-selling-the-cup-start-selling-the-ice/#comment-2018968 Tue, 04 Oct 2016 03:43:10 +0000 https://2017.vistage.com/research-center/?p=20143#comment-2018968 Thanks Dennis! I still remember the day when you challenged me to find my “ice”! 🙂

]]> /research-center/customer-engagement/sales/20160930-quit-selling-the-cup-start-selling-the-ice/#comment-2018927 Mon, 03 Oct 2016 22:44:03 +0000 https://2017.vistage.com/research-center/?p=20143#comment-2018927 Dennis – Great perspective and well written. I’ve heard you ask the question “where’s your ice?” but you’ve connected the dots well in your story so I now understand your message even better. Thanks for sharing. By the way, in your sequel, how about adding what ICE! may really represent as an easy reminder: Incredible Customer Experience! Jim

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