How to Sell Ice to Eskimos

by Victor Cheng

In this video, I give my commentary on the old phrase “How to Sell Ice to Eskimos”.

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{ 2 comments… read them below or add one }

Engin Guven October 30, 2009 at 6:07 AM

After the “Just Sell Donuts to Fat People” episode, this “Do not Try to Sell Ice to Eskimos”(I call this like that) episode is like analyzing the same subject with a different perspective and analogy. So what i understand from your advice is that, “Think simple and intuitive, give customers what they exactly want”.

Victor Cheng November 3, 2009 at 8:46 PM

@Engin Guven:

That’s exactly right. Nobody ever disagrees with this idea, but few people actually do it. That’s because in practice it’s actually kind of hard to do because it requires knowing your customers really well. And in recent times, customer priorities have changed a lot so it’s that much harder to be calibrated to what customer’s want right now.

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