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# They took care of any refunds themselves. # They supplied product to the radio station at Icy Hot's expense so if people coming in wanting the product or having a problem with the product the radio station could just give them another one.
JAY ABRAHAM ON SALES AND MARKETING FULL
# They gave away the full commission on the first sale to the radio station doing the advertising. I think it's important to note that in this deal the Icy Hot supplier did put out significantly and stood to lose some money. I'm hoping one of you Abraham fans has the answer so feel free to jump in. How was Jay asking the question the wrong way? And what was the RIGHT way to ask the question that got them to agree to the deal? Now this is to test your guru trivia knowledge and also just because I really want to know. In the book Abraham says that he wasn't having success until some mentor told him he was "asking the wrong question". The tricky part is getting a major company to agree to such a unique arrangement so I read on with great anticipation because I never realized this is how he did so many sales with Icy Hot. It was funny because I had always personally thought about the idea of paying for advertising with commissions rather than cash. He did a ridiculous amount of sales with no advertising budget. I was reading the "Enterpeneur Emergency" ebook by Rich Shefern (excellent by the way) and there was a blurb there by Jay Abraham talking about how he got local radio stations to use their unused advertising space to sell icy hot on a commission.