Knowledge Center


Every time a new product is introduced, we are often skeptical and avoid buying it. Then the salesperson focuses his energies on us. We struggle for a while, and finally give in. But we give no recognition to the salesperson. We walk up to the counter and buy the product, mentioning to the clerk that it is just exactly what we needed for the past twenty years.

Products are not manufactured to supply the demand.

There is no demand. Both the demand and the goods have to be manufactured. The public has always held on to their beliefs, until the salesperson persuaded it to let go.

  • There was no demand for the Railroad, and for years many people believed that thirty miles an hour would cut off circulation of the blood.
  • There was no demand for the Steamboat, and when Brunel drove the first boat by steam on the Thames, he was so ridiculed that London hotels refused to give him a room.
  • There was no demand for the Sewing machine, and the first machine that Howe put on exhibition was destroyed by a Boston mob.
  • There was no demand for the Telegraph, and Morse had to plead and beg before ten Congresses before he received any attention.
  • There was no demand for the Air-brake, and Westinghouse was called a fool by every railroad expert, because he claimed that he could halt a train with wind.
  • There was no demand for Gas-light, and all the candle-burners scoffed at Murdoch for attempting to have a lamp without a wick.
  • There was no demand for the Reaper, and McCormick preached his gospel of effective harvesting for fourteen years before he sold his first hundred machines.


Contrary to popular belief, theorists have said that every great invention springs into life because it is demanded by the nation. It is introduced and there is no one wants it. It is the Ugly Duckling. That is where salespeople take control of it and describe it.

  • When Frederick E. Sickles first exhibited his Steam steering-gear, the sailors were hesitant to approach it. “Nobody seemed to take the slightest interest in it,” wrote Sickles.
  • When Charles T. Porter first showcased his High-speed engine in England, everyone thought it was a joke. “My engine,” says Porter “was visited by every engineer in England and by a multitude of engine-users; and yet in all that six months not a builder ever said a word about building neither it, nor a user said a word about using it. I was stupefied with astonishment and distress.”
  • When Bell first showed his Telephone at the Philadelphia Centennial, it was endorsed by the top scientists in America and England. It was tested and proved. But the average man called it a “scientific toy” and declined to either use it or finance it. Bell preached telephony for years before the public took to it.


When the new product has been perfected and produced, the manufacturer needs to step back and let the salesperson take over. The salesperson can’t invent. A sales mind is not in-growing but out-growing. They aren’t manufacturers. Whenever they have tried it, the costs skyrocket. But they can create and persuade the public.

The truth is that we, salespeople, have done more for progress and civilization than anyone imagines.

We have done more than all the colleges to develop the peasantry of Europe into enterprising American citizens.

We have changed the “Man with the Hoe” into the person with the computer.

We have gifted to the general public the radiator for the fireplace, the automobile for the push-cart, the computer and voice recognition for the quill pen.

We have put more comforts into everyone’s homes than the king used to have in his palace.

The key point in selling is to make people want to buy. A selling environment must be created, and if you fail to do that – you will not sell. Simple as that. The professional salesperson makes the customers realize they want what is being offered.


http://www.alenmajer.com/2014/06/salespeople-have-done-more-for-progress-than-anyone-imagines/

About the Author:

alen mayerAlen Mayer has over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP. He’s a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; one of the Top 25 Sales Influencers for 2012, as voted as #2 of the Most Influential People in Sales Lead Management in 2013, published author of 4 sales titles, Certified NLP Trainer, Licensed Business Success Coach, and Certified Sales Professional.

Alen Mayer helps sales leaders enlarge their sales circles and tap into their team members’ individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.


Latest Articles
Most Read
7 Productivity Tools to Help Grow Your Business
PODCAST: SalesProChat, "Must-have Prospecting Tools For Every Salesperson – Part 2"
Why You Should Invest in Professional Sales Training
November SalesProChat Twitter Chat Recap, "Must-have Prospecting and Learning Tools For Every Salesperson – Part 1"