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.
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 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.
Alen 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