Is There a Buyer for Every Product?

If you're always getting a "no" and you find rejection after rejection on your sales calls trying to sell in the 'dog' territory you were assigned and you always have a problem with the product you sell because it doesn't meet the needs of your clients then I will tell you now; you are starving and will continue to starve unless you are prepared to make personal changes.

First, the problem isn't your territory or your product. The problem is you. What have you done to continue your learning of how to sell? Even if you haven't taken any courses or seminars, there are many great sales gurus online who offer free sales tips and techniques with daily to weekly newsletters. You should be spending at least 30 minutes a day reading to improve yourself.

Secondly, there is a buyer for every product. If you are 'throwing up' on the customer with all the great features of your product without finding out what they need then how can you sell the benefits of the product. Most buyers want to know 'what's in it for me (them)'. In most cases, the speed of a skill saw means nothing unless you can put it in the context of their needs. For example; the prospect says to you "...that they have never used a skill saw before and want something that is easy and safe to use". Your response then is "...the multiple speed settings allow ease of use for a variety of materials and with the safety guards built right in you are protected with all the saw dusts falling to the floor or to a shop vac. In addition we have built in an emergency shut off in the rare case of a jam in sawing."

I had been one of the first in Canada in the mid 1990's to be Certified as a New Home Sales Professional, CSP. During the training we had a Condo Builder talking about the last unit in a new building that they just couldn't sell. The building and units were built for a very upscale market and priced accordingly. The problem with this unit is the focal point window was only a few feet away from a large brick wall. There was no view. One rejection after another then one day it sold. The person who bought the apartment unit loved everything about the apartment from its size, to its location downtown with easy access to the transit system, the concierge, etc. You see, the window with a brick wall view was not a problem...he was blind.