Monday, October 26, 2020

The Final Solution: Birth of a Salesman

A good salesman is able to intuit what a customer wants while making them feel good about their choice. Salesmanship is a value-free occupation. It’s market driven. You don’t try to sell people what they don’t want, even if you are trying to get rid of inventory. The customer has to have confidence in you. Once you break that confidence, you’re lost. They go onto the next salesman. If your buyer is screaming for blood, blood is what he has to get. If it’s bile, they want, give it to them. If they want to be told that the stock market is going up, then echo their own words. If they want to sell, roll with their emotions and find something good in what you’ve done after. For instance, you might mirror your client’s fear by being overly cautious but you can find something good in a loss  It’s called investor discipline.That’s what you sell them. Whatever it is, the bottom line is you can’t be the agent of gloom and doom. In other words, to be a good salesman you can’t tell the truth because the truth is not something the market can bear. To be a good salesman, you have to be a purveyor of hope. You have to cater to your client’s dreams no matter how unrealistic they might be.Maybe that was what was wrong with Willy Loman. He'd lost his hope.

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