It is not true that new products are manufactured to supply the demand.

There is no demand. Both the demand and the goods have to be manufactured. The public has always held fast to its old-fashioned discomforts until the salesperson persuaded it to let go.

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 transformed the “Man with the Hoe” into the person with the computer.

We have given to 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 main thing about selling is to make people want to buy. A selling atmosphere 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.