Sales is a business of selling “Trust”

“Sales isn’t for me.”
“I’m interested in marketing, but not sales.”

It’s common to hear people commenting statements like these when they’re searching for jobs. Many imagine sales as a “door-to-door” activity where they visit individuals and offer products. While that kind of sales style still exists, that’s not all there is to sales.

Only Someone like Tora-san Can Sell On Their First Visit

When you visit a company for the first time, you suddenly try to sell your product for them to buy right away. This situation is only possible if you’re either a person like *Tora-san with great charm or if you have extremely good timing.

Even Tora-san didn’t simply go door-to-door; he created a welcoming atmosphere where people gathered, introduced products, and influenced people to buy by instilling trust and creating an encouraging atmosphere.

*Tora-san is the main character in a famous Japanese series, Otoka wa Tsurai yo (It’s Tough Being a Man). In Japan, people admire Tora-san as a symbol of the ideal, old-fashioned salesman–someone who builds relationships, earns trust, and connects with people on a personal level, rather than just trying to push products.

What is Real Sales?

The essence of sales involves creating “triggers of interest”.
The purpose of sales is to get potential customers interested in your product or service.

Sales is about planting the seeds that may one day grow into inquiries or consultations. That’s why it’s essential to meet as many new people as you can, have conversations, hand out business cards, and become someone they’ll remember. Selling products is a much later step.

The Greatest Weapon in Sales: Trust

The most important thing in sales is integrity and honesty when you think your product isn’t the best fit for customers.
For example, if you determine your product isn’t ideal for a customer’s needs, tell them “maybe Company X’s product would be a better fit in that case”.
This attitude will lead to building a trusting relationship with customers.

Sales is not about selling products; it's about selling “trust”.

Finally, people who think they aren’t suited for sales might actually be the best people suited for sales.This is because they can listen to others, respond with sincerity, and value connection more than just making a sale.
Businesses built on trust last longer. Sales is the first step in building a lasting partnership.

Kenichi Uchikura
President / CEO
Pacific Software Publishing, Inc.
ken.uchikura＠pspinc.com
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ABOUT PSPINC

PSPINC (Pacific Software Publishing, Inc.) is a technology company based in Bellevue, Washington, USA. Founded in 1987, PSPINC provides web hosting, email hosting, and other internet-related services to businesses and individuals worldwide.

In addition to its hosting services, PSPINC also offers website design and development, domain registration, and online marketing services. The company has data centers located in the United States and Japan, and it offers multilingual support to its customers.

PSPINC has a strong focus on customer service, and it has received numerous awards and accolades for its quality of service over the years. The company is committed to staying up-to-date with the latest technology and industry trends in order to provide the best possible solutions for its customers.

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