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A good career salesperson realizes that they are not just selling a product, they are really selling themselves. This is especially true in commercial / industrial sales. A typical professional buyer does not want to buy a mistake for his company – that’s his worst fear, even worse than paying too much. Therefore, they tend to buy from the people who are industry savvy and they trust to competently handle their business.
So in view of the forgoing, consider your 2nd tier products as stepping stones. Assuming they are reasonable quality, your second tier product has got some advantages as well. Maybe it’s lower cost or delivery / availability is better. Focus on the strengths you have and how you can use them to fill customer needs.
If you are an independent rep or distributor, gain as much market share as you can with the second tier product and wrest the distributorship for the leading product away from the competitor. If you are the market sales leader, the top manufacturer will want your company working for them.
Remember, the bottom line is the bottom line = Income $$$,$$$.00. Your sales efforts are what put food on your table, a roof over your head, shoes on the kids feet and the sky is the limit if you are industrious.
No start up cost with marketing materials.
Well there has to be some reason for someone to buy their product. You must focus on its competitive advantage. For example, it’s not the best product, but it’s cheaper. You can tell people that…
If there’s no reason why they should choose your product over the leading product, why even try to sell it?