Most sales trade experts will agree that the key to selling is to manage your time properly and concentrate your efforts on those folks, which have an interest in what you and your company can do for them. If the prospect does not have an interest or a desire in what you have to offer then they will not be a buyer of what you were selling. Therefore your salespeople will spend so much time scouting out prospects who need what they are selling.

From a philosophical standpoint this makes sense, as if someone needs what you were selling chances are they may wish to buy it. However, that is not exactly how it works. You see, people only buy what they want and not necessarily what they need. For instance no one needs to put alcohol, which is a poison to the human body in their body.

But they want to do to the fact that it makes them feel a certain way and takes the edge off. People spend money on what they want not what they need. If they needed it bad enough in that event their need is turned into a desire above and beyond their desire for other products or services, which they might use the unit of trade we call a dollar to purchase.

Sales managers should be sure to the salespeople that work under them understand this principle and to be sure to spend their sales time with the clients or prospects who most desire or are more interested in what they sell. If the sales personal wastes time on only goes prospects who are perceived to need what they sell, they simply will not make as many sales. This of course means your company will indeed make less money you see. Consider all those in 2006.

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