It suggests that a great salesperson can push a product down the throat of a prospect, whether or not the prospect really wants it. The first thing she would do is find the right prospect. Once our great refrigerator salesperson identifies this prospect and determines which of her products has the greatest fit, she'll make her sales case. Sometimes, a good prospect is not always apparent because he doesn't fit the mold you expect. For instance, this same salesperson may find a prospect who wants to buy a new fridge for his aunt in Miami.
People buy from people whom they trust.
It's tough enough to earn trust when you operate a storefront in the neighborhood. Then, use your brand image, your PR department and your external marketing to feed your trustworthiness off the 'Net. If the customer recognizes your company, divisions or products before they visit your Web site, it'll be much easier for you to gain their trust. Timing must be right. With many products, even the best prospects need the product only at a specific point in time.