New Product Entrance
When a new
product enters the market, there is an increase in sales to early consumers,
but soon after the product loses its popularity. When trying to sell your ideas
and products to people you have to change not only what they think, but how
they think. Mark Bonchek stated, “Mental models are how the brain makes sense
of the vast amount of information to be processed every moment of everyday”
(Paragraph 3). Taking time and being able to visually see something in front of
you helps the buyer have an understanding of what they are going to buy. This
is a problem today because everyone people are just sending emails and not
explaining things in person or over the phone.
Dr. Ignaz
Semmelweis and Louis Pasteur showed that mental models can change the way we
see the world around us. Successful companies know how to shift consumer’s
thoughts about themselves and their products. Steve Jobs’ quote, “think
different” (Paragraph 7) is something that salespeople need to take into
consideration because they need to be more personal and care about the
individual they’re selling to. An example of this would be Salesforce.com, and
how after implementing the mental model they were able to succeed. Having the
leadership of a company following this model helps them succeed, but shifts in
thinking can challenge the prevailing model.
There are
three main steps in making the mental model work for a company: First, identify
the underlying shift in thinking. Second, determine how mental models aren’t
sticking to make you successful. There are three main areas to focus on within
the second part of the model are Present, Future, and Transition. All of these
are related to how the model works today and what the future brings for this
product. Finally, understand that shifts in thinking don’t happen overnight.
Albert Einstein once said, “We cannot solve our problems with the same thinking
we used when we created them.’ Companies that help customers shift their
thinking will be more effective at solving problems and ultimately selling
products’” (Paragraph 21). Continuously following up with a customer and
interacting with them to allow them to see their new thinking habits in
different contexts and situations.
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