Setting the Sails

A ship in harbor is safe, but that is not what ships are built for.  — John A. Shedd

In the early 16th century, a Portuguese explorer named Ferdinand Magellan stood before the Spanish court, presenting a bold, almost unthinkable proposition. He wasn’t just proposing a new voyage; he was advocating for a revolutionary idea—a westward sea route to the Spice Islands, which would prove that the world was round and, more importantly, navigable in a complete circle.

At the time, the concept of circumnavigating the globe was considered not just ambitious but perilous. The known world was a flat map, with vast, uncharted territories marked ominously as “Here Be Dragons.” Magellan’s plan was more than just a geographical exploration; it was a direct challenge to the accepted wisdom of the day, a disruption of the status quo. It required a massive leap of faith, not only from the explorers themselves but from those who would fund such a dangerous and uncertain venture.

But Magellan was determined. He had seen enough of the world to know that the Earth was more vast and varied than most could imagine. He believed in his vision so strongly that he was willing to risk everything—his reputation, his fortune, even his life—to make it a reality.

This is the story of innovation—whether in the 1500s or today. Like Magellan, every innovator faces the challenge of convincing others to see value in something new and untested.

Selling a unique product, just like proposing a new route across uncharted waters, requires more than just a good idea; it demands overcoming skepticism, battling market resistance, and mastering the art of the close. And yet, within these challenges lie opportunities that, if seized, can lead to extraordinary success.

The Initial Pitch: Overcoming Skepticism

When Magellan presented his plan to the Spanish court, he was met with skepticism. The court, well-versed in the risks of exploration, knew that many expeditions had ended in disaster. Magellan wasn’t just asking for ships and men; he was asking for trust in an idea that defied conventional thinking.

Fast forward to today, and the scenario remains remarkably similar. As an innovator, you’ve developed something unique—a product that you believe can change the game. But when you present it to potential customers or investors, you’re likely to encounter the same skepticism Magellan faced. People are naturally wary of the unknown, and your product represents a leap into unfamiliar territory.

Just as Magellan had to convince the court of the potential riches that lay beyond the horizon, you must craft a narrative that turns skepticism into curiosity. It’s not enough to describe what your product does; you need to explain why it matters. You’re not just selling a new gadget; you’re selling a vision of the future. This narrative must be compelling enough to make your audience see the value in something they don’t yet fully understand.

The Price of Innovation: Battling Market Resistance

Despite Magellan’s persuasive pitch, the Spanish court hesitated. Funding such a voyage would be expensive, and the risks were enormous. The court had to weigh the potential profits against the very real possibility of losing everything. In the end, it wasn’t just about the idea; it was about the cost of executing it.

This dilemma is all too familiar to modern innovators. Innovation doesn’t come cheap, and customers may be reluctant to pay a premium for something untested. Lowering the price might seem like a quick solution, but it can also devalue your product, making it seem less innovative and more like a novelty.

Magellan understood this, and he didn’t shy away from the costs. Instead, he reframed them as investments in the future. He promised the Spanish crown that his voyage would deliver not just spices but a new world for Spain to conquer—a world of untold wealth and prestige.

Similarly, your challenge as an innovator is to shift the conversation from price to value. You’re not just asking customers to buy a product; you’re asking them to invest in a vision. This requires a deep understanding of your market and a commitment to standing by the worth of your innovation, even in the face of resistance.

The Art of the Close: Turning Interest into Commitment

Magellan’s pitch had sparked interest, but interest alone wasn’t enough. The Spanish court needed more than just a compelling idea; they needed confidence in Magellan’s ability to deliver. Closing the deal required more than just words; it required demonstrating that the mission could be accomplished.

In today’s market, closing the sale of a unique product requires similar finesse. You’ve piqued the interest of your customers, but that’s only the beginning. To turn that interest into commitment, you need to reinforce the narrative you’ve built and show that your product can deliver on its promises.

Magellan’s unwavering belief in his mission played a crucial role in securing the funding he needed. He didn’t just talk about the potential rewards; he convinced the court that he was the right person to achieve them. This confidence, combined with his meticulous planning and understanding of the risks, was what ultimately closed the deal.

As an innovator, your ability to close the sale will depend on more than just the features of your product. It will depend on your ability to inspire confidence in your vision and demonstrate that you have the expertise and determination to make it a reality. It’s about making your customer feel that they’re making the right choice, not just any choice.

The Aftermath: Building on the Sale

Magellan’s story didn’t end with the court’s approval. The real journey was just beginning. Out of the five ships that set sail, only one returned, completing the first circumnavigation of the globe. Magellan himself did not survive the journey, but his vision did. The successful return of that lone ship after almost three years, proved that his idea was not just a fantasy but a reality.

Similarly, the sale of your unique product is not the end but the beginning. Now comes the task of delivering on your promises and ensuring that your product lives up to the expectations you’ve set. Just as Magellan’s journey tested the limits of human endurance, your product will be tested in the marketplace. The stakes are high. A satisfied customer can become your greatest advocate, helping to build momentum for your product. But a disappointed customer can do just the opposite, stifling your innovation before it has a chance to gain traction.

If you’ve navigated the sale with care—if you’ve told the right story, demonstrated value, and closed the deal with integrity—you’ve set the stage for something much bigger. You’ve not only made a sale; you’ve started a movement. Your innovation is now in the world, ready to make its mark, just as Magellan’s voyage marked the beginning of a new era in exploration.

To Sum Up…

Selling a unique product is a high-stakes game, much like Magellan’s voyage was a high-stakes journey. It’s not just about making a profit; it’s about proving that your vision has value, that your innovation can stand the test of time. The challenges are many—overcoming skepticism, fighting the price war, mastering the art of the close—but within these challenges lie opportunities that could define your business.

So, as you stand on the threshold of bringing your innovation to market, ask yourself: are you ready to take on the challenge? Are you willing to navigate the complexities, to tell the story, to build the value? Because if you are, the rewards aren’t just financial—they’re the satisfaction of knowing that you’ve brought something truly new into the world.

Magellan’s journey wasn’t just about finding a new route; it was about changing how we see the world. The sale of your unique product has the potential to do the same. The world is waiting—are you ready to set the sails?