You need to gauge what information your prospect can easily comprehend and where they will see value on their own. Step 2: Understand your prospect or the product users These salespeople will harm your company. It is lazy and unacceptable, and they can't sell. That is not acceptable for any sales representative in your business. But I can't tell you how many sales representatives I have seen thinking they can get away with simply reading instructions, providing a list of advanced features, or talking around the product. You can't familiarize your prospect with a product solution that you're not familiar with either. Step 1: Develop a strong understanding of what you're selling and how it works
MAYA 2022 LOGO HOW TO
So, you may wonder how to use Loewy's MAYA theory like Apple in sales theory. Apple knew that consumers want an optimally familiar, "advanced, yet acceptable." USING THE MAYA PRINCIPLE TO SELL The iPhone 13 SE still resembles a fifteen-year-old phone is no accident. But it's worth it in the end because once you get there, you can move mountains. Simple can be harder than complex: You have to work hard to get your thinking clean to make it simple. That's been one of my mantras - focus and simplicity. The iPhone has come a long way in gradual steps, but oddly enough, the two phones still have a lot in common – advanced yet acceptable, delivering the future gradually. Apple logo position remains on the back and center of every iPhone.App icons remain squares with rounded corners.Size changes – bigger – smaller – thinner – bigger, etc.Thirty-three versions of the iPhone later, users have seen changes like: If you were to compare the original 2007 iPhone in one hand and the newest iPhone 13SE in the other, you would have two very different phones that oddly resemble each other in many different ways. The best example of the MAYA principle in action is Apple.Īpple has released 34 versions of the iPhone since Steve Jobs released the original iPhone back in 2007. It would have failed.Įxpecting phone users to adopt this type of technology from rotary and touch-tone phones tethered to their walls (or those giant cinder blocks like the original car phones) would be too far a leap for users to adopt. He understood that people wanted things that were familiar with an element of novelty.įor example, imagine if the Galaxy Fold was released as the first smartphone.
Raymond Loewy.Įssentially, Loewy believed that human preferences were torn between two things: The adult public's taste is not necessarily ready to accept the logical solutions to their requirements if the solution implies too vast a departure from what they have been conditioned into accepting as the norm. The Air Force One logo, the Coca-Cola bottle, the Shell Oil logo, the US Postal Service logo, and the Greyhound logo are some of his iconic designs that still exist today. Raymond Loewy's impressive track record demonstrates the success of the MAYA principle. The MAYA stands for: "Most Advanced, Yet Acceptable." It's a principle that provides users with enough familiarity, tapping into a person's present skill level with enough new features that are easy to adopt. THE MAYA PRINCIPLE FROM THE FATHER OF INDUSTRIAL DESIGN So, continue reading and become a better seller. The secret to selling is finding the right balance between what your customers will embrace and accept while offering innovation. Loewy continues to teach product designers best design solution practices – finding the right balance between strong similarity, on the one hand, and a new skill and innovation on the other hand. The MAYA Principle developed by industrial designer Raymond Loewy (1893-1986), also known as "the Father of industrial design," is adopted in product design, communication skills, sales theory, and more. The Google product was innovative and seemingly useful, so how could it fail? We've seen this happen with products like Google Glass, the wearable (not so) smart glasses. Why do some ideas and products seem innovative and exciting but fail? THIS ISN'T A NEW CONCEPT IT'S A PRINCIPLE CALLED MAYA.Įver wonder why some new ideas or products are easier to adopt than others? THE SECRET TO SELLING IS BALANCING YOUR PRODUCT OR SERVICE DESIGN WITH YOUR CUSTOMERS' OR USERS' PRESENT SKILLS AND MINDSET.
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