Magenta is a strange colour.
You see it in logos, clothing, advertising and design.
But according to physics, it doesn’t exist.
There is no wavelength for magenta.
It doesn’t appear in the rainbow. 🌈
No light is magenta.
And yet we see it.
Why?
Because the brain has to solve a problem.
When red and blue light reach the eye at the same time, and there is no natural colour in between, a gap appears.
And the brain hates gaps.
So it creates something that doesn’t technically exist.
It creates clarity.
And that is exactly what business customers lack when they get stuck in decision processes:
clarity.
Not more information.
Not more slides.
Clarity.
The best salespeople behave exactly like the brain does with magenta.
📌 They create clarity through insight
They don’t start with the solution.
They start by reshaping the customer’s understanding of their problems and opportunities.
👉 Just as magenta emerges from two conflicting signals, they create a new, clearer picture the customer hasn’t seen before to create clarity.
📌 They reduce decision uncertainty
Customers rarely hesitate because the option is bad, but because the consequences are unclear.
Top salespeople fill the gap:
They show how the solution connects to the customer’s broader goals, so the purchase decision can be explained and defended internally.
They show clearly what happens if the customer makes no change.
👉 They make the choice clearer, not bigger.
📌 They show an executable future
Customers usually don’t choose the most impressive alternative with the most features, they choose the most predictable one.
Just as magenta creates a whole where physics has no answer, the salesperson shows a future where everything fits together.
👉 Clear, concrete, and step-by-step in execution.
Magenta doesn’t exist, but the experience does.
Value works the same way.
Value doesn’t just reside in the product or the service.
Value arises above all when the salesperson creates clarity where the customer previously experienced uncertainty.
It’s when clarity appears that the customer stops hesitating, and decisions are made.
That’s where the deal happens.
Here you can read how top sales persons conduct a sales presentation.
