The best salespeople don’t sway customers through manipulative games and mesmerizing presentations. Instead, they figure out how they can enhance a customers’ lives.
If customers believe their problems are real and, more importantly, if they understand them personally, they’re more likely to be persuaded by an image of a satisfying solution.
No product or service is excellent in and of itself. It’s only worthy if it fulfills customers’ needs.
Invest more time in the problem representation stage. Develop a fuller appreciation of your customers’ problems. Make the idea of paying money for the solutions seem natural. Induce consumers to fit your products and services into their long-held routines.
Idea for Impact: Focus on solving customer problems. Don’t find customers for your product. Find products for your customers.