as she sampled their beds and bowls of porridge? She knew “just right” when she experienced it.
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Mindset
to actually ASK your customers and prospects what they need solved, why it’s so important to them, and what is the impact that having it solved will make on their business and their lives. ~Linda Feinholz
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the reason people buy the products or services you offer, the actual product or service itself.
The product or service, and what that product or service does for your customer needs to be based not on what you “know” they ought to have, but on what you “know they know” they want.
If you are trying to sell your customers and prospects products and services because you ‘already know’ a solution you’re still missing the mark.
Remember, the odds are good that your customers and prospects can buy very similar products or services from any one of several of your competitors.
Your advantage therefore needs to come from another source – from your customers themselves.
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