So what about that other 35% –

by Linda Feinholz · 0 comments

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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