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Thursday, May 27, 2010

What I want to sell!

Bruce sent me an email outlining his ideas for upgrading his business. He had three things he wanted to sell

I have seen this before. When people are upgrading their offering, they start by focusing on what THEY want.

Two of the offerings were what he does real well. We’ve been doing it for years.

I asked if he had ever sold the third. Well…no.

So let’s start developing the descriptions of how the customers saw the value in the past. That’s the fastest and best way to describe what you want to sell next.

The customer’s experience is much closer what the prospect wants than what the salesman wants to show.

Bruce then says, “But I have a lot of good stories. Which one should I pick?”

And they called it…The Birth Of The Blog!

These posts really do get more interesting when you comment! Turn up your illumination!

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