Your best customer wants something specific to happen when they use your product or service.
It’s common wisdom that what people want is a solution. There is even a school of sales training and many books around the concept of “solution selling”.
I disagree. Not everyone wants a solution, i.e. something solved.
Sometimes they want and need something else. Not everything is a “problem” for a customer; sometimes, it’s a “gap” that needs to be filled. I talk to my clients about “gaps” not “problems”.
Filed Under: Business Management, Marketing Strategy, Planning & Vision, Pricing, Sales Tagged With: Austin, Benefit, Best Practices, Business Bank of Texas, Customer Values, Customer's Point of View, customers, Deceptive Trade Practices Act, Dorothy Leeds, Features, Gerald Nadler, Pricing Concepts, Pricing Glossary, Pricing Strategies, Pricing Webinar, ProductCamp Austin, Reed Holden, RISE Austin, Sales, Situational Outcomes™, Smart Questions, Solution, Take Away, Tech Ranch, Thomas Nagle, Worth Reading.
My brother gave me a copy of A Left-Handed History of the World by Ed Wright for Christmas. As my husband, Daniel, said, that’s much better than a previous gift of 101 Uses for a Dead Cat by Simon Bond. Others found it amusing, as a cat lover, I did not.
A penny saved and earned. Photo by ssjsharktank.
Everyone wants and needs sales to have a profitable and successful business. But, sales from the wrong customers can kill a business. If you doubt me, read Angel Customers and Demon Customers by Larry Selden and Geoffrey Colvin.
Everyone has an opinion and they are passionate about what kind of legal form your business should take.
Get a group of business owners together in the same room and the fur really flies on this issue. I know I have done this.