It’s important to remember that everyone’s perspective is THEIR reality. What does that mean for your company? It means … Always make YOUR reality your customer’s perspective. As Theodore Levitt was famous for saying …“Sell the hole … not the drill”. He understood a customer’s reality was not necessarily a quarter inch drill. Their reality was the need for a quarter inch hole to hang a picture. Customers don’t purchase products or services for the sake of those products or services. And companies that focus on the features and benefits of what they’re selling miss the mark. It’s about understanding a customer’s practical and/or emotional needs … And then collaborating on how your company can satisfy them. The Golden Rule? Focus on What Your Customers Want and NOT on What You Want Them to Want!
Infographic: The Pleasant Mind
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