Think about your customer's needs and desires from "summary" of Selling the Invisible by Harry Beckwith
To succeed in business, you must understand one fundamental truth: it's not about you. It's about your customers. Their needs, their desires, their wants - these are the keys to unlocking success. When you shift your focus from yourself to your customers, amazing things can happen. Think of your customers as the sun, and your business as a planet orbiting around them. Everything you do should revolve around meeting their needs and desires. What are they looking for? What problems do they need solved? How can you make their lives easier or better? These are the questions you should be asking yourself every day. To truly understand your customers, you need to put yourself in their shoes. Imagine what it's like to be in their positio...
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