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“Your time is limited, so don’t waste it living someone else’s life.”
Strategy 1: Dig Deeper to Uncover Hidden Needs
Strategy 2: Make Your Customer a Hero
Strategy 3: Sell What People Buy
……“A successful partnership (or any type of collaboration) should create a combined business which is at least 33 percent larger than the sum of what the two individuals could achieve on their own.
To start a business, you need three things:
Ask three questions for every idea:
“Remind people that profit is the difference between revenue and expense. This makes you look smart.”
“A desk is a dangerous place from which to view the world.”
“Passion, though a bad regulator, is a powerful spring.”
“An ounce of action is worth a ton of theory.”
“Catch a man a fish, and you can sell it to him . Teach a man to fish, and you ruin a wonderful business opportunity.”
We tend to default to talking about features, but since most purchases are emotional decisions, it’s much more persuasive to talk about benefits.
Example: A feature is descriptive (“These clothes fit well and look nice”) and a benefit is the value someone receives from the item in question (“These clothes make you feel healthy and attractive”).
Also, having a high-end version creates an “anchor price.” When we see a superhigh price, we tend to consider the lower price as much more reasonable … thus creating a fair bargain in our minds.
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