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The offer isn’t the only thing that makes something sell. A lot of times, especially in a smaller company or startup, a lot of what people are buying is not just the product — in many ways, they are buying you. So in this manual, we’re going to talk about selling you.
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“Think like a customer” is a simple idea/skill, and it’s also the key skill you need in order to get customers. In order to create a product people want and market it in a way people understand, you first have to understand the customer. This manual will help you understand how.
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To communicate effectively within someone in a buying state, we need to understand who our buyers are and what makes them unique and identify their #1 specific psychological-emotional motivator. In other words, we want to identify our specific buyers’ hot buttons.