Sell Aspirin, Not Vitamins

Vitamins are a perk.  They are a healthy choice, but far from a priority.  In sales, its similar to being the “faster” or “cheaper” alternative.  Aspirin cures pain.  Take this and you’ll feel better.  Buy me and I’ll improve x.

It’s your job to find your client’s pain or what is called the felt need (defined as anything people consciously lack and desire) and fill the void.  More often than not, people don’t buy what you’re selling because what you’re offering is a healthy alternative and not a treatment to what ails them.

Read more in this Fast Company article by the author’s of one of my favorite books, Made to Stick

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