Happy valley

Whatever they tell you in selling school, there’s no trick, just technique.

At one end … there’s McDonalds: Rain selling full on features and options – fries with that? – in the hope that something extra will stick. This is how technical people lose their audience; geeking out on the technology or raining feature-feature-feature whilst the customer is too bored to keep up. The problem with this end, it’s all about the product. The real problem, it’s not about the customer.

Learn the lesson in opposite … come for a conversation. Have a genuine (keyword: genuine) interest in the customer and what they’re trying to achieve. Listen to what they’re doing, what they’re trying, what they like and don’t like and where they’d like to go.

And see where the conversation takes you. 

One direction: product development. The other: moving to the happy valley together.

Skippy strategy: Settle in for a genuine conversation.

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Skippiness