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Sell What Your Customers Don’t Realise They Need

Sell What Your Customers Don’t Realise They Need

One of the most important things to realise in marketing is that people buy with their heart, even though they try to rationalise with their head.

Let’s try this exercise with you being the customer. Let’s say that you need a new laptop, so you walk into a store that has a range of laptops laid out in a row on the counters. What is the first thing you look at?

A. You read each label to see which has the latest chip technology

B. You move from one to the other testing out the speed at which they save a document

C. You move down the line looking at which one looks the best

For most of us, it would be C, right? Be honest!

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