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It's definitely a white collar answer. Try to sell someone a hammer this way and I imagine you'll be laughed out of the workshop.
by ken 8y ago
It's definitely a white collar answer. Try to sell someone a hammer this way and I imagine you'll be laughed out of the workshop.
- kstenerud 8y agoWhich is why you wouldn't sell a hammer this way. Instead, you'd listen to what they have to say about the hammers they do use. Maybe they don't like the grip, or the balance, or maybe it's too heavy or light for the job. Maybe they don't like the claw digging into them from their tool belt while they crawl around tight spaces. Maybe the quality is crap. Maybe it's damaging the thing they're working on. The point is, you find out what they need, you make it, and then you sell it by using their own language to explain your product and how they'll benefit from it.