The Missing Ingredient in Marketing

When I first studied marketing, I learned the difference between wants and needs.

Wants are what your prospects want because they don’t know any better.

Needs are what will really help them.

If you try to sell needs, you will fail. Instead, sell the wants and then deliver the needs.

Even though it’s kind of “bait and switch,” there’s a good deal of truth in this advice.

But it’s missing something big.

Watch the video to find out what that is.

Want to discover the easiest, quickest, most fun way to express empathy for your prospects?

Register for a Checkmate webinar, held on Tuesday, October 31, 2012.

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