What Makes You Mad?

You often hear if you can figure out what a customer or prospect really wants, what they really like, you make the sale. They want? You fix (for a price, of course).

Many customers won't tell you what they like. Some are afraid if they let you know their inner desires, you will sell them something they don't yet want to buy.

Quite a few don't know exactly what they want or like. They'll say, "I'll know it when I see it, but I can't put what I want into words."

I got a great solution recently while talking with Internet writer Paul Myers. Paul said, "Ask people what makes them mad. You will see their dislike flash across their face and you will know this is something they really care about."

This strategy makes a lot of sense. Get customers and prospects to talk about what they don't like, things that are a hassle, and stuff that makes them mad. Most people have no problem instantly thinking of things they want fixed.

You will quickly get to the heart of their problem. Offer a solution...and make the sale.

Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or 603-249-9519.

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