wisdomgame Male, Single. USA

Excellent book . . . Full of up to date information. It seems to be written primarily for the financial adviser. . .and since I used to be a stock broker in the Twin Towers before they went down, maybe that’s why I picked up this book. Yet, it’s not dry! It’s full of great stuff about selling to customer’s needs. It really opened my eyes to what people really want.

How do you sell to customers needs?

You have to create for them an experience that is personal and unexpected. They have to feel after you’ve engaged them that a connection was made. They have to have a powerful, emotional experience . . . somewhat like, “Wow! I got something for nothing."

How do you create ‘the experience'?

It’s all about energy exchange. If you are incredibly passionate about something, the other person assumes it must be something worth being passionate about. Only an inspired person can deliver energy and passion and truly make a difference. A memorable experience is one that delights customers.

You selling? What you selling?

Are you selling, or do people want what you have? If you create a memorable experience people will line up to do business with you. The author writes, “If you simply give them what they want, it’s not an experience. They have to want what you have.”

Who cares?

I do, because I want to help people. That’s what we do at my business, Wisdomgame. We develop new products and solutions. We help our clients discover their needs. Maybe that’s what you do to? People who have positive experiences want to share them with others. Connecting is all about bonding emotionally by knowing what the customer really needs. Again, I quote Maribeth Kuzmeski:

“I’m convinced greatness can best be measured by the impact we’ve made on others, by the way we’ve connected with them, touched them personally, brought them along with us, and perhaps inspired their best considerations.”

This is an excellent book. Buy it, digest it. You'll do better in your presentations.

Steve http://wisdogame.org