Bobby MoestaInnovator, Entrepreneur, Professor and Advisor

The Big Lie #sales #demandsidesales #bobmoesta

16 Jul 2023 · 1 min

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In this short talk Bobby Moesta debunks the common belief that building a product guarantees customers will buy it. He argues that successful selling starts on the demand side: deeply understanding the problems, painful moments, and desired outcomes that people experience. Moesta illustrates that anyone who guides others—teachers, rehab nurses, or salespeople—already “sells” by helping the learner or patient make progress. To create effective products and services, businesses must first grasp the progress their customers seek and then align their offerings to support that journey.

Chapters

Build it and they will come. And I laugh because there's just too many times where I've built things and nobody bought it. And so part of this is to realize that I have to start with the demand side. Why? What the problem people have, the struggling moments they have in their life, and the outcomes that they want. Most people sell and they don't even know it. A teacher sells a student on a lesson. A rehab nurse sells a patient on basically being able to do rehab. But they can't make the progress. The student or the patient need to make the progress. We need to be able to understand people better, understand the progress they're trying to make, and align our products and services to do that.