A short YouTube clip (creator: Nate Tilley) urging sellers to stop being "product sellers" who push what they already have. Instead, sellers should research and listen to the market to find what customers are "starving for," identify their "hair-on-fire" urgent problems, and build offers that provide immediate solutions and beat competitors by filling gaps in existing products.
Most people are product sellers. They go, this is what I've got to sell. Let me go and sell it. They don't go out to the market and go, what is the market absolutely starving for? Now let me create a product or service that delivers and gives them exactly what it is that they're starving for that answers their most burning hair on fire problems. That provides an immediate solution to this pressing problem that they're experiencing so that they're a very motivated buyer. And that's exactly what it is that we want to sell. We don't want to sell just what we've got at stop there. We want to take it up a level by looking at first what that market does and what that market wants and what's keeping them up at night and what do they enjoy about the existing products that are on the market and what don't they like about it, and where is that kind of shortfall in between where you can position your offer to just go out there and beat the pants off your competition?
