Want versus Need

Sometimes, a little education goes a long way. What a client wants is not always compatible with what their customers need. Here’s when saying no could be crucial, perhaps even pivotal to moving the gain line forward.

Want is a bar of chocolate. Need is breathing. A huge difference, but so often it goes unnoticed and unaccounted for. In the words of the inimitable Henry Ford:

“If I’d asked my customers what they wanted, they’d have said a faster horse.”

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