Scribd Logo
Upload

Welcome to Scribd!

  • 462 views

    Demand Side Sales

    Uploaded by

    Asier Garcia
    This book discusses "demand-side selling," which focuses on understanding customers' needs and struggles before developing products to address those needs. It argues companies should first understand what customers want to overcome, then create solutions to help customers progress, rather than pushing existing products. The book explains people are motivated to progress functionally, emotionally and socially. It also outlines four "forces of progress" - the push of struggles, magnetism of solutions, anxiety of change, and habits of the present - that influence customers' purchasing decisions over time. The author says understanding customers' journeys and struggles can help companies better sell products by solving problems rather than just promoting products.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Demand Side Sales

    Uploaded by

    Asier Garcia
    462 views3 pages
    This book discusses "demand-side selling," which focuses on understanding customers' needs and struggles before developing products to address those needs. It argues companies should first understand what customers want to overcome, then create solutions to help customers progress, rather than pushing existing products. The book explains people are motivated to progress functionally, emotionally and socially. It also outlines four "forces of progress" - the push of struggles, magnetism of solutions, anxiety of change, and habits of the present - that influence customers' purchasing decisions over time. The author says understanding customers' journeys and struggles can help companies better sell products by solving problems rather than just promoting products.

    Original Title

    Demand side sales.docx

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This book discusses "demand-side selling," which focuses on understanding customers' needs and struggles before developing products to address those needs. It argues companies should first understand what customers want to overcome, then create solutions to help customers progress, rather than pushing existing products. The book explains people are motivated to progress functionally, emotionally and socially. It also outlines four "forces of progress" - the push of struggles, magnetism of solutions, anxiety of change, and habits of the present - that influence customers' purchasing decisions over time. The author says understanding customers' journeys and struggles can help companies better sell products by solving problems rather than just promoting products.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    462 views3 pages

    Demand Side Sales

    Uploaded by

    Asier Garcia
    This book discusses "demand-side selling," which focuses on understanding customers' needs and struggles before developing products to address those needs. It argues companies should first understand what customers want to overcome, then create solutions to help customers progress, rather than pushing existing products. The book explains people are motivated to progress functionally, emotionally and socially. It also outlines four "forces of progress" - the push of struggles, magnetism of solutions, anxiety of change, and habits of the present - that influence customers' purchasing decisions over time. The author says understanding customers' journeys and struggles can help companies better sell products by solving problems rather than just promoting products.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    You are on page 1of 3

    TÍTULO (pts): “Demand side sales” (3pt)

    RESUMEN: Explicar brevemente el libro objetivamente sin entrar en detalles. 

    When we decide to set up a new company and create a new product, we do it without
    thinking first in our customers. We create the product and then we start searching for
    customers, instead of thinking about what our customers need and then create that
    product, focusing on them directly. In this book the “technique” that uses (demand-side
    selling) tries to sell our product by helping people make progress in the journey they are
    on. We need to solve a problem that our customer has, without pushing our products. In
    the moment we know the struggling moment of the customer we would be able to start
    selling them our product.

    APLICACIÓN DE IDEAS (APRENDIZAJE): Explicar en qué aspecto nos ha


    ayudado el libro (personalmente, profesionalmente..) y como hemos aplicado las
    ideas principales en nuestro día a día o en proyectos.

    ● Demand is about a fundamental struggle. When something is not working


    the struggling moment occurs.

    ● Eliminating the struggle is not progress: Customers overcoming the struggle


    is progress. This means not to remove the problem, but to overcome it.
    ● There are three types of motivation for people to make progress:
    ○ Functional motivation
    ○ Emotional Motivation
    ○ Social Motivation
    ● The four forces of progress

    ● Force 1: The push of the situation: The struggling moment for a


    preson to buy a mattress is the requirement for a good nights slepp.
    Tossing and turning is affecting their productivity throughout the day
    ● Force 2: The magnetism of the new solution: The moment you
    realise that something might bring you a better nights sleep and help
    you make progress. The solution creates magnetism and you start to
    imagine a better life with a good nights sleep
    ● Fore 3: Anxiety of the new solution: Despite the problem and the pull
    of the new solution, there is anxiety
    ● Force 4: The habit of the present: You are used to the old mattress
    even though it sucks. You have learned to live with it. There is an energy
    in that incumbent solution that keeps you from making the progress and
    stops you from switching.
    ● The purchasing timeline

    CONCLUSION
    I have found this sales book very interesting and has made me think about how do I
    think about new projects. Thinking about the product or service that I want to do, or
    thinking about what can I do for the problem that my customer have? I have always
    worked with the first approach.

    You might also like