Paul Howell wrote:
Yes, which is all too unfortunate. "Getting to Yes" in marketing amounts to determining what the customer truly wants, and then selling exactly that (or, what seems to be "exactly that"). As programmers/consultants, we need to make ourselves fully aware that what we create for a client/customer should meet their needs or solve their problems. When we can make OUR programming desires mesh with THEIR organizational needs, marketing becomes a simple extension of doing what we already do well. To do this well requires taking the time to fully understand what a customer really wants or needs, not just what they say they need.
FWIW, the sales methodology this woman came up with is pretty nifty: http://www.newsalesparadigm.com/ cheers, Chris -- Simplistix - Content Management, Zope & Python Consulting - http://www.simplistix.co.uk