Customer Dreams Worksheet

What is it?

In this worksheet, you’ll identify the dreams of your customers and how you fulfill them. You can then clearly communicate the value you provide to customers.

Why is it important?

Common selling wisdom is to sell benefits, not features. People care most about how their life will be better. The features are just proof that your product or service can deliver the benefits. Carmine Gallo, the author of Talk Like TED, summarizes this as “Sell dreams, not products.”

When and how would you use it?

Deliver more value to your customers by fulfilling their dreams. Improve your marketing by identifying your customers' dreams and showing them you can help fulfill them.

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