Posted under Sales
from 1336 days ago

Solving the Wrong Problem and Subtracting Value is a post from: The Sales Blog | S. Anthony Iannarino

The chain restaurant specializing in ribs in my neighborhood was struggling. Their business wasn’t doing well, the quality of experience started to decline, and the restaurant started to look shabby. In an attempt to increase the restaurant’s poor profitability, the owner switched to a new meat supplier. This meat supplier was cheaper, and that lower price point meant that there would be more profit.

But the meat was inferior. It was of very poor quality. First, there was very little meat to speak of. Worse, the bones were thin and translucent. I only know what happened here because the manager told me the story—before the restaurant closed forever.

By changing the meat supplier in an attempt to control costs, the owner made a bad experience worse.

Solving the Wrong Problem ...


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