(chapter excerpt from the book "StartUP Cards") Understanding the prospective buyers is difficult to do but critically important before introducing a new product or service into the market. How do you get at the inner story that people are living and extract why they do what they do, how they think about it, what do they see and say to others? StartUP Cards: A deck of visual cards to provoke the entrepreneur into action. Link: http://amzn.com/B013XZTZKO

1. How do I understand what
the buyers are thinking so I
can sell something they
want?

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