Why is it that we must be told "think about the benefit, not the product?" Why is it that devs have a hard time testing their product? Why do writers bury the lede? It's all a form of [[Curse of knowledge]]. It's all because of the asymmetry: * You're thinking about your product 90% of your waking hours * The consumer uses the product maybe 1% of their working hours So: * For you the benefit is obvious and given * For the consumer it's something that needs to be proven This is what [[Sellers vs Builders|Sellers]] are good at. They're good at listening, understand needs, constructing value propositions, framing it in terms of the benefit. #published 2025-03-09