To learn which features a karaoke-company customer wanted, he went to a karaoke bar with his top Japanese rep, and the features he found led to the company's biggest order. Listen
Lou was selling in Japan when a customer placed a large order with a couple of requested features and offered to buy 10 more, which would have been the company's biggest order. He could not work out what the customer wanted to do with the product, so he took his top rep, Yoshiro Takahashi, a former car salesman, to a karaoke bar. They drank beer and watched karaoke with a legal pad, and he worked out which features to build, which led to the biggest order in the company's history.
“I went with a legal pad and a pen. And we drank beer. And watched karaoke and I finally figured out what features this customer wanted”
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