Sell what people they Want not what they Need

In copywriting or sales marketing there is a fundamental weakness. People often slack on what they need and prioritize more what they want. We gonna dive into some examples in this post

In a real-life example:
A few years ago EU changed VAT laws. The need to change software was very urgent to deal with it. The willing to do so less. The solution was publishing a white paper with everything they needed to know and make them want it. the white paper

What you needed to know and what it actually was:
"We describe all 374 changes that will affect your business."

What you want to know:
"Use it to as a management discussion document with your colleagues" you can see yourself gaining a more prominent position with this knowledge.

"Use it to develop your request to Tender document, when selecting new accounting systems" yes laziness here just less research.

This was an example I had from a copywrite course, what do you think about this?