The compelling reason to act now occurs when the pain level exceeds the threshold of procrastination.
All products, services, capabilities are promises. The square root of a promise equals pain (+) or pleasure (-) in the equation: Courage = Pain multiplied by Human Attention.
An action is a promise in the present tense (versus future tense). It is where you want your client’s attention: right here, right now.
To increase sales (action) you need to either lower the threshold or excite the promise.
That’s what sale people do! They excite promises. If that fails or cannot be done with INTEGRITY, you must lower the threshold.
A threshold is price, terms and conditions.
Therefore you have 5 levers at the threshold that you can negotiate with your prospect:
Many choose the sixth option. DITCH INTEGRITY. Make false promises and play the numbers game. You see false promises everywhere now: In your grocery store, in the airport, on TV, on social media.
BEWARE: Artificial Intelligence (AI) can go both ways here. It can make things worse or better. The only real solution to this problem is a well-educated consumer making well-informed decisions. This goes against the grain of the marketing/advertising construct completely. It is the marketing/advertising construct that pays for AI research and development.
Top salespeople excite promises. A pain relieving promise avoids lowering price or altering terms and conditions. To increase your profitability you need to excite THEIR promises with INTEGRITY.
INTEGRITY is important in 2019 and beyond because the artificial intelligent software agents that govern over search and social online experiences can smell bullshit through the “ethernet”.
Clickbait, Sensationalism, Fake News and Hacks are smarter than the AI agents today. That is getting ready to flip: months NOT years.
Your core business value proposition must be built on a solid foundation of INTEGRITY! It is just a matter of time before the agents sniff you out.
If you need help, I can help. It is my purpose.
Welcome to your future.