Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

What Dissatisfaction Means (Part One)

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We use the word "dissatisfaction" to describe the gap between the status quo and some better future state. It might mean that your dream client is unhappy with something now. They might have some pain that they can point to. It might also mean they have aspirations. They might … [Read more...]

On Dissatisfaction

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People don’t change unless and until they are dissatisfied. Without dissatisfaction, there’s nothing to compel your prospective client to do something. There’s no reason for them to take action. Your job in sales is to discover dissatisfaction or create it. Find … [Read more...]