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You want to sell at the moment of greatest pain.

If I go to a restaurant and I have an amazing steak dinner, and then after I have had my steak dinner, the waiter comes and says, "Do you want to have another steak?" Most people would say no. You want to sell at the point of greatest pain, not at the point of greatest [music] value.

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Key takeaways

  • If I go to a restaurant and I have an amazing steak dinner, and then after I have had my steak dinner, the waiter comes and says, "Do you want to have another steak?" Most people would say no.
  • If I just had a steak, maybe I have a lot of pain in that I don't have dessert yet.
  • They meet the right offer at the wrong time.

Chapters

  1. 0:00
    Abschnitt 1 If I go to a restaurant and I have an amazing steak dinner, and then after I have had my steak dinner, the waiter comes and says, "Do you want to have another steak?" Most people w

Full transcript

Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.

1 segments

0:00If I go to a restaurant and I have an amazing steak dinner, and then after I have had my steak dinner, the waiter comes and says, "Do you want to have another steak?" Most people would say no. You want to sell at the point of greatest pain, not at the point of greatest [music] value. If I just had a steak, maybe I have a lot of pain in that I don't have dessert yet. They meet the right offer at the wrong time.