Salt the wound, then heal it

Hey,

It's Rickson.

If you own a business or in sales, you're a problem solver. And that's basically why businesses exist, and if a business doesn't solve a problem, it's not a business.

Marketing agency? Solves the problem of people not knowing how to market, or don't have the time for it.
Water bottle company? Solves the problem of someone not being able to have water wherever they go.
Chiropractor? Solves the problem of people having a sore back, neck, body, etc.

You solve problems that people want solved. That's it.

And that problem is a wound, sometimes they don't even know it exists, sometimes it's tiny, sometimes it's a big gaping hole in the middle of their arm that costs them muchos mas money.

And with that wound comes an opportunity to make the sell easier.

Because they come to you with a problem and you're the fixer, and if they don't really know how big the problem can be and you do, you can take that wound and just pour salt on it and then put your thumb in it and twist it.

Think of it like this:

You have been stabbed in the shoulder, and the wound from the stab hurts A LOT.

So you go into the doctors with this wound, the doctor asks you to sit down, you explain the problem to him.

He then takes his thumb, covers it with salt that is conveniently laying on his table, and puts it right into the wound form the stab, and twists it.

That's what you should should do in sales when people come to you with problems (basically).

Now if a doctor does this to you, this isn't a very good doctor, and you should probably leave.

But in sales, you basically do this, verbally.

Let's say you run a marketing agency, and the lead comes to you with this:

'I can't rank high enough and I want to rank further' That's a wound.

Now you can salt it even further: 'Totally understandable and I agree, because if you're not able to rank high enough it can cost you clients that you could have had and let competitors take leads you could've taken'.

Salt. Thumb. Twist.

They come with a problem, you make the problem seem WORSE, so now they are going to want it MORE than before they even told you.

Now guess what? You heal that wound and solve the problem.

'And I definitely think we can get your business ranking even further than it is now so we can have a higher chance of getting more clients/leads and surpass competitors'.

How easy will this sell be? ESPECIALLY if they come to you ALREADY WANTING IT.

Now this is a marketing formula and it's called the PAS formula.

Problem
Agitate
Solve

Hope this helps and makes sense,

Rickson

P.S. Do you own a local business doing well and want to get EVEN more results? Click here.