Have you heard of this sales concept called PAS?
Problem
Agitate
Solve
The premise of this concept is simple.
Identify a specific problem that your prospects face.
But before offering a solution, you instead make it worse.
It is like you see a gaping wound – instead of putting antiseptic – you rub it in and pour salt into it.
After watching them scream in pain and stare at you, you then offer the painkiller.
Yes, these might just be metaphors.
But this is also the reality of the world we live in.
There are plenty of people who walk around with their pains. Sometimes they are even holding on to it.
They bear it and eventually it just becomes dull throb and in the background.
Just a small irritating pain which they… IGNORE.
So that is why Purposeful Agitation is important in order to capture their attention.
The fact that their competitors are zipping past them with better marketing, products or services is sometimes not painful enough.
The fact that their monies sitting in their bank account being eaten away by inflation is not painful enough.
The fact that their market share is dwindling year by year is not painful enough.
So your job here?
You need to do:
Purposeful Agitation With Compassion.
Make them feel the pain and capture their attention.
But do it in a kind and gentle manner so they don’t hate you.
