Because one sells fast. The other gets put on a “maybe later” list. Here’s the deal: People buy solutions to urgent problems. Not “nice-to-haves.” Not “someday upgrades.” Real problems that are costing them money, time, energy, or peace of mind right now. That’s why pain pills sell. Vitamins? Not so much. Let me show you what I mean: Vitamin Offer: “Improve your leadership skills to become a more effective manager.” Pain Pill Offer: “Fix the team dysfunction that’s costing you $50K/month in churn and missed deadlines.” See the difference? One’s a future goal. The other’s a current fire. So if your sales feel stuck, the problem might not be the product. It might be that you’re talking like a vitamin… when you should be positioning like a pain pill. Ask yourself: → What problem does my offer solve? → What’s the cost of not solving it? → And is my prospect already feeling it? Because if they don’t feel it… they won’t buy it.

I had made a video that shows how my company realizing a pricing gap opportunity. In 1 hour, I mailed out notices that made my company about $7,000 per year extra in profit. Not too often can I make $7,000/hr. Then I talk about a business partnership that outsourced his sales and lost his company within a couple months. A catastrophic mistake about losing control of his customers and allowing the success of his company to be in someone else's hands. That and he missed something critical in their sales contract. You own the sales for your company. That does not mean you need to do all the marketing and make every sales call. It is okay having sales teams and training them. That is how I grew my shed business over $3M/Yr. I does mean that you are ultimately responsible however. Additionally, sales is the best way to learn about your customers and how they perceive your products, services, competency, and value. When big companies fail, it is because they lost touch with their customers. When small business fail is because they never understood their customers from the start. You need to know what makes your company profitable. Don't waste time chasing shinny pennies. Do not trip over dollars to pick up a dime. Focus on the bottom line and what drives 80% of your profit. Check out this 7-minute video I did on YouTube (1) $6,900/Hour Strategy vs. The Outsourcing Disaster That Killed a Company - YouTube