People only buy when inaction becomes more painful than action. Your job is to diagnose where they are on the pain line -- and help them cross it.
Pain Line Concept
Core Principle
Elliott's Pain Line is the threshold where inaction becomes more painful than action. People buy when they cross this line. Your job is to diagnose where they are -- if below the line, build pain awareness before closing. If above, close immediately.
Step-by-Step Execution
Example in Action
You: How long have you been dealing with this problem? Prospect: About 18 months. You: What has it cost you in that time? Prospect: Probably $200K in lost deals. You: Where will you be in 6 more months if nothing changes? Prospect: Honestly... we might have to lay people off. You: On a scale of 1-10, how ready are you to fix this? Prospect: I'd say a 9. You: [They're above the pain line -- close now] Then let's solve this today. Here's how we get started.
Practice this technique with an AI-powered roleplay scenario.