Using Voting Mechanisms to Build Community Buy-In Among Leads

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For example, a major health transformation may occur after someone suffers a heart attack or other foreboding diagnosis, as diet and exercise instantly become a higher priority than they were a day earlier. Pulling long hours at work instead of going to the gym or preparing healthy meals might be the norm until a scare turns something they consider important into a priority.

I discuss this principle extensively in my gambling data greece book when I say that sometimes if you want to sell someone a Band-Aid, you need to “cut” them first. In other words, you must show them the problem and get them to internalize the loss they’re already experiencing by not solving it before they are sufficiently motivated to take action. For example, a doctor might say to a patient, “When I see middle-aged men who are 50 pounds overweight, there are typically lots of contributing factors in their life, like stress, family issues, and unreasonable work obligations. Unfortunately, this combination of health and lifestyle issues sets you up for a much higher risk of a heart attack over the next five years.”



Related Article: To Win More Deals, Lead with Problems Not Solutions. Here’s Why.



Our brains are hardwired to resist change, keeping us anchored to the status quo, even if it’s not working. The same goes for our customers. Prime them to understand the larger implications of inaction.