Have You Tried This Sales Strategy?
In this instructional video, Chris Donnelly introduces the "agitate the problem" sales strategy, arguing that sellers should first intensify a prospect’s awareness of a problem before presenting a solution. He explains why jumping straight to a solution fails because the audience isn’t emotionally primed. Donnelly outlines a three‑step framework: (1) make the problem feel urgent and measurable by quantifying its current cost; (2) illustrate the cost of doing nothing, projecting the impact over 3, 6, and 12 months; and (3) connect the problem to the prospect’s core concerns, demonstrating deep understanding and positioning the seller’s offering as the obvious remedy. He illustrates the approach with a real‑world example from his company Searchable, where he prompted prospects to ask ChatGPT about their sector, letting the AI surface brand‑specific issues and competitor advantages, thereby letting the problem “sink in” before introducing the solution. The video concludes with a concise, actionable guide for applying the technique to any business.
