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The Best Time to Sell Anything

Name: The Best Time to Sell Anything
Uploaded: 2024-08-20T01:30:25+00:00
Duration: 30 s
Channel: Shanli Liu, CPA, CTP
Description: In this concise monologue, Shanli Liu, CPA, CTP, uses a steak dinner analogy to illustrate the optimal moments for selling and for requesting…

20 Aug 2024 · 1 min

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In this concise monologue, Shanli Liu, CPA, CTP, uses a steak dinner analogy to illustrate the optimal moments for selling and for requesting testimonials. She explains that the most effective time to pitch a product (or an additional steak) is just before the customer experiences the desired outcome—when they are still hungry (the moment of greatest pain). Conversely, the best time to ask for a testimonial is right after the customer has enjoyed the experience and feels satisfied, because they are eager to share their positive feelings. The speaker emphasizes aligning sales pitches with unmet needs and testimonial requests with peak satisfaction to maximize conversion and advocacy.

If I were to say, hey, you have a steak dinner and you're starving, you're like, oh, this is great, blah, blah, blah, blah. The moment to sell you the steak is right before you've had the steak and then you eat the steak. Now, after you have the steak, is that the moment that I say, would you like another steak? Not really, because you're like, I'm full, I'm good. So that's the point of greatest satisfaction, not the point of greatest deprivation. Now, after I've had the steak, if I say, hey, would you mind like looking in the camera and saying how great the steak was? People are like, oh my God, it was amazing. It was so great. You guys should definitely check this place out. It's awesome, right? Because you want to sell at the moment of greatest pain. You want to get a testimony at the moment of greatest satisfaction.