Once I have that information, I can then position my product as a remedy for their pain, and then verbally paint a picture for them of the future—showing how much better they are going to feel as a result of using my product, which has taken away all their pain and has them feeling pleasure again. In addition, by saving this powerful human motivator for last, it gives us the ability to make that one final push—taking a prospect who needs our product and wants our product and can truly benefit from our product—and creating just enough pain to push them across their action threshold and get them
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