In last week’s episode, This Place is Death, while Ben and Jack toiled away to get the Oceanic Six together and off to the lovely Eloise Hawking for some much needed inspiration, our time-challenged group on the island found themselves skittering across space-time at an alarming pace, with increasingly painful side-effects as things progressed.
Poor Charlotte, Juliet, Miles and even Sawyer… hemorrhaging more and more with each blistering flash and jump through time.
Once at the Orchid station (or rather, the mysterious well, as Charlotte directed), Locke had his grand master plan to fix things: to somehow make his way off the island, bring the Oceanic Six and co. back, and get his lonely band of misfits un-unstuck in time… somehow.
As Locke prepared to lower himself down the well to nowhere, Juliet states rather simply;
“If whatever you’re trying to do works… thank you.”
She has no idea what Locke is about to do, or how exactly he’s planning to get it done. But, here she is going through excruciating head trauma, nosebleeds, and I’m sure all-around weirdness on an increasingly regular basis… all she’s concerned about is a solution to the problem.
While I’m sure there’s all sorts of legal faux-pas’s around inflicting head trauma, nosebleeds and time/space displacement upon our unsuspecting prospects… in the sales context, when prospecting we should be doing everything in our power to help them to understand the depth of their problems, implications, and with a little effort build that same level of anticipation for the proposed solution - the solution you’re equipped to provide. The solution that solves their problem like none other.
In fostering this anticipation, you build a connection with customers that reaches an almost emotional level that can truly set yourself apart from your competitors.
Not unlike the must-see movie trailers, the rich aroma wafting at you as you set foot in the coffee shop, or that incessant speculation you’re going through between episodes of Lost… anticipation pulls you towards the irresistible end-result.
What can you do with your current customers and prospects to make yourself and your solution irresistible? What tactics might we employ to move prospects from concerned…to hemorrahaging?