One Phrase Took Close Rates From 15% to 61% (The 'Constructive Discontent' Method
Автор: Victor Antonio
Загружено: 2026-01-17
Просмотров: 53
Your prospect is perfectly happy with what they have. That's the problem.
Ernest Dichter cracked this concept in the 1950s with "Constructive Discontent"—the art of making someone productively unhappy with their current situation, so they actually want what you're selling.
This video breaks down exactly how it works, from the cassette-to-CD transition to the real-world sales study that tripled close rates with a single reframe.
0:00 – The psychology behind why prospects don't buy
0:43 – Record → 8-track → cassette: how markets shift
1:26 – The CD problem: why "better" wasn't enough
2:02 – "High fidelity" – reframing features into feelings
2:45 – The hiss test (making the invisible visible)
3:25 – Steve Jobs' 7-word pitch: "1,000 songs in your pocket"
4:22 – The energy audit study: 15% → 61% close rate
5:40 – Information vs. Insight vs. Impact (the framework)
#sales #closingdeals #salestraining #persuasion #salestips
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