Stephen O'Sullivan

Morpheus understood sales.

While holding two pills, he offered Neo a simple choice between two distinct futures.

No features, he offered outcomes.

It's one of the greatest sales pitches in film history.

“You take the blue pill and the story ends, you wake up in your bed and believe whatever you want to believe.

You take the red pill and you stay in Wonderland, and I show you how deep the rabbit-hole goes.”

In every sales conversation, we must help our prospect see their own two pills.
Their two futures.
The blue pill is the comfort of the status quo.
The red pill is the potential of the new thing you're offering.

Your real job is to understand the origin of the word decide.

It literally means ‘to cut off’.

When you ask a prospect to decide,
you aren't asking them to buy something.
You're asking which future they want to cut off.

The one that looks exactly like their frustrating present?
Or the one where change is possible?

Your offer isn't a product or a service.
It's a red pill.
It's the doorway to Wonderland, a place where their problem is solved.

Frame the final question that way.
Which future are you choosing today?

The choice is theirs.
Your job is to make it clear.

Stephen ‘I know Kung Fu’ O’Sullivan