Buyer-Wins Outcome

Accelerated Cognition dramatically reduces or eliminates the amount of time between the Buyer's consideration of content and their response to that content, in terms of staying or leaving. Historically, consideration was maintained through in-person selling constraints such as the Logistical Exit Barrier, the Time Reallocation Barrier, and the Limited Alternative Constraint. Now, the only way to keep the Buyer's consideration is to serve them both the expertise they seek, as well as the experience they want to have in seeking it.

It's out there somewhere. The Sure Alternative Principle means the Buyer has intuitive confidence that an experience of low value is readily replaced by an experience of higher value, with the click of a mouse. This has been the case for over two decades. There are no digital constraints, this is not the age of three television stations, but of limitless alternatives. With tools such as Google, and now ChatGPT, the Buyer will find what they want, if they haven't already. The Buyer will not be constrained.

The Buyer is motivated and conditioned to seek, find, and consume information and experiences that meet Constant Fascination. This interest is confirmed by a Hyper-Aware Interest Level (HAIL). A conditioned, constant, alertness as to their own level of interest in anything upon which their attention is fixed. Driven by the desire to Know it Now (KIN), confident in the assurance of the Sure Alternative Principle, and confirmed by their own Hyper-Aware Interest Level, they seek to remain in a position of perpetual high interest.

In a state of Accelerated Cognition, the Instant Buyer Response Loop provides for an efficient reaction to content that is not interesting; end the experience. Immediately. This Click Off Response is the Buyer's immediate conditioned response to terminate an experience of confusion or boredom by taking control and clicking away to an area of interest. In fact, the Buyer moves faster to terminate an experience of low value than they move to engage an experience of high value.

The Buyer-Wins Investment is the commitment to delivering Buyer-Wins Outcomes by the practice of anticipating the future needs of the Buyer, and investing to deliver, or to be ready to deliver that value to the Buyer before the Buyer requests it or even knows they need it. This is now a practical necessity to survival. Once any company’s Buyers start dropping them in favor of a Clearly Superior Alternative, its over. Buyers are able to change providers much faster than the culture of that company can adapt to keep them.

The greater the provider focus on the Buyer's needs before their own, on delivering the outcome the Buyer wants, the greater the success of the provider. In selling, the greater the Expert Seller focuses on curating expertise for the Buyer's specific problem, on helping them to learn why their solution is the best solution to the Buyer's problem, the greater the success of the Expert Seller. This type of professional is a Clearly Superior Alternative to the salesperson who seeks to leverage the Buyer's need to meet their own, or who waits to trap the Buyer in the Commodity Buying Experience.