Vertebrae

I don’t need to set this up at all… you know — sometimes when you’re doing some sort of sales, and you want to make a point, or propose some sort of solution to people’s felt needs, you first must articulate the problem we’re all facing… So if you’re a door-to-door vacuum salesman, you have to talk about how dirty floors ruin your day. Or how heavy other vacuums are. You have to remind people of the problem so that your solution FEELS more revelatory. If you paint a compelling picture of how bad a problem is, and then pitch your product, you’ll likely make some sales.    Same thing with public speaking. If you have a point to make, you need to set it up with all the failed solutions we’ve tried thus far… You need to shine a spotlight on how ugly things are, so that you can propose a beautiful alternative and people will lean into it. It’s why old-school preachers used to talk about Hell so much. It’s psychology. Scare people into a vulnerable place, and then propose some sort of safety… and all you have to do