The Compression Curve
Vague positioning forces you to teach every buyer from scratch; sharp positioning lets you skip most of that and close faster.
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The mechanism
The chart plots how committed a buyer gets over the days after first contact, as two curves. The dotted sharp-positioning line rises fast and reaches the top in about three touches over 65 days. The solid generic-positioning line drags along the bottom, needing about seven touches over 115 days to get there. Same destination, but the sharp path skips the teaching stops, cutting the time to close roughly 20 to 40 percent shorter.
Part of Positioning. Who you are for and why you are the obvious choice.