Why does pressuring patients with limited-time offers backfire? Because time pressure trips the wrong wire. When you slap an artificial deadline on a patient to force a fast, snap decision, you fire the automatic survival system in a negative direction. Suddenly something feels off, the two systems fall out of sync, and the patient does what that system is built to do under threat. They flee or they freeze and do nothing. That is the opposite of what you wanted. Most scarcity in a sales process is manufactured anyway, because the practice controls the speed. So when you manufacture urgency to [...]