Sales Tip 289
Pain enables change
I conduct Sales Training and One-On –One Coaching for Salespeople who are trying to sell a product or service to someone who already has what they are attempting to provide. It is extremely important in these situations to quickly identify the pain that they may or may not be aware of.
Always start by singling out the problems or challenges they are experiencing and then drill down to the pain by asking, “How is that affecting you?” That’s how you will identify the pain.
People can live with problems but it’s tough to live with pain which means they are looking for relief that you will provide with your product or service. The more pain you uncover the more urgency to make a change.
Pain will enable a change to take place.
MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. Are you practicing on your customers? Master the essential keys to sales success! Learn more about Marvin Montgomery’s Sales Certification Program. You can ask the Sales Doctor a question at [email protected].
