Many of us were force fed a half truth that has cost the sales profession billions of dollars.
We all were taught to “Look for the pain”.
While pain is the single biggest motivator for change, going into a meeting and probing only for pain is sales malpractice.
Contrary to what we’ve been taught, pain doesn’t always exist and if that’s all you’re prepared to uncover, there will be times (many of them in fact) where you leave that meeting with a whole lotta nothing.
You’re also doing your prospect a huge disservice because in a sense, you’re telling them that your solution is only available for people with pain.
My question to you is . . .
How about, in addition to probing for pain, you probe for opportunity?
What are the opportunities that you and your widget help your clients embrace?
Opportunities can be . . .
Better Online Reviews
Those are just some and YES these could all be pain areas too but if you only probe these areas for pain and then consider it done;
Is it possible that you’re leaving money on the table?
Again, I want to be clear . . .
Finding pain will help you get that deal across the finish line faster but in the absence of pain, why walk away from the opportunity of, well, opportunity?
We’re going to be talking, A LOT, about things like this that can help you to close more deals, tomorrow, during our How To Close More Deals webinar.
Have you registered yet?
Can’t make it tomorrow? Sign up anyway and I’ll send you the recording by this Friday.
Click HERE to learn more and do it TODAY because the deadline is here and I have over 30 ideas I’m anxious to share with you!