Don't Get Excited Until You Uncover Actionable Pain

Don't Get Excited Until You Uncover Actionable Pain

(and a quick video with more details)

Today’s Slattery Sales tip: Don’t get excited until you uncover actionable pain.

💡Salespeople often get caught up in the excitement of pursuing a sale, only to discover at the end of it – after a lot of time and expense – that the prospect never actually intended to make a change. 

The intel the salesperson provided simply helped drive a better bargain with the incumbent. (This is a point where the salesperson hits Wimp Junction®!)

The truth is, most humans hate the pain of change and will avoid it at all costs.

➡️ Your goal in your sale, early on, is to uncover all possible motives your prospect might have to justify making a change.

It’s not enough to know they ought to make a change – they must articulate the need for change. If you don’t hear them tell you that they have motives to change, they’re not a prospect.

Don’t get too excited; listen carefully to collect actionable pain – that is, enough pain to justify going through the pain of change. 

⏳And until you get actionable pain, don’t put them on your forecast.

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