Today’s Slattery Sales tip: Get your prospect’s view of their pain – not yours.
There are many pain-based selling systems out in the marketplace.
This is because, on a whole, people will generally move a lot faster to avoid a pain 😱 than they will to achieve a pleasure (like features, benefits, savings💰, rainbows🌈, kitties🐈, and unicorns🦄).
💡But here’s the thing about pain: Your prospect’s motives to change, the pains their experiencing in the absence of your solution, MUST be stated by THEM.
These things must be articulated in THEIR words, not yours.
You’re not a neutral party; your prospect knows you’re incented to drag them through the pain of change. When you speak, they don’t believe you – no matter how much trust and credibility you’ve built with them personally.
If you tell them about their pain and how much they’re experiencing because they don’t have you in their life, they’ll fight you on it.
But if THEY articulate their pain and how much pain they’re experiencing because they don’t have you in their life, you have a rock-solid chance to move your sale forward toward closure.
➡️The only opinion about the prospect’s pain that matters is the prospect’s.
If you haven’t yet heard THEM articulate all their pains and their motives to change, you don’t yet have enough clarity. They may not even be a prospect.
Ask more questions. Get to clarity. 💡
~
✨ Thank you for stopping by! Glad to have you here. ✨
At Slattery Sales Group, we empower great companies and sellers to win more business in less time.
Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace. We'd love to help you do that, too.
To expedite your progress:
🔷 Grab our book HERE to get that important sale moving again.
🔷 Get quick-start training to shorten your sales cycle and avoid being commoditized here.
🔷 Boost your own skills (and earning potential) in our advanced program here.
If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.