Find The Pain Get The Sale

They say that people buy based on emotion , to mitigate or avoid some kind of pain . The challenge for vendors is to see that pain. Sometimes it is very clear and other times it is hidden .

Unfortunately , many sellers do not understand this . They believe that everyone needs or wants what they have to sell. It is only up to them to get the word out . They lead with their product or service - its features and benefits . They spend the sales call about instead of asking and listening. These sellers think they should share all elements of information about their product / service to ensure they are selling perspective. Then they are surprised when the prospect is going in a different direction .

Think about it for a moment . Have you not experienced this one seller at a time? Whether as a consumer , or your business, you 've probably encountered a seller who came to the unloading table of all aspects of their company, product and service. You probably could not even get a word in. They do not stop talking , showing you the pictures tell you their story. You might have been a PowerPoint presentation or demonstration .

Do you remember how it felt ? Not great ! And do you know why ? Because you have had the opportunity to be heard. The seller has shown no interest in learning about your needs, your pain. He or she was so absorbed in his own history that they never thought to ask you for yours. It does not work that way. It can not be all about the product / service and not the perspective.

The sales process is a search for pain. You are looking for prospects who have a problem with your product / service can solve . First , you identify suspects - people / companies you think you need or want what you have to offer. It is a targeted marketing. You have determined that the value of your product or service is . So you 've decided what your target markets .

Your next step is to learn as much as possible about them. When you get a chance to meet them - ask questions. This is the point where you try to discover their true pain. The key at this point is to listen. It is important to really hear what 's being said . Listen openly without agenda. In this way , you will hear what they say - not what you want them to say . Do not listen to in terms of how you can help - just listen . One way to ensure that you will listen more than talk is this - do not take any commercial documentation with you to the appointment ! Go with a pad and a pen. Learn.

Once you have managed to find the real pain , determine if your product / service can relieve . And be honest about it! Remember these critical points -

1 . You do not want to do business with everyone

2 . You may or may not have a solution to this particular problem

3 . You can always have a value pointing to them in a direction where they can get their problem solved.

Now that you 've narrowed down to those prospects who have a problem you can solve , explain how your product / service can help relieve their pain. For your product or service to the pain experienced by the prospect is how you end up making the sale.

If you meet someone you do not want to do business with you can easily remove yourself by letting them know you can not help them solve their problem. And when you identify prospects who have pain that you can not solve , refer you to someone who can . 

They will love you for it . They trust you. And even if they can not do business with you , they will refer you because you were honest with them . They send you people whose pain you can solve.