Boost Sales

Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. (They may not know!)

2) Can I, my product or service effectively eliminate the pains defined?

3) Is the buyer truly motivated to eliminate his pains?

4) Does the buyer have the financial resources to proceed?

5) Who

Our innate drive to maintain our “comfort zone” directly affects how and what we purchase. Pain versus pleasure, similarity versus unfamiliarity and buffalo robe versus stress; self inflected or not, are all feelings and emotions that wear most facets of our lives. How we deal with such emotion volatility directly affects our motivations to buy things that make us feel better.

Humans prefer pleasure, give place to pain, seek familiarity and would rather be well-off than stressed out. Jack LaLane’s famous exercise philosophy of the 1960’s, “No Pain, No Gain” does not apply to most of us.

We all like things to be “just so”, regularly in line with our expectations. either that rattles our satisfaction zone generally leads to an sub-plot response, a reaction, immediate pursuit of problem resolution. Herein lies a fundamental cause for sales professionals to leverage our natural tendency to seek and purchase things that help us debar pain.

Selling is truly a Painful Process

Most selling situations involve agreeing problem or pain definition betwixt and between a salesperson and a purchase prospect. The sales representative ultimately attempts to educate the potential consumer random how costly it is to them of NOT having his product or service to eliminate their pains.

Many times in a buy/ sell situation the trader does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine what it will cost him to do that. Cost manifests itself in many forms, time commitment, effort to be made or monetary investment to solve the problem.

Get Answers to These 5 Key Pain Questions

A skilled sales person must systematically qualify, or better, DIS-qualify the user early in the discussion to find answers to five indivisible questions:

1) What are the prospect pains? (They may not know!)

2) Can I, my product or service effectively eliminate the pains defined?

3) Is the truly motivated to eliminate his pains?

4) Does the have the financial resources to proceed?

5) Who ultimately decides to utilize the within call financial resources to these pains?

It is most logical that a sales representative must secure answers to these five disqualification questions in the future they decide to present their pain solutions, products, information or services to the consumerism prospect.

This decision to delay presentation, to postpone the “sales pitch”, contingent on systematic disqualification of the prospect takes extraordinary discipline on the part of the sales representative. Most middle ground sales people immediately jump into their presentation having no idea what really are the prospect’s pains, if he’s motivated to fix them, can pour the relief or whether he has the most to make the purchase decision.

Prospect “Pains” are not Unique

With a “pain definition” perspective incorporated in your selling proffer you will quickly realize that many of your sales prospects have similar pains. You can evaluate these pains, define their most green causes and solutions, then prepare in offering of your sales calls written or visual selling tools specific to each non-competitive pain. Each selling tool would be used only for a specific pain.

It is also natural for your prospects to have confession for others who had similar problems as they have. any you can do to document how you as a sales representative addressed another person’s like pains with your products or services will go a long way to justify their pending purchase. Written case histories of successful forcing on of your product or service with previous customers are excellent selling tools.

Not “Features and Benefits” – It’s within call PAINS!

So many sales technique training programs emphasize product or service feature and fill the bill “selling”. As a potential consumer it is nice to know all this, but prospects want the sales person to first listen to and understand their problems; how long they’ve had them, what its cost them and what they’ve done already to try to fix them. A potential user needs to do this first in the foreground they can fully digest any form of potential pain relief. (Again, save your sales pitch and get answers to the five fundamental pain questions defined here.)

Sigmund Freud, the father of psychoanalysis, once said, “We will do more to stay detached from pain than to gain pleasure”. This is particularly true if we are fully involved in pain at the time. With this prospect pain definition selling reach increases in your sales results are certain, resulting in significant pain relief for both the user AND the seller.

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